Business Account Executive

The employee must consistently achieve minimum sales and revenue quotas. Sell bundled solutions at every opportunity to deliver value and to maximize revenue.
Develop and implement a cold calling strategy targeting all serviceable and near serviceable business prospects; cold call every non-subscribing business within assigned territory a minimum of two times each year

Develop a strong base of business networking associates outside of Charter Business and sign them up as agent referral partners. Train referral agents on how to make the best use of the program and touch base with each on a weekly basis to maximize volume of referral leads

Identify BBT and front office CSR meeting locations, dates and times. Attend meetings weekly and promote field referral program (bring goodies). Train BBTs and CSRs how to generate business referral leads. Work with Marketing Coordinator to ensure public recognition for BBTs and CSRs who consistently produce a volume of quality leads

Identify the primary business associations, clubs and Chambers within the assigned territory and be an active participant. Generate new customer leads through networking. Leverage Marketing Administrator for support as needed

Identify the key commercial real estate developers as well as the main construction contacts for Charter Communications within assigned territory. Build strong relationships with each and develop regular scheduled meetings to identify new commercial developments. Secure ROEs for new commercial developments in advance of joint trench.

Develop a process or method to ensure follow up on all leads and opportunities within 24 hours. Work with Account Coordinator for organizational support

Develop and maintain a territory plan that encompasses essential functions 1 ? 7 (above)

Work with Account Coordinator to ensure that all necessary administrative work necessary to support sales activities including sales orders, contracts, billing forms and sales reports are accurate and submitted in a timely manner. Hand off customer service and non-sales related client inquiries to the Account Coordinator; focus on selling

Have a complete understanding of Charter Business coax services, rates (individual and bundled) and applicable taxes

Demonstrate selling skills and product knowledge. Practice selling skills with other Account Executives regularly. Read sales books and take sales courses to learn new sales techniques; practice and implement new sales techniques regularly

Maintain accurate records of all sales and prospecting activities including sales calls, presentations, closed sales, and follow-up activities within assigned territory, including the use of Salesforce.com to maintain accurate records to maximize territory potential

Attend and participate in sales meetings as established by management

Create a positive end-to-end customer experience by demonstrating the Good Neighbor Values of being helpful, cooperative, trustworthy, responsive and resourceful

Perform other duties as requested by supervisor

Preferred Qualifications
Skills/Abilities and Knowledge
Ability to communicate orally and in writing in clear and straightforward manner
Ability to maintain confidentiality
Ability to prioritize and organize effectively
Ability to use personal computer and software applications
Knowledge of communications technologies and services, with an emphasis on telephone and Internet fundamentals
Vision ability: close vision, peripheral vision, and ability to adjust focus
Education
Bachelors degree in business, marketing or related field, or equivalent experience

Related Work Experience Number of Years
Outside sales experience in a high transaction,
short closing cycle model preferred 3-5
Business to business sales experience preferred
Proven sales history of meeting or exceeding targets preferred

Certifications and/or Licenses
Valid driver's license with a satisfactory driving record