Major Account Manager

Salary depends on experience
Posted on 03/23/18
5 - 7 years experience
Telecommunications.
Salary depends on experience
Posted on 03/23/18

Description

 

Understanding business applications and needs of customers. Develop and maintain long-term relationships with key decision makers within strategic accounts. Employ telecommunications 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.

Field sales calls and account reviews with current and prospective customers.  Negotiate and maintain contracts for services within a vertical territory.  Identify appropriate GCI products to meet the customer needs, developing proposals to customers, closing and ensuring sales are properly executed and billed.

Preparation of prospective customers to include developing 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. Develop and implement personal sales plan to meet or exceed company goals in assigned customer base.  Report results of sales and retention efforts to management.

Demonstrated experience in outside sales.

Responsible for general product knowledge of all products offered by GCI.

Ability to be responsible for developing and maintaining their product knowledge.

Goal oriented, persuasive, motivated self-starter, professional in habits and appearance, capable of performing with minimal supervision.

Demonstrated ability of meeting established quotas on a consistent basis.

Knowledge of and successful utilization of document sales processes and demonstrated proficiency working with computers and common applications.  (Windows). Microsoft Office™ and Excel required.

Must have experience in developing and producing complex written and verbal customer proposals.

Strong verbal, written, communication and effective listening skills are essential

Experience in record keeping and organization skills required

Additional Job Requirements:   Sell company products 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 community 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, statewide communications organizations, 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. 

Qualifications

 

Job Qualifications:

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, advertising 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.

 

Years of Experience Required to Meet Minimum Qualifications: Minimum of five (5) years of progressively responsible sales experience reflecting a consistent meeting or exceeding quota and identifying customer applications, documented experience with developing proposals and developing business plans.

 

Level of Education Required to Meet Minimum Qualifications: 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. 

 

Experience in and/or understanding of the business needs of customers in the healthcare industry preferable but not required.

 

EEO: We are 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.

 

Disclaimer: The above information on this description has been designed to indicate the general nature and level of work performed by employees within this classification.  It is not designed to contain or be interpreted as a comprehensive inventory of all duties, and responsibilitiesrequired of employees assigned to this job.

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