The Spectrum Sr. Account Executive (Sr.
AE) is responsible for selling primary and ancillary communications solutions to small and medium sized businesses within a specified territory. The Sr.
AE is also responsible for providing subject matter expertise (Product Knowledge, Systems Knowledge, Sales Process Knowledge) within the sales team and for mentoring the other employees on the team.
Primary services sold include coax delivered Internet, video and voice. Ancillary services include custom hosting, desktop security, data back-up, data storage, managed security, managed internet router, toll free, additional email addresses, static IPs and more. The Sr.
AE achieves sales and revenue goals through successful prospecting for new customers as well as the successful sale of bundled services to new customers. The Sr.
AE is responsible for generating all sales leads through a variety of prospecting tactics and working every lead from initial contact to sale.
AE is responsible for the development and implementation of a Territory Plan (under the instruction of the Sales Manager) which is designed to expand the customer base within their assigned territory. AE is 100% focused on generating new Internet, voice and video customers.
MAJOR DUTIES AND RESPONSIBILITIES
Actively and consistently support all efforts to simplify and enhance the customer experience
Place orders through order management software. Work with Account Coordinator in the event the order cannot be automated 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 Customer Service department; focus on selling
Have a complete understanding of Spectrum Business coax services, rates (individual and bundled) and applicable taxes
Demonstrate selling skills and product knowledge. Practice selling skills with and mentor 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
Meet and exceed performance standards as defined by the department Standards of Performance (SOP) and the Spectrum Way Sales Model
Attend and participate in sales meetings as established by management
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
Ability to communicate best practices and demonstrated ability to mentor others
Desire for growth within the company and for helping to build the bench strength of the Spectrum Business team
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
Bachelor's degree in business, marketing or related field, or equivalent experience
Related Work Experience
Outside sales experience in a high transaction
3-5 years Short closing cycle model experience preferred
Business to business sales experience preferred
With an established track record of meeting or exceeding sales targets
Certifications and/or Licenses
Valid driver's license with a satisfactory driving record
Office environment and / or outside environment with exposure to inclement weather
Exposure to moderate noise levels
Job Code : SAE280
For more information on Spectrum's benefits, please click here.