Account Manager, Major Account Renewals
The Spectrum Community Solutions Account Manager, Major Account Renewals is responsible for sales to bulk accounts where existing contracted services are subject to expiration. This position is dedicated to protection and retention of the largest bulk accounts assigned to the Account Executive and or Major Account Manager teams. This Account Manager is directly responsible for collaborating with the Sales Manager, Account Executive and Major Account Manager with all sales strategy and offer creation while ensuring overall strategic alignment with the account team. It is responsible for the overall account growth and protection of bulk accounts. This role will continue to build ongoing relationships while carrying a quota of upsells and renewals aimed at maximizing product/service, penetration and revenue.
- Actively and consistently support all efforts to simplify and enhance the customer experience.
- Develops and implements strategic sales presentations to owners of MDU's (Multiple Dwelling Units) for the purpose of securing long term Rights-of-Entry (R.O.E).
- Partner with Major Accounts Manager to research, develop, and implement market strategies to identify all New and Existing MDU projects to retain National Account business.
- Negotiate high volume competitive residential service agreements based on established strategic, financial, legal and operational criteria (i.e. new properties, new construction, existing properties).
- Coordinate with Major Accounts Manager (who negotiates New Bulk agreements) to manage Renewal Bulk agreements with a focus on solidifying /maximizing long-term revenue streams and term length for a designated portfolio.
- Build a solid sales/lead generation process aim towards exceeding sales goals.
- Interfaces regularly with high level clientele, including but not limited to: C-Suite Executives, Property Owners, Coop/Condo Board Members, lawyers, Building Managers, Developers, government officials, etc.
- Works with Industry consultants/Attorneys.
- Develops proposals and contracts to align with Company standards.
- Establishes consultative relationship with client(s) to understand their needs in order to offer the best products/services to maximize their ROE.
- Keeps existing and prospective clients informed of current product offerings, services, rates, and promotions on an ongoing basis.
- Develop, share and maintain an in depth knowledge of all key competitors in their regions.
- Work with Sales Engineers and Sales Leadership to qualify new leads and requests site surveys to determine serviceability of prospects, including submission of ROI analysis to sales management.
- Provide updates to management on sales activities, results and forecasts.
- Maintain sales databases necessary to report sales activity, and maintain customer satisfaction.
- Follow up on all leads, inquires, and other messages in a timely manner to provide exceptional customer experience, and escalate issues as necessary.
- Coordinate with other internal departments as necessary.
- Attend meetings, networking events, and training sessions as required.
- Perform other duties as required.
Required Skills/Abilities and Knowledge
Ability to read, write, speak and understand English
Working knowledge of computer networking, LAN and WAN technologies, high-capacity and fiber connected networks
In depth experienced in providing solutions through a consultative sales process
Ability to initiate and bring closure to negotiations at an executive level is essential
Effective project management skills
Valid driver´s license, satisfactory driving record within Company required standards and auto insurance
Effective verbal and written communication skills
Ability to adapt communication style and maintain professional poise with all levels of company employees, vendors/service providers, customers and prospective customers
Effective organizational skills Effective problem-solving skills
Proficiency with Microsoft Office applications required, e.g. Excel, Word and PowerPoint
Required Education
Minimum of a Bachelor's degree from a four-year college or university or relevant work experience
Required Related Work Experience and Number of Years
Sales experience exceeding revenue quotas, preferably selling data, voice and/or video solutions in an MDU environment - 5+
Experience in drafting and negotiating proposals and contracts in the cable television, residential property management, or real estate development industries - 5+
Recent experience in negotiating long term R.O.E Agreements with owners of MDU's
Some prior experience in operations, marketing or other aspects of the cable industry
PREFERRED QUALIFICATIONS
Preferred Skills/Abilities and Knowledge
Proficiency utilizing CRM systems (Salesforce) Experience with automated reporting and analysis applications preferred Strategic planning skills
WORKING CONDITIONS
Office environment
Travel as required may be up to 50% of time. Travel will primarily include day trips with occasional over-night travel required.
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A qualified applicant’s criminal history, if any, will be considered in a manner consistent with applicable laws, including local ordinances.
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