CPE Sales Director

Profile

About Frontier Communications: Frontier® Communications provides communications services to urban, suburban, and rural communities in 25 states. Frontier offers a variety of services to residential customers over its FiOS® and Vantage™ fiber-optic and copper networks, including video, high-speed internet, advanced voice, and Frontier Secure® digital protection solutions. Frontier Business™ offers communications solutions to small, medium, and enterprise businesses.Overview: Director, CPE Sales is the foundation of Frontier Communications' success as an organization. As a sales leader, the Director, CPE Sales you are responsible for interviewing, hiring, developing and supporting Frontier's sales talent to maximize growth in both new business and with existing customers. Director, CPE Sales helps the sales teams solve the business needs of prospects and customers by aligning those needs and objectives with Frontier solutions. Director, CPE Sales owns all opportunities, customers and are responsible for overseeing the coordination of resources and managing the sales campaign across the entire opportunity pipeline. Strategic Value of Role:Increase Frontier valuation through new logo acquisition and current customer expansion by:Developing an expansive team to exceed projected revenue goals in the assigned region/segmentWorking to help team move deals forward to land new logo customers for FrontierDevelop strong customer loyalty within current accounts to help cross-sell and up-sell opportunities for team, along with creating a strong referral networkBuild team to become trusted advisors to customers, and as a result, maintain low customer attritionCoaching team to create high quality performers that will be considered for future leadership roles within FrontierRole: Your role as a Director, CPE Sales is to develop and mentor a high performing sales team and lead them as they progress opportunities to closed-won deals. As a Director, CPE Sales, you are responsible for ongoing coaching of the team to put them in the position for advancement within Frontier.  A Director, CPE Sales reports to an VP CPE Sales.The Director, CPE Sales is responsible for the talent management aspect of the sales team.  This includes working with HR throughout the hiring phase and also overseeing the onboarding of the sales team to ensure future success.How does the Director, CPE Sales generate value for customers?Gain a deep understanding of the prospect or customer’s processes and problemsEnsure the right questions are being asked and answeredReviewing proposals created by the sales team to be sure they have identified the right solution(s) to meet the customer’s needsJustify all investments through compelling and customer-focused business casesDevelop the sales team to be in the position to instinctively know how to provide relevant insights to the customerWhat makes a great Director, CPE Sales?Customer Focused: Develops uniquely strong customer loyalty resulting in low-to-no customer attritionStrategic: Able to articulate customer value proposition and link solutions to the customer strategyTalent Management: Attracts top talent within the organization, assesses talent at all stages in a candidate lifecycle and effective onboarding oversightCoach: Ensures ongoing development and growth of team and their related successesDomain Expertise: Ensures that team becomes students of the industry and helps team to understand changing market place conditions and new productsCareer Path: Advancement within Frontier sales organization.Positions within sales management.Why consider this role?Contribute as a leader of a world-class sales organization who is a leader in their marketsDevelop and mentor a world class sales teamBecome a key member of the communities your teams sell to in the region through your participation in community activitiesExperience income and career growth potential within an S&P Fortune 500 company who continues to growWork with highly motivated sales, marketing, product, and engineer leaders to deliver high quality solutions to your customersSell a broad portfolio of products and solutions that are constantly being upgraded and improved and where new products are being releasedResponsibilities:Drive revenue growth through the sales of Frontier’s products, services and solutionsCollaborate with peers and management around ways to continually improve the sales organizationIdentify customer needs and effectively understand and respond to customer objectionsConnect client’s business objectives with Frontier offerings and solutionsLead a team of CPE Sales professionals to drive and support Frontier's business within the assigned regionApply both tactical and strategic go to market models aimed at growing the customer baseAssist 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 customerBring net new and innovative ideas to the both internal team and the customerAssist in creating an environment of team work and continuous improvementDemonstrate a commitment to excellence (i.e. strong business acumen)Partner with sales and additional pre-sales engagement members to align goals and ensure ongoing refinementRequirements:Proactive in adopting sales best practices and a leader in process adherenceAbility to get customers involved in create business cases and value propositionsComfortable speaking with C-suite about financial metrics, calculations and assumptions in business caseDemonstrates market and industry knowledge and recognizes changing market trendsAbility to create strong customer loyaltyExcellent objection handling and contract negotiating skillsAbility to oversee talent development programs and effortsDemonstrates the ability to link corporate strategic goals to customer facing solutionsDriven to invest time in knowledge acquisition and problem solving that can be applied in a professional contextCan readily speak to variety of subject relating to Frontier, the industry, or solution value propositionsStrong collaboration skills and ability to work alongside multiple team membersProven record of meeting/exceeding established goalsExcellent written and verbal communication skillsExcellent presentation skillsHighly resourceful when need to overcome barriers and objectionsAbility to communicate with all levels within customer/prospect’s organizationAbility to communicate and present to Frontier management as required10 years previous experience managing sales teams10 years of experience working in the telecommunications (ILEC, CLEC, wireless or cable), IT or Managed Services Industry in a B2B sales environmentApplicants must have BA/BS degree from four-year College or university, MBA Preferred

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