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Territory Account Exec I (318989-798)

Overview
The Account Executive is the catalyst behind Frontier Communications' success as an organization. As a consultative sales professional, the Territory Account Executive is responsible for driving revenue growth and bringing in net new business from prospects and current customers into the medium and small commercial segment accounts. Territory Account Executives help solve the business needs of prospects and customers by aligning their needs and objectives with Frontier's solution(s). Territory Account Executives own all opportunities and customers in the medium account segment and are responsible for coordinating resources and managing the sales campaign across the entire opportunity pipeline.
Strategic Value of Role
Increase Frontier valuation within medium/small segment accounts by:
Exceeding projected revenue goals in the assigned Commercial Accounts
Landing new logo customers to improve market share
Expanding product solutions to improve wallet share
Providing network (product) solutions in and out of the Frontier footprint
Role
Your role as a Territory Account Executive is to close net new business and retain the existing customer base which you are assigned to. As a Territory Account Executive, you are responsible for all opportunities and accounts assigned to you in the medium and small segments which are likely to fall across a myriad of industries. This responsibility requires the management of both pre- and post-sales support resources throughout sales campaigns. A Territory Account Executive reports to a Regional Sales Manager.
The Territory Account Executive team is responsible for all customers and opportunities in their segment across Frontier's business. They fulfill a vital role of leveraging leads provided by Marketing, prospecting new leads, handling different kinds of sales scenarios and ultimately closing sales opportunities. The Territory Account Executive's main goal is to turn as many opportunities into closed-won deals as possible. Once an opportunity has been closed, the Territory Account Executive's job is to help manage the initial phases of post-sales support and ensure implementation is set up according to the commitment. This is achieved through the support of additional resources - such as Pre-Sale Technicians and Sales Engineers and Post-Sale Project Managers, Engineers, and Customer Service Advisors ? whose goal is to help you close and fulfill the deal.
How does the Territory Account Executive team generate value for customers?
Gain a deep understanding of the prospect or customer's processes and problems
Ensure the right questions are being asked and answered
Serves customers in a trusted advisor role by always keeping the customer's best interests at the forefront
Being available to customers in a consultative capacity even during those times the customer is not in the market
Pays attention to details and can bring unique value on every customer interaction
What makes a great Territory Account Executive?
Customer Focused: Approaching all opportunities through the lenses of the prospect or customer
Passion: Translates to customers an infectious enthusiasm for the solution
Process Oriented: Follows sales process guidance and tool usage, adopting best practices throughout sales campaigns
Negotiation Skills: Develops innovative win-win solutions by demonstrating best practices to uncover company-viable solution options from the client's view
Motivated and skilled in prospecting and closing sales opportunities
Career Path
Advancement within Frontier sales organization.
Positions within sales management, product marketing, sales operations and sales enablement.
Why consider this role?
Participate as a member of a world-class sales organization who is a leader in their markets
Be an integral part of a robust pre-Sales support team that includes local Sales Engineers, Regulatory, Field Operations, Product Management, Sales and Service Technicians, and a robust partner network ? all motivated to help you win the deal
Work for a successful leader in high performance communication technology industry with a positive track record of providing great solutions for our customers.
Become a key member of your community through not only what you sell, but also your participation in community activities
Experience income and career growth potential within an S&P Fortune 500 company who continues to grow
Receive benefit of a centralized marketing organization providing highly qualified leads
Benefit from a customized B2B selling process that includes Sales Aids, guidance, a Playbook, and a tightly linked CRM.
Responsibilities
Prospect for new business
Identify customer needs and effectively understand and respond to customer objections
Connect client's business objectives with Frontier offerings and solutions
Negotiate and close as many sales campaigns as possible
Provide guidance on customer and prospect strategic initiatives
Retain current customer base and expand footprint through cross/up sell opportunities
Effectively sell our comprehensive solution of high speed broadband, advanced voice products, satellite video and personal online and data security solutions across a wide range of industries
Assist the customer in maximizing the return of their investment with Frontier
Be proactive in all aspects of opportunity development
Build and expand relationships with the decision makers in prospect and customer accounts
Establish yourself as a 'Trusted Advisor' to the prospect or customer
Partner with sales and additional pre-sales engagement members to align goals and ensure ongoing refinement
Requirements
Ability to gain a deep understanding of the network attributes, complex communication products, and solutions sought by Medium/Small level accounts (existing and prospects)
Proactive in adopting sales best practices and a leader in process adherence
Win sales campaigns after they have progressed past needs development by developing reasons for prospects to act
Can achieve success in sales campaigns when obstacles are presented
Develop solutions that leave all parties with a sense of deal satisfaction
Ability to gain customer loyalty and generate repeat business
Consistently demonstrate the ability to convert qualified leads into sales opportunities
Maximizes time spent selling through reaching prospects/customers at most convenient times for them for sales-oriented discussions
Invests time and effort in personal development and professional education, self-educating on a customer's business environment and applying learnings in a consultative fashion to advance business deals
Displays ability to presenting professional content in a passionate way, exhibiting high spirits all in situations
Ability to establish and maintain relationships with all levels within customer/prospect's organization
Experience with consumer premise equipment (CPE) sales
2+ years previous business-to-business experience in one or more of the following areas with a documented track record of success:
Complex and Consultative Sales Environment
Selling individual products and integrated complex communication solutions throughout an organization
Telecommunications industry experience(s) a plus
High School Diploma or equivalent required Bachelors Preferred
https://www.dol.gov/ofccp/regs/compliance/posters/ofccpost.htm
Candidate must possess a valid state driver's license and have a clean driving record.
Frontier is proud to be an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law. For more information please visit:
Required Experience
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