Account Executive MDU

Profile

The Account Executive owns sole responsibility for strategic planning for his/her module.  Accountability begins before an individual property is Network Created and extends throughout the property life cycle. Use solid understanding of core performance metrics (results tracking and reporting at the property, customer and prospect level) to develop approach and sales strategies (channels, tactics)Develop module forecasts incorporating history, seasonality and new Open for SaleIncorporate execution plan against forecast into module planAnticipate and develop contingency/Get Well Plan for gap closuresDevelop Module SWOT (Strengths, Weakness, Opportunity and Threats)Display knowledge of MDU propensity modeling in defining module opportunityDisplay in-depth knowledge of competitive challenges, strategies and tacticsIdentify high risk propertiesIdentify any underserved properties within module as well as service needs/requirementsIdentify challenges and risks (potential influences that could impact results i.e. changes in credit policy, delay in build)Develop Communication Plan to address Gatekeeper, Customer, Prospect and Care/Value messagingCommunications plans should evolve through partnerships with all MDU property managers and should be customized for the top set of properties within the moduleShould have knowledge of property demographics including but not limited to: occupancy, income, demographics, architecture, owned vs rentals. Develop appropriate channel mix and manage relationships with, dedicated and Alternate Channel support resources Engagement Managers and/or D2D Resources to drive best CPGABe current and incorporate Frontier Strategic product and service initiatives and offerings i.e. Bulk Service Offerings, iONT, Data Speeds and incorporate into Approach and Communications PlanningPlan and manage use of Human Capital and Resource assets assigned to the module/Module Support The AE is charged with developing, managing and nurturing B2B relationships with Property Professionals as well as B2C interactions with our Consumer base and prospects.  Within this role the AE is the lead and director of the program executed against their assigned module Establish, manage and grow B2B relationships with all MDU gatekeepers (owners, boards and decision makers) in assigned module propertiesManage execution, optimization of sales programs and resources (Marketing Agreements, Demo and Compensatory Accounts. Incumbent will target and prioritize Marketing Campaigns within assigned modules (i.e. Jump Start, Marketing offers, Product set for collateral etc.)Develop knowledge of Frontiers Engineering and Operation structures in order to escalate and provide outstanding customer care (as well to prioritize market requirements and build).Manage Marketing Agreement renewalsDevelop prospect leads for MDU Build in partnership with local engineering teamManage external vendor resources and internal sales channels to optimize CPGA and sales productivityNegotiate, and manage daily onsite channel activities calendar for onsite sales, education and careLeverage internal channel resources to ensure customers in modules receive superior customer serviceManage Customer Care StrategyManage MDU decision maker complaints of Engineering’s pathway creation and CXM/I&M’s fiber deployment quality by developing corrective action plans with local Engineering & CXM/I&M teamsManage MDU resident customer issues by investigating root cause and determining corrective action with internal process owners such as I&M, FSC, & EngineeringCommunications:Program Utilization, Execution and ImpactsCreate win-win partnerships with local businesses to conduct FiOS sales activities on merchant premises that would appeal to MDU residentsDevelop and initiate negotiations for prospect leads for Bulk services offerings  RequirementsMinimum of 3-5 years business-to-business or business-to-customer experience in telecommunications, cable or wireless environment with a proven, documented track record of success in:Complex and Consultative Sales EnvironmentSelling various telecommunication products to real estate property management entitiesReal estate, multiple dwelling unit, or property management experience(s) a plusMinimum of an Associate’s Degree, Bachelor’s Degree preferred; or equivalent relevant work experience, with a high school diploma or GED requiredUnderstanding of fiber network attributes and solutions sought by multiple dwelling unit ownership or home owner associations (HOAs)Displays ability to create new demand by proactively bringing new points of view to target accountsCan identify and articulate customer value proposition and links solutions to the customer strategyConsistently demonstrate the ability to leverage qualified leads into sales opportunitiesStrong presentation skillsSales cycle management experience, including CRM database proficiencyCandidate must possess a valid state driver's license and have a clean driving record

Company info

Frontier Communications Corporation
Website : http://www.frontier.com