Small Business Account ExecutiveFrontier Communications Corporation - Tampa, FL
The Account Executive is a catalyst behind Frontier Communications’ success as an organization. As a consultative sales professional, the Small Business Account Executive is responsible for driving revenue growth by selling to new and existing customers. This role is responsible to drive market share growth across the small – medium commercial segment. Small Business 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 small/medium segment accounts by:
Meeting and exceeding monthly quotas across new revenue sales and the assigned Commercial Account segment
Prospecting and closing new logo customers for Frontier offerings
Expanding the Frontier footprint within current customer accounts through cross-sell and up-sell opportunities
Your role as a Small Business Account Executive
is to prospect and close new business while retaining the existing customer base. As a Small Business Account Executive, you are responsible for all opportunities and accounts assigned to you in the small/medium segment 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 Small Business Account Executive reports to a Regional Sales Manager.
The Small Business Account Executive team is responsible for all customers and opportunities in their segment across Frontier’s business. They fulfill a vital role of prospecting, leveraging leads provided by Marketing, addressing different types of sales scenarios and ultimately closing sales opportunities. The Small Business Account Executive’s main goal is to turn as many opportunities into closed-won deals as possible. Once an opportunity has been closed, the Small Business Account Executive’s job is to help manage the initial phases of post-sales support and ensure implementation is set up accordingly. This is achieved through the support of additional resources - such as Pre-Sales Technicians and Sales Engineers – whose role is to provide support and help you close the deal.
How does the Small Business Account Executive team generate value for customers?
Gain a deep understanding of the prospect or customer’s processes and problems
Ensure the right questions are being asked and answered
Serves customers in a trusted advisor role by always keeping the customer’s best interests at the forefront
Justify all investments through compelling and customer-focused business cases
Pays attention to details and can bring unique value on every customer interaction
What makes a great Small Business Account Executive?
Motivated and skilled in prospecting and closing sales opportunities
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
Resourceful: Able to overcome obstacles and barriers to find appropriate sales solutions
Advancement within Frontier sales organization.
Positions within sales management, product marketing, sales operations and sales enablement.
Why consider this role?
Participate as a member of a world-class sales organization who is a leader in their markets
Be an integral part of a robust Sales support team that includes local Sales Engineers, Regulatory, Field Operations, Marketing, Product Management, Sales and Service Technicians, and a robust partner network – all motivated to help you win the deal
Work for a successful leader in high performance communication technology industry with a positive track record of providing great solutions for our customers.
Become a key member of your community through not only what you sell, but also your participation in community activities
Experience income and career growth potential within an S&P Fortune 500 company
Receive benefit of a region and centralized marketing organization providing highly qualified leads
Benefit from a customized B2B selling process that includes Sales Aids, guidance, a Playbook, and sales focused systems, e.g. Salesforce
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 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 Economic Buyer in prospect 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
Proactive in adopting sales best practices and a leader in process adherence
Win sales campaigns after they have progressed past needs development by developing reasons for prospects to act
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
Maximizes time spent selling through reaching prospects/customers at most convenient times for them for sales-oriented discussions
Invests time and effort in personal development and professional education, self-educating on a customer's business environment and applying learnings in a consultative fashion to advance business deals
Displays ability to presenting professional content in a passionate way, exhibiting high spirits all in situations
Ability to communicate with all levels within customer/prospect’s organization
Minimum of 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
PC skills to include proficiencies in MS Word, Excel, Outlook and web browsing applications. · Excellent oral and written communications skills. · Knowledge of voice and data technologies, applications, and how customers use and purchase these technologies including but not limited to High Speed Internet, Dedicated Internet, Data Services, Local and Long Distance, IP, hosted solutions & Customer Premise Equipment (CPE). · Must have the ability to build and accurately forecast a sales pipeline. · Mathematical skills: ability to demonstrate logic and calculate figures for fulfilling pricing and savings requests. · Strong time management and organizational skills (to include inter-departmental relationships). · Excellent Sales Skills. · Professional dress code. 3. Education, certification and/or license requirements: · Bachelor’s preferred. · Valid local Driver’s license and auto insurance required. 4. Physical Requirements: · Job requires driving, walking door to door in inclement climate areas, and the ability to work extended hours.
Candidate must have a valid State drivers license and clean driving record.
Frontier is proud to be an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law.
For more information please visit:
TAMPA, Florida, United States
applySmall Business Account Executive Frontier Communications Corporation - Tampa, FL, United States
Frontier Communications Corporation provides regulated and unregulated voice, data, and video services to residential, business, and wholesale customers in the United States. It provides access services that allow other carriers the use of facilities to originate and terminate the long distance voice and data traffic; local services, which include basic telephone wireline services to residential and non-residential customers; long distance services; data and Internet services comprising Internet access via high-speed or dial up Internet access, frame relay, Metro Ethernet, and asynchronous transfer mode switching services, as well as other data transmission services; and directory services that involves in the provision of white and yellow page directories of residential and business listings. The company was founded in 1927 and is based in Stamford, Connecticut.
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