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Director, National Account Sales
Spectrum
Coppell, TX, United States
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JOB SUMMARY
The Director of National Accounts will be required to build and grow a multi-facet enterprise sales organization that will focus on Fortune 1000 Logo acquisition targets 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 Spectrum Enterprise customers in our national footprint.
MAJOR DUTIES AND RESPONSIBILITIES
• Manages and executes national sales strategies that have revenue attainment responsibilities.profit and loss responsibility.
• Creates new sales models from the ground up including hiring, on boarding training, and revenue results within an accelerated ramp period.
• Helps create compensation plans where potential local and national account engagement is required to secure national deals.
• Reports on sales funnel activity and results and create/present sales forecasts for growing the national enterprise business.
• Provides weekly, monthly, & quarterly reports on all sales related activity from sales managers and account teams to track revenue budgets, quota attainment, installation revenue, , and Gross Monthly/Quarterly revenue.
• Presents monthly results to senior leadership at the regions and corporate.
• Collaborates with key cross functional groups (sales engineering, operations, order management, project management organization, systems engineering & the regions) and outline the acquisition and account management support functions required to hit revenue targets.
• Develops 90 day business plan strategies (rolling three month plan) with National Account Manager (NAM), NA module (50 targeted accounts) & growth target initiatives with existing base for the NAM model.
• Manages Administration by ensuring the following processes are being completed: SalesForce.com reports, Project Plans, Business Cases, Travel Forms, etc.
• Reviews potential business partner arrangements that compliment national enterprise sales strategy and increases take rate on our services.
• Provides support; skip level meetings, mentoring, and leadership to sales team members.
• May perform other duties as assigned.
REQUIRED QUALIFICATIONS
Skills/Abilities and Knowledge
• Rolodex of C-Level contacts to position Spectrum Enterprise services nationally.
• Demonstrated skill set to create, build, and execute on a national sales budget.
• Proven leadership skills directing, augmenting and building new sales organizations.
• Proficient in Social Selling Skills and Prospecting Methodologies.
• Strong leadership and coaching skills to sell targeted applications as a regional/heavily clustered cable operator in the commercial space.
• Self-starter, entrepreneurial, that can work with a minimum of direction to achieve aggressive revenue targets.
• Proficient in contract negotiations.
• Excellent verbal, written communication ability and presentation skills to executive leadership.
• Proficienty with Microsoft Office (Word, Excel, PowerPoint).
• Proficient with database management; i.e., Siebel, Salesforce.com, or similar type CRM Tool, etc.
• Thorough understanding of Voice (PRI, VOIP, SIP applications), Data (TDM, DS3, OCn, & multiple Ethernet services), equipment vendors (Nortel, Alcatel-Lucent, Cisco, etc.), managed services, private networks/MPLS and SaaS services.
• Ability to travel up to 50% of the time.
• Valid and active State driver’s license and safe driving record.
• Ability to read, write, speak and understand English.
Education
• Bachelor's degree from a four-year College or university; or equivalent training, education and experience.
Related Work Experience
• Ten (10) years or more experience directing and managing multi-national or global sales organizations for a national telecom service provider.
• 5 Years experience in Managing Sales Managers.
• 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.
PREFERRED QUALIFICATIONS
Skills/Abilities and Knowledge
Education
Related Work Experience Number of Years
WORKING CONDITIONS
Office environment