Major Account Manager

General Communication   •  

Anchorage, AK

Industry: Telecommunications


5 - 7 years

Posted 46 days ago

This job is no longer available.

Purpose of the Major Account Manager Position: Understanding business applications and needs of customers. Develop and maintain long-term relationships with key decision makers within strategic accounts. Employ technology applications and services achieving revenue, margin growth and customer retention in an assigned territory of prospective and/or current customers within a market and/or product grouping.

Essential Duties of the Position:

  • Outside field sales calls and account reviews with current and prospective customers.
  • Negotiate and maintain contracts for services within a geographic territory.
  • Identify appropriate products and services to meet the customer needs, developing proposals to customers, closing and ensuring sales are properly executed.
  • Preparation of prospective customers to include developing and implementing a personal sales plan to meet or exceed department goals.
  • Business development/relationship with key customers.
  • Develop an intimate familiarity with customer’s core business and their market growth opportunities. Maintain detailed knowledge of industry trends and issues of importance to assigned customers and industry segments.
  • Operation activities, trouble shooting, and attend department meetings.
  • Report results of sales and retention efforts to management.

Additional Job Requirements:

Sell company products and services to new and existing customers by analyzing and evaluating needs and equipment; determining potential improvements by applying detailed knowledge & expertise in understanding how GCI services will apply and improve customer business processes;

Business development/relationship with key customers and prospects; Develop an intimate familiarity with customers’ core business and their markets and growth opportunities in order to position and sell company products and services as enabling technologies that will assist the customer in advancing their corporate business plans. Create and maintain detailed customer profiles and log customer contacts. Develop leads for potential customers through demand generation events, professional associations and contacts, and other appropriate means. Develop and maintain detailed knowledge of industry trends and issues of importance to assigned customers and industry segments. Maintain productive relationships with vendors, , and internal Company stakeholders to facilitate attainment of revenues, customer retention, and product sales targets.

Develop and implement Personal Sales Plan to meet or exceed Company and individual goals in assigned base of strategic accounts representing high growth opportunities. Prepares analysis and special reports reflecting activity and results of sales efforts and presents to management. Collaborate with other services staff to provide customer input. Meet with Sales Manager on an individual & ongoing basis to forecast results.

Knowledge, Skills and Abilities:

  • Must have experience in telecommunications, IT Solutions or media sales including experience with telecommunications or media related products including voice, wireless, cable, and/or data.
  • Must have experience with developing and producing a variety of complex written and verbal customer proposals, responding to bids and creating account strategies.
  • Must be capable of working independently, have experience in consistently meeting sales quotas.
  • Must have excellent interpersonal skills; including interview techniques and skills; communication skills including development of written proposals and business plans and presentation of plans to both a one-on-one audience and larger groups of executive decision makers.
  • Knowledge of and successful utilization of documented sales processes and demonstrated proficiency working with computers and common applications.

Experience required for the Major Account Manager position:

  • Minimum of six years of progressively responsible sales experience, to include a minimum of three years’ experience developing proposals and three years’ experience in customer service sales related industry consistently meeting or exceeding sales quota.
  • High School Diploma or equivalent required.
  • Bachelor’s Degree in Marketing, Business, Economics or similar emphasis required.
  • In addition to minimum experiencerequired, degree may be substituted with relevant exempt work experience on a year for year basis.
  • Industry specific certifications are highly valued and can contribute toward education.

Physical Requirements: Requires inside work; non-standard hours to meet deadlines; interaction on a strategic, level with peers, senior management and interdisciplinary teams, current, new and/or upset customers, vendors or employees

Working Conditions: Most activities conducted inside under pleasant climatic conditions. While not in the field, desk position could involve data input on computers, heavy telephone usage interaction with customers, Vendors and other employees. Must be able to travel and meet with customers at their locations throughout their assigned territory and be willing to work flexible hours.

GCI and its subsidiaries operate in a 24/7 environment providing critical services and may need to respond to public health and safety matters or other business emergencies. Due to business needs employees may be contacted outside of the normal business hours to respond to the immediate emergency. You will be requested to provide an emergency after hours contact numbers.

Driving Requirements (if applicable): Must possess and maintain a valid driver’s license and a satisfactory driving record.

GCI is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or another characteristic protected by law.