Director, Telco Sales
DIRECTV - New York, NY

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Position Overview In this critical role, the Director of Telco Sales will be responsible for the development and implementation of DIRECTV sales strategies and promotions for the Telco Sales Channel. In this sales channel, the Director will set the strategic direction for the business objectives. This Director will have ownership and be responsible for working with one of DIRECTV's largest partners and interact with some of the largest companies in the country. DIRECTV operates in a complex sales channel. The Director must be able to take the reins and dive deep into the metrics of the business. The analysis and production of empirical data is what points DIRECTV to their success. The Director will be the expert on contracts with partners and ensure that DIRECTV is capitalizing on all opportunities. As the majority of business resides in the Call Centers, the Director and team will manage sales activity within the corporate owned Call Centers and Vendor Centers. Development and deployment of point-of-sale / marketing materials and coordination of call center sales agent training activities will be essential to this role. The Director reports to the Sr. Director of Telco Sales. This hands-on position will have two direct reports and manages closely indirect reports from 3 rd party labor contractors. While the Director must be able and available to travel 70% or more, as needed, the position is located in New York. Relocation assistance will be available.
      Responsibilities:
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      Effectively manage the day-to-day business needs and one of DIRECTV's Telco relationships.
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      Develop and implement strategies and plans to promote the sale of DIRECTV products and services through the Telco sales channel. This includes call center, retail and alternative channel points of sale through Telco partner.
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      Oversee sales channel management, training, coordination of contract training resources, implementation of sales incentive programs, and assisting sales partner with the sales process.
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      Develop, implement, and manage sales and marketing programs and working closely with cross-functional partners (Operations, IT, Training, Marketing, Finance) through to execution.
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      Conduct detailed analysis of sales results and ROI on incentive and sales programs.
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      Effectively manage to sales goals, account budget, quality metrics, revenue targets, and churn.
      First 90 Days Accomplishments:
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      Establish key relationships internally and externally. This includes meeting with all cross-functional support teams as well as establishing/ meeting with key contacts at the partner.
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      Become an expert on DIRECTV's product offering and be able to speak fluently within the DIRECTV culture.
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      Baseline the business and determine opportunities for upside potential.
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      Establish team structure and support structure for the business.
      Qualifications
      Qualifications:
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      A minimum of ten or more years in business-to-business sales and account management.
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      Bachelor's Degree required, with a focus in marketing, business or equivalent is preferred.
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      Proven results in a complex territory development.
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      Ability to effectively respond to and interact with all levels of organizational staff.
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      Demonstrated ability to be flexible, innovative, and to manage responsibilities and priorities in a fast paced, growth-oriented and time-critical environment.
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      Strong experience in a Call Center and retail environment required.
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      Working knowledge of web-based marketing and sales preferred.
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      Excellent communication skills and the ability to interface with all levels of management.
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      Demonstrated experience with data analysis and understanding of sales metrics.
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      Strong knowledge and background in Channel Sales/Indirect/Dealer Sales.
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      Proven ability to work in a matrix environment.
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      Experience selling into the Telco Vertical is strongly preferred.
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      Working in a subscription based model is strongly preferred.
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      Strong working knowledge of Excel and PowerPoint.
      Attributes for Success:
      • Must be able to do a "deep dive into the business" with attention to detail, strong analytical skills, and excellent communications skills.
      • Strong organizational and time management skills to be able to manage large projects efficiently and effectively.
      • Confidence in being the subject matter expert.
      • Have a strong ability to build relationships, motivate, support and work collaboratively with other departments inside DIRECTV as well as at the agency partner.

      Job Sales
      Primary Location NY-New York

      Schedule Full-time

      DIRECTV - 20 months ago - save job - block
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      About this company
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      DIRECTV takes television straight to the masses. The company operates the largest direct-to-home (DTH) digital TV service in the US, ahead...