Inside Sales - Corporate Accounts (102387)
Hawaiian Telcom - Honolulu, HI

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Summary:
This position requires selling Hawaiian Telcom telecommunications business products and services. Is responsible for initiating calls to potential clients, and provide customized sales plans as required. Receives and initiates contacts by telephone and correspondence. Ensure accurate order packages are delivered to various departments for processing.

Essential Duties and Responsibilities

80% Manage sales activity to ensure a minimum of 85% sales revenue attainment:
- Assist the Corporate account executives with ensuring the fulfillment of sales agreements through assisting customers, contract execution, product and services installment
- Consultative inside sales position managing the Corporate space. Focus is primarily on retaining, up-selling the existing customer base. Win back new customers. Attain assigned sales commitment including: protection of revenue base, generation of new revenues, and ensuring customer satisfaction
- Prospect for opportunities via outbound telephone calls
- Ensure the accurate ordering, installation of services and products for assigned customer base
- Facilitate customer bill referrals to the proper billing group
- Collaborate effectively with Corporate account executives to generate sales and efficient coverage of assigned territory
- Meet/exceed revenue objective (and Standards of Performance as reviewed with manager on a monthly/quarterly basis) consisting of moderate-lower complexity services (voice/data CPE, legacy voice services, integrated voice and data, data networking, and internet access)
- Responsible for creating and owning ongoing relationship and managing the activity of the account team including the Sales Engineer, Implementation Specialist, Billing specialists and Vendor Partners to deliver the complete line of voice, data, video, IP & CPE products. Resolves customer issues to ensure customer satisfaction
- Responsible for territory account planning and forecasting as well as creating accurate pricing and proposals

20% Complete administrative responsibilities on time that includes customer-related functions and sales funnel management.
- Effectively communicate with internal and external customers to resolve customer issues and minimize complaints.
- Assist account executives in gathering accurate product related information including pricing, application and proposal development
- Ensure accurate ordering and installation of network services and data
- Develop/maintain expertise on process flows and system knowledge as they become available.
- Ensure accurate order packages are delivered to various departments for processing.

Supervisory Responsibilities
- No supervisory responsibility

Competencies
- Designs, proposes and sells integrated voice, data, LD, CPE and internet solutions and value added application packages to existing base of SMB market customers via telephone based selling
- Independently manage the SMB account base, to retain customer base and increase revenue. Partners with customer to understand their business to determine present and future needs in a consultative selling approach
- Meet/exceed revenue objective (and Standards of Performance as reviewed with manager on a monthly/quarterly basis) consisting of moderate-lower complexity services (voice/data CPE, legacy voice services, integrated voice and data, data networking, and internet access)
- Exceeds customer expectations in the area of quality account management and customer service
- Interfaces with and is proficient using Sales Force and Order Entry systems
- Responsible for all continued improvement/ongoing education as it relates to technical, applications, sales and systems training including completing competency tests.
- Independently manage the SMB account base, to retain customer base and increase revenue. Partners with customer to understand their business to determine present and future needs in a consultative selling approach
- Exceeds customer expectations in the area of quality account management and customer service
- Interfaces with and is proficient using Account Planning and Order Entry systems.
- Problem solving and analytical - Ability to analyze complex deal structures
- Strong writing skills - Ability to communicate effectively through concise writing.
- Strong Sense of Accountability
- Planning/Organizing - Prioritizes and plans work activities; uses time efficiently; organizes or schedules other people and their tasks
- Process oriented - Knows and understands how to create efficient scalable and repeatable processes.
- Ability to work independently with minimal direction including with follow-up
- Decision making (makes sound, well informed, fact-based decisions)
- Results driven with a sense of urgency
- Change Management - adapts to new information, changing conditions, or unexpected obstacles
- Demonstrates accuracy and thoroughness; looks for ways to improve and promote quality
- Possesses the appropriate level of technical/functional expertise and knowledge.
- Understands and applies procedures, regulations, and policies related to areas of specialized expertise.
- Utilizes technology-based tools and processes
- Continuous learning and development
- Exceeds customer expectations in the area of quality account management and customer service

Qualifications
Education and/or Experience:
- Four years of College resulting in a Bachelor's degree or 2 years equivalent experience in a related field.

Work experience:
- 1 to 2 years direct sales in a technology-based or high activity related field is preferred.
- Demonstrated success in sales environment, developing and utilizing sales plans and strategies to reach sales goals.
- Two (2) years' sales experience in the telecommunications industry preferred.
- Internal knowledge of systems and procedures in order to handle issues effectively and efficiently.
- Demonstrated proficiency in spreadsheet (Excel), word processing (Word) and other software applications.
- Demonstrated experience using written and oral communication skills.

Work Conditions
- Daytime work schedule; may require working nights and weekends.
- Work may be performed in an enclosed area lacking windows.
- Indoor work - Exposed to indoor conditions, dust, noise, dirt, heat, poor lighting, etc.

Mental Requirements
- Very strong creative skills
- Ability to multi-task at a very fast pace
- Flexibility to adjust quickly to many moving facets of the job
- Ability to make quick situational assessments and react accordingly.
- Requires leveraging leadership and a variety of technical skills to work across internal groups as well as with vendors and industry partners to support service offerings and infrastructure capabilities.
- Requires alignment with the Company's F.A.S.T. Values
- Fierce Resolve - be Focused, Determined, Overcome the toughest challenges
- Aloha Spirit - Heartfelt, Kind, Serve with warmth and humility
- Superior Service - Exceptional, Extraordinary, Strive to provide the very best
- Trustworthy - Honest, Reliable, Make promises a reality
- Requires alertness and attention to detail.
- Requires managing multiple functions and tasks.

Physical Demands
- Work may be performed at various locations under varying conditions.
- Requires considerable standing, sitting, lifting/carrying supplies and materials up to 40 lbs, and reading paper documentation and electronic communications.
- Requires traveling to various locations and company branches and departments throughout the State of Hawaii in a timely manner.
- Required to meet multiple priorities and project due dates. May require late hours and weekends to complete assignments and projects.

NOTICE:
This job description provides a general description of the common duties performed by a person in this position. It does not include every possible duty an individual in this position may be asked to perform and is not all-encompassing. Jobs also may require "other duties as assigned" and such assignments are considered part of this position┬┐s job assignment. This job description is provided as a general summary and does not constitute a contract for employment.