SALES MANAGER-Business Accounts is responsible for recruiting coaching and supervising a team of direct sales Account Executives who are 100% focused on selling primary and ancillary communications solutions to NEW small and medium sized businesses within a specified territory. Primary services include coax delivered Internet, video and voice. Ancillary services include custom hosting, desktop security, data back-up, data storage, managed security, managed internet router, toll free, additional email addresses, static IPs and more. SALES MANAGER-Business Accounts achieves team sales and revenue goals by ensuring each Account Executive meets/exceeds performance standards. SALES MANAGER-Business Accounts responsible for training and coaching Account Executives on successful prospecting tactics, sales & presentation techniques, territory planning and networking/event sales strategy and tactics. SALES MANAGER-Business Accounts is responsible for the development and implementation of a Team Territory Plan (under the instruction of the Regional Sales Manager - Coax) which is designed to increase business telephone and internet service penetration within the assigned territory.
ESSENTIAL FUNCTIONS OF THE POSITION
Consistently achieves minimum team sales and revenue performance standards. Consistently holds Account Executives accountable for achieving performance standards. Reviews and documents monthly performance results with all AEs in a formal setting.
Works with each Account Executive to develop and implement a cold calling strategy targeting all serviceable and near serviceable business prospects. Coaches Account Executives on how to best leverage the geographic information system (GIS) database and other available data sources to maximize results. Ensures that each Account Executive cold calls every non-subscribing business within assigned territory a minimum of two times each year.
Works with each Account Executive to develop a strong base of business networking associates outside of Charter Business and sign them up as referral agent partners. Coaches Account Executives on how to train referral agents to make the best use of the referral program. Holds Account Executives accountable for 24 hour response to new agent leads and also to contact each agent on a weekly basis to maximize volume of referral leads.
Works with each Account Executive to identify BBT and front office CSR meeting locations, dates and times within assigned territory. Attend BBT/CSR meetings with Account Executives weekly and assist in the promotion of the field referral program. Coaches Account Executives on how to present the field referral program to BBTs and CSRs to maximize volume of referral leads. Teaches Account executives how to leverage Marketing Coordinator to ensure public recognition for BBTs and CSRs who consistently produce a volume of quality leads.
Works with each Account Executive to identify the primary business associations, clubs and Chambers within the assigned territory and be an active participant. Coaches Account Executives on how to generate new customer leads through networking and events. Teaches Account Executives how to leverage Marketing Administrator for support as needed.
Works with each Account Executive to identify the key commercial real estate developers as well as the main construction contacts for Charter Communications within assigned territory. Coaches Account Executives on how to build strong relationships with each and develop regular scheduled meetings to identify new commercial developments. Teaches Account Executives how to secure ROEs for new commercial developments in advance of joint trench.
Hold all AEs accountable to 24 hour follow up on all new leads and opportunities within 24 hours of receipt. Work with Sales Operations Manager and Marketing Coordinator for organizational support.
Develop and maintain a team territory plan that encompasses essential functions 1 – 7 (above). Ensure a minimum of 3 full days a week are scheduled for coaching Account Executives in the field. Ensure that time in the office is organized and scheduled to ensure prioritized focus and team sales performance. Ensures that each Account Executive is executing a living territory plan for assigned area.
Manage daily individual rep funnel activity including contacts, presentations, and sales.
Work with Sales Operations Manager to ensure that all necessary administrative work necessary to support sales activities including sales orders, contracts, billing forms and sales reports are accurate and submitted in a timely manner. Hand off customer service and non-sales related client inquiries to the Sales Operations Manager; focus team on selling.
Organizes and participates in professional development activities and training sessions to ensure the following
Account Executives have a complete understanding of all Charter Business coax services, rates (individual and bundled) and applicable taxes
Account Executives regularly demonstrate selling skills and product knowledge. Have weekly sessions for the Account Executives to practice selling skills with peers.
Read sales books and take sales courses to learn new sales coaching techniques; practice and implement new techniques and skills regularly.
Maintain accurate records of all sales and prospecting activities including sales calls, presentations, closed sales, and follow-up activities within sales territory, including the use of Salesforce.com to maintain accurate records to maximize territory potential.
Maintains current, in-depth knowledge of marketplace, including competition, and ensures relationships with customers, business partners, and co-workers are positive and professional.
Plan and facilitate daily sales team meetings.
Attend and participate in meetings as established by management.
Manage administration Ensure the following processes are being completed Project Plans, Business Cases / ROI, etc.
Manage and administer Account Executive compensation plans.
Create a positive end-to-end customer experience by demonstrating the Good Neighbor Values of being helpful, cooperative, trustworthy, responsive and resourceful.
Perform other duties as requested by supervisor.
Skills/Abilities and Knowledge
Ability to communicate orally and in writing in clear and straightforward manner
Ability to maintain confidentiality
Ability to prioritize and organize effectively
Ability to use personal computer and software applications
Knowledge of communications technologies and services, with an emphasis on telephone and Internet fundamentals
Vision ability close vision, peripheral vision, and ability to adjust focus
Bachelors degree in business marketing or related field, or equivalent experience
Related Work Experience Number of Years
Telecomm product/services sales experience 5
Business-to-Business sales management experience 5
Certifications and/or Licenses
Valid driver's license with a satisfactory driving record
Office environment and / or outside environment with exposure to inclement weather
Exposure to moderate noise levels
Charter Communications - 21 months ago
Charter Communications navigates the waters of US cable services. The cable system operator has about 5 million mostly-residential...