Sr Business Account Manager

Overview

The Senior Business Account Manager, Mid-Market (Sr. BAM) is an inside sales position responsible for growing an assigned base of existing named Frontier mid-market business customers. Using advanced sales expertise and deep data insights, the Senior Business Account Manager will look for opportunities to increase monthly recurring revenues through cross-selling new services and upselling higher value services within her/his existing accounts. In addition, the BAM will be responsible for running pre-defined sales and relationship strategies designed to retain customers, renew expiring contracts and selectively migrating customers from legacy telecommunications services to newer, more advanced services.

As an important contributing member of this sales team, you will be asked to constantly improve your skills and knowledge while at the same time, contribute to driving and leading a positive success driven culture ensuring the team maintains the proper mindset, focus and motivation to be successful.

Technology:

Ethernet, Managed Wi-Fi/WAN/LAN, Managed Services, SD-WAN, UCAAS, Security

Roles and responsibilities

Overall:

• Manage revenue of mid-market customer base, through account management and sales strategies, executed over the phone and/or remote collaboration technologies
• Sell Frontier solutions with a consultative approach in a high energy environment by establishing strong relationships with existing contacts, and seek to widen the breadth and depth of key decision makers, influencers, technical and end-user contacts
• Methodically qualify, build, and manage an accurate sales funnel, document sales account plans for top accounts and conduct weekly/monthly/quarterly one on one sales meetings with your assigned sales manager
• Proactively identify and execute on opportunities to sell new and complementary services, as well as opportunities to upsell existing services to grow share of wallet, either displacing competitive solutions or uncovering unmet needs
• Maintain a high volume of activity including outbound calls, emails, & social selling
• Skillfully deliver web-based presentations while partnering with our Sales Engineers
• Consistently meet and/or exceed your quarterly and annual sales quota
• Maintain Total Incremental Billed revenue within prescribed thresholds, and meet key operational targets relating to account maintenance
• Using well-developed business acumen and customer data, ensure customers business needs are being met by through Frontiers solutions
• Working in concert with an assigned Customer Support Advocate, ensure customers concerns and issues are promptly addressed leading to a high Net Promoter Score (NPS)

Account Management:

• Minimize churn through proactive contract renewals
• Execute on pre-defined technology migration campaigns
• Contact resources and delegate/engage to owning department & level set customer follow-up contact

Requirements / Qualifications

• Associate's degree in sales or marketing or similar discipline; or equivalent level of work experience
• Minimum 3-7+ years of business sales experience or account management, either in an outside or inside sales role, at a telecommunications company
• Demonstrated understanding of advanced telecommunications and IT solutions
• Proven record of meeting/exceeding established goals
• Experience in using a consultative sales methodology
• Well organized with the ability to multi-task and prioritize to meet goals
• Ability to successfully interact and build rapport and trust with customers
• Strong communications and presentation skills

Computer and/or Technical Skills

• Advanced MS Office (Word, Excel, PowerPoint, Outlook, etc.)
• Salesforce CRM
• Various Web Conferencing Platforms

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