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Director of National Accounts
Spectrum
Stamford, CT, United States
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The Director of National Accounts will be required to build and grow a multi-facet small/medium business sales organization that will focus on Fortune Logo acquisition as well as managing and growing an existing national account customer base. The primary responsibilities will be to recruit, train, & develop existing sales teams as well as execute on acquisition and growth strategies targeting national Charter customers in our national footprint.
Job Responsibilities:
• The Director, National Accounts will have extensive experience creating national acquisition strategies targeting the Fortune 500/1000 marketplace as well as proven track record managing and selling into national/global accounts
• Ability to effectively manage and execute national sales strategies in # Of Charter Cable Regions that have profit and loss responsibility.
• Creating new sales models from the ground up including hiring, on boarding training, and revenue results within an accelerated ramp period.
• Experience creating compensation plans where potential local and national account engagement is required to secure national deals
• Report on sales funnel activity and results and create/present sales budgets for growing the national enterprise business
• Travel to each region 1 per month or more if required
• Provide weekly, monthly, & quarterly reports on all sales related activity from sales managers and account teams to track revenue budgets, quota attainment, budget vs. actual on total billing revenue, installation revenue, churn, and Gross Monthly/Quarterly revenue. . Presenting monthly results to senior leadership at the regions and corporate
• Demonstrate the ability to work effectively with key cross functional groups (sales engineering, operations, project management organization, systems engineering & the regions) and outline the acquisition and account management support functions required to hit revenue targets
• Develop 90 day business plan strategies (rolling three month plan) with NAE module (50 targeted accounts) & growth target initiatives with existing base for the NAM model
• Strong leadership and coaching skills to sell targeted applications as a regional/heavily clustered cable operator in the commercial space.
• Manages Administration by ensuring the following processes are being completed: SalesForce.com reports, Project Plans, Business Cases, Travel Forms, Etc.
• Review potential business partner arrangements that compliment national enterprise sales strategy and increases take rate on our services
• Provide support; skip level meetings, mentoring, and leadership to sales team members.
• Travel requirements are estimated at approximately 50%
Required Skills and Experience:
• A minimum of 10 years of experience directing and managing multi-national or global sales organizations for a national telecom service provider.
• Demonstrated ability to work with c-level contacts.
• Demonstrated skill set to create, build, and execute on a national sales budget.
• Proven leadership skills directing, augmenting and building new sales organizations.
• Looking for a self-starter, an entrepreneurial that can work with a minimum of direction to achieve aggressive revenue targets.
Knowledge, Skills and Abilities:
• Proficient in contract negotiations
• Possess excellent verbal communication and presentation skills
• Must be a self-starter and have experience working in a remote office environment
Software:
• Word
• Excel
• PowerPoint Databases
• Proficient with database management; i.e., Siebel, Salesforce.com, or similar type CRM Tool, etc.