Senior Account Executive, Spectrum Community Solutions
A highly experienced and results-driven sales professional to act as a strategic negotiator to implement high-level sales strategies aimed at securing Spectrum Community Solutions’ ability to provide service to multiple dwelling unit (MDU) properties, maximizing product/service penetration and revenue.
However, some negotiations facilitated by the MDU Senior AE may include large clients with property interests spanning multiple portfolio areas and states. Additionally, the MDU Senior Account Executive is responsible for preparation and approval of ROI´s, proposals and contracts for compliance with Division and Corporate guidelines, and the management of all MDU account relationships.
· Working with corporate and division leadership, research, develop, and implement market strategies to identify all new MDU projects to retain and acquire multi-family project business. May also include selling in the markets of single-family residential project business
· Negotiate competitive residential service agreements based on established strategic, financial, legal and operational criteria (i.e. new-build, new construction to include new subdivisions, existing properties, after-the-fact line extension, new properties, bulk-billing, etc.).
· Responsible for achieving and exceeding quarterly revenue sales quota across all products, to include: HSD, video, managed Wi/Fi and other products/services on a bulk basis to new and/or existing MDU’s
· Interfaces regularly with high level clientele, including but not limited to: C-Suite Executives, Property Owners, Builders, Management Firms, Coop/Condo Board Members, lawyers, Building Managers, Developers, government officials, etc.
· Establishes consultative relationship with client(s) to understand their needs in order to offer the best products/services to maximize their ROI.
· Negotiates competitive MDU sales agreements, through customer ROI preparation and approval
· Actively and consistently support all efforts to simplify and enhance the customer experience
· Through MDU Sales efforts, identify revenue generating opportunities for Charter Communications and provide customer lead opportunity information to the appropriate sales channel within Charter. (i.e. Charter Business for commercial customers.)
· 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
· Follow up on all leads, inquires, areas of opportuniites (including resolution of customomter complaints) and other messages in a timely manner to provide exceptional customer experience, and escalate issues as necessary
· Coordinate with other internal departments as necessary
· Provide weekly status reports to Sales Manager or Director as required.
· Work with Sales Leadership to assure Bulk customers rates are accurately maintained, including processing of rate increase notification.
· Provide support as necessary to ensure that contract administration function is being maintained.
· Attend meetings, networking events, and training sessions as required
· Perform other duties as required
REQUIRED QUALIFICATIONS
Skills/Abilities and Knowledge
· Five plus years of sales experience exceeding revenue quotas, preferably selling data, voice and/or video solutions in an MDU environment
· Working knowledge of computer networking, LAN and WAN technologies, high-capacity and fiber connected networks
· Highly experienced in providing solutions through a consultative sales process
· Experience with Microsoft Office applications required, e.g. Excel, Word and PowerPoint.
· Excellent verbal and written communication skills
· Ability to initiate and bring closure to negotiations at an executive level is essential.
· Excellent organizational and project management skills,
· Ability to adapt communication style and maintain professional poise with all levels of company employees, vendors/service providers, customers and prospective customers
· Ability to read, write, and understand English
Education
Minimum of a Bachelor's degree from a four-year college or university or relevant work experience
Related Work Experience
· Minimum 5 years experience in drafting and negotiating proposals and contracts in the cable television, residential property management, or real estate development industries.
· 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
Skills/Ability and Knowledge
· Strong experience utilizing CRM systems (Salesforce)
· Proficiency with Microsoft Office (Excel, Word, PowerPoint, Outlook)
· Experience with automated reporting and analysis applications preferred
· Strategic planning and strong problem solving skills
CERTIFICATIONS AND/OR LICENSES
Valid driver´s license, satisfactory driving record within Company required standards and auto insurance.
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.
Here, employees don’t just have jobs, they build careers. That’s why we believe in offering a comprehensive pay and benefits package that rewards employees for their contributions to our success, supports all aspects of their well-being, and delivers real value at every stage of life.
A qualified applicant’s criminal history, if any, will be considered in a manner consistent with applicable laws, including local ordinances.
The base pay for this position generally is between $69,000.00 and $113,800.00. The actual compensation offered will carefully consider a wide range of factors, including your skills, qualifications, experience, and location. We comply with local wage minimums and also, certain positions are eligible for additional forms of other incentive-based compensation such as bonuses.
In addition, this position has a commission earnings target starting at $95,400.
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