DIR Enterprise Sales

Profile

Director, Enterprise SalesDirector, Sales is the foundation of Frontier Communicationsu2019 success as an organization. As a sales leader, the Director, Sales is responsible for developing and supporting Frontieru2019s sales talent to maximize growth in both new business and with existing customers. Director,Sales helps the sales teams solve the business needs of prospects and customers by aligning those needs and objectives with Frontier solutions. Director, Sales owns all opportunities and customers and are responsible for overseeing the coordination of resources and managing the sales campaign across the entire opportunity pipeline.Strategic Value of RoleIncrease Frontier valuation through new logo acquisition and current customer expansion by:Developing team and Sales Managers 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 FrontierRoleu00A0u00A0u00A0The Director, Sales is responsible for the talent management aspect of the sales team. This includes working with HR throughout the hiring phase and overseeing the onboarding of the sales team to ensure future success.Your role as a Director, 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, Sales, you are responsible for ongoing coaching of the team to put them in the position for advancement within Frontier. You will also help the sales mangers navigate all opportunities and accounts assigned to you through the sales cycle whether that be through working with customers or facilitating internal collaboration. A Director, Sales reports to an Area VP/SVP of Sales.How does the Director, Sales generate value for customers?Gain a deep understanding of the prospect or customeru2019s 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 customeru2019s 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 customeru00A0u00A0What makes a great Director, 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 marketplace conditions and new productsCareer PathAdvancement 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 releasedResponsibilitiesDrive revenue growth through the sales of Frontieru2019s 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 clientu2019s business objectives with Frontier offerings and solutionsLead a team of Account Executives 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 u2018Trusted Advisoru2019 to the prospect or customerBring net new and innovative ideas to the both internal team and the customerAssist in creating an environment of teamwork 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 refinementRequirementsProactive 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/prospectu2019s 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 PreferredCandidate must have a valid State driveru2019s license and clean driving record.u00A0

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