Business Account Manager

Profile

OverviewThe Business Account Manager, Mid-Market is an inside sales position responsible for growing an assigned base of existing named Frontier mid-market business customers. Using advanced sales expertise and deep data insights, the Senior Business Account Manager will look for opportunities to increase monthly recurring revenues through cross-selling new services and upselling higher value services within her/his existing accounts. In addition, the BAM will be responsible for running pre-defined sales and relationship strategies designed to retain customers, renew expiring contracts and selectively migrating customers from legacy telecommunications services to newer, more advanced services.As an important contributing member of this sales team, you will be asked to constantly improve your skills and knowledge while at the same time, contribute to driving and leading a positive success driven culture ensuring the team maintains the proper mindset, focus and motivation to be successful.Technology:Ethernet, Managed Wi-Fi/WAN/LAN, Managed Services, SD-WAN, UCAAS, SecurityRoles and responsibilitiesOverall:Manage revenue of mid-market customer base, through account management and sales strategies, executed over the phone and/or remote collaboration technologiesSell Frontier solutions with a consultative approach in a high energy environment by establishing strong relationships with existing contacts, and seek to widen the breadth and depth of key decision makers, influencers, technical and end-user contactsMethodically qualify, build, and manage an accurate sales funnel, document sales account plans for top accounts and conduct weekly/monthly/quarterly one on one sales meetings with your assigned sales managerProactively identify and execute on opportunities to sell new and complementary services, as well as opportunities to upsell existing services to grow “share of wallet”, either displacing competitive solutions or uncovering unmet needsMaintain a high volume of activity including outbound calls, emails, & social sellingSkillfully deliver web-based presentations while partnering with our Sales EngineersConsistently meet and/or exceed your quarterly and annual sales quotaMaintain Total Incremental Billed revenue within prescribed thresholds, and meet key operational targets relating to account maintenanceUsing well-developed business acumen and customer data, ensure customer’s business needs are being met by through Frontier’s solutionsWorking in concert with an assigned Customer Support Advocate, ensure customer’s concerns and issues are promptly addressed leading to a high Net Promoter Score (NPS)Account Management:Minimize churn through proactive contract renewalsExecute on pre-defined technology migration campaignsContact resources and delegate/engage to owning department & level set customer follow-up contactRequirements / QualificationsAssociate's degree in sales or marketing or similar discipline; or equivalent level of work experience Minimum 3-7 years of business sales experience or account management, either in an outside or inside sales role, at a telecommunications companyDemonstrated understanding of advanced telecommunications and IT solutionsProven record of meeting/exceeding established goalsExperience in using a consultative sales methodologyWell organized with the ability to multi-task and prioritize to meet goalsAbility to successfully interact and build rapport and trust with customersStrong communications and presentation skillsComputer and/or Technical SkillsAdvanced MS Office (Word, Excel, PowerPoint, Outlook, etc.)Salesforce CRMVarious Web Conferencing Platforms

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