Job Summary
Under the supervision of the Sales Manager or Sales Director, this position is responsible for the negotiation and documentation of Rights-of-Entry (ROE) and Bulk agreements with residential MDU properties from developers, builders, property owners and management firms throughout the assigned KMA. However, some negotiations facilitated by the Senior AE may include large clients with property interests in multiple KMA's and states. Additionally, the 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. This position may also manage a small team of Account Executives in a Lead capacity along with their own selling responsibilities including responding to competitive threats and problem solving for at-risk complexes.
Responsibilities
Actively and consistently support all efforts to simplify and enhance the customer experience.
Working with corporate and division leadership, research, develop, and implement market strategies to identify all new MDU projects and PUD and 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.).
Prepare ROI's for approval prior to proposals being submitted to prospective properties.
Prepare proposals and contracts in accordance with company guidelines.
May also provide support for merger and acquisition opportunities including but not limited to due diligence.
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.)
As appropriate, coordinate with Marketing, Public Affairs, Government Relations, Customer Care, Finance, Operations, and Construction-Engineering Departments.
May also manage a small team of Account Executives in a Lead capacity in addition to individual sales performance accountability.
Provide weekly status reports to Sales Manager or Director as required.
Provide support as necessary to ensure that contract administration function is being maintained.
Work with KMA leadership to assure Bulk customers rates are accurately maintained, including processing of rate increase notification.
Attend real estate industry association functions, including appropriate trade show participation.
Perform other duties as required.
Qualifications
Required Skills/Abilities and Knowledge
Ability to read, write, speak and understand English
Specialized or technical knowledge required
High degree of working knowledge and experience with Access Laws and rules (i.e. Rights of Entry or Rights pf Access), FCC requirements (i.e. Inside Wiring Rules) required
Experience with Microsoft Office applications required, e.g. Excel, Word and PowerPoint
Effective verbal and written communication skills required
Ability to initiate and bring closure to negotiations at an executive level is essential
Must have effective organizational and project management skills, strategic planning and problem-solving abilities
Must feel comfortable communicating with all levels of company employees, vendors/service providers, customers and prospective customers
Must have poise and ability to maintain professional demeanor in stressful situations
Valid driver's license, satisfactory driving record within Company required standards and auto insurance
Must have poise and ability to maintain professional demeanor in stressful situations
Valid driver's license, satisfactory driving record within Company required standards and auto insurance
Required Education
4-year college degree in business, marketing or related field of study or equivalent work experience
Required Related Work Experience and Number of Years
Experience in drafting and negotiating proposals and contracts in the cable television, residential property management, or real estate development industries - 5+
Some prior experience in operations, marketing or other aspects of the cable industry.
Management or supervisory experience desired for positions where direct reports will be assigned.
PREFERRED QUALIFICATIONS
Preferred Skills/Abilities and Knowledge
Experience with automated reporting and analysis applications preferred
Experience utilizing CRM systems (Salesforce) preferred
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.
