Territory Account Executive
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 Accounts
Landing new logo customers to improve market share
Expanding product solutions to improve wallet share
Providing network (product) solutions in and out of the Frontier footprint
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 Territory Manager.
The Territory Account Executive fulfills 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 customer
Passion: Translates to customers an infectious enthusiasm for the solution
Process Oriented: Follows sales process guidance and tool usage, adopting best practices throughout sales campaigns
Negotiation Skills: Develops innovative win-win solutions by demonstrating best practices to uncover company-viable solution options from the client's view
Motivated and skilled in prospecting and closing sales opportunities
Prospect for new business
Identify customer needs and effectively understand and respond to customer objections
Connect client’s business objectives with Frontier offerings and solutions
Negotiate and close as many sales campaigns as possible
Provide guidance on customer and prospect strategic initiatives
Retain current customer base and expand footprint through cross/up sell opportunities
Effectively sell a comprehensive set of business solutions. our comprehensive solution of high speed broadband, advanced voice products, satellite video and personal online and data security solutions across a wide range of industries
Assist the customer in maximizing the return of their investment with Frontier
Be proactive in all aspects of opportunity development
Build and expand relationships with the decision makers in of prospects and customer accounts
Establish yourself as a ‘Trusted Advisor’ to the prospect or customer
Partner with sales and additional pre-sales engagement members to align goals and ensure ongoing refinement
Win sales campaigns after they have progressed past needs development by developing reasons for prospects to act
Past verifiable success.
Proactive in adopting sales best practices and a leader in process adherence
Can achieve success in sales campaigns when obstacles are presented
Ability to gain customer loyalty and generate repeat business
Consistently demonstrate the ability to convert qualified leads into sales opportunities
Displays ability to presenting professional content in a passionate way, exhibiting high spirits all in situations
Experience with consumer premise equipment (CPE) sales
Candidate must possess a valid state driver's license and have a clean driving record.
Attend a Sales Academy training, that requires out of state travel
2+ 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 Environment
Selling individual products and integrated complex communication solutions throughout an organization
Telecommunications industry experience(s) a plus