Territory Account Executive

Profile

Overview :The Territory Account Executive is the catalyst behind Frontier Communications’ success as an organization. As a consultative sales professional, the Territory Account Executive is responsible for driving revenue growth and bringing in net new business from prospects and current customers into the medium and small commercial segment accounts. Territory Account Executives help solve the business needs of prospects and customers by aligning their needs and objectives with Frontier’s solution(s).Strategic Value of Role:Increase Frontier valuation within medium/small segment accounts by:Exceeding projected revenue goals in the assigned Commercial AccountsLanding new logo customers to improve market shareExpanding product solutions to improve wallet shareProviding network (product) solutions in and out of the Frontier footprintRole:Your role as a Territory Account Executive is to close net new business and retain the existing customer base which you are assigned to. As a Territory Account Executive, you are responsible for all opportunities and accounts assigned to you in the medium and small segments which are likely to fall across a myriad of industries. This responsibility requires the management of both pre- and post-sales support resources throughout sales campaigns. A Territory Account Executive reports to a Regional Sales Manager.The Territory Account Executive fulfill a vital role of leveraging leads provided by Marketing, prospecting new leads, handling different kinds of sales scenarios and ultimately closing sales opportunities. The Territory Account Executive’s main goal is to turn as many opportunities into closed-won deals as possible. Once an opportunity has been closed, the Territory Account Executive’s job is to help manage the initial phases of post-sales support and ensure implementation is set up according to the commitment. This is achieved through the support of additional resources - such as Pre-Sale Technicians and Sales Engineers and Post-Sale Project Managers, Engineers, and Customer Service Advisors – whose goal is to help you close and fulfill the deal.What makes a great Territory Account Executive?Customer Focused: Approaching all opportunities through the lenses of the prospect or customerPassion: Translates to customers an infectious enthusiasm for the solutionProcess Oriented: Follows sales process guidance and tool usage, adopting best practices throughout sales campaignsNegotiation Skills: Develops innovative win-win solutions by demonstrating best practices to uncover company-viable solution options from the client's viewMotivated and skilled in prospecting and closing sales opportunities  Responsibilities:Prospect for new businessIdentify customer needs and effectively understand and respond to customer objectionsConnect client’s business objectives with Frontier offerings and solutionsNegotiate and close as many sales campaigns as possibleProvide guidance on customer and prospect strategic initiativesRetain current customer base and expand footprint through cross/up sell opportunitiesEffectively sell our comprehensive solution of high speed broadband, advanced voice products, satellite video and personal online and data security solutions across a wide range of industriesAssist the customer in maximizing the return of their investment with FrontierBe proactive in all aspects of opportunity developmentBuild and expand relationships with the decision makers in prospect and customer accountsEstablish yourself as a ‘Trusted Advisor’ to the prospect or customerPartner with sales and additional pre-sales engagement members to align goals and ensure ongoing refinementWin sales campaigns after they have progressed past needs development by developing reasons for prospects to act   Requirements:Proactive in adopting sales best practices and a leader in process adherenceCan achieve success in sales campaigns when obstacles are presentedAbility to gain customer loyalty and generate repeat businessConsistently demonstrate the ability to convert qualified leads into sales opportunitiesDisplays ability to presenting professional content in a passionate way, exhibiting high spirits all in situationsExperience with consumer premise equipment (CPE) salesCandidate must possess a valid state driver's license and have a clean driving record.Attend a Sales Academy training, that requires out of state travel2 years previous business-to-business experience in one or more of the following areas with a documented track record of success:Complex and Consultative Sales EnvironmentSelling individual products and integrated complex communication solutions throughout an organizationTelecommunications industry experience(s) a plus

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