Acct Exec, MDU Business Dev

Sales - Alternate Channel THOUSAND OAKS, California


Description

About Frontier Communications

Frontier® Communications provides communications services to urban, suburban, and rural communities in 29 states. Frontier offers a variety of services to residential customers over its FiOS® and Vantage™ fiber-optic and copper networks, including video, high-speed internet, advanced voice, and Frontier Secure®  digital protection solutions. Frontier Business offers communications solutions to small, medium, and enterprise businesses.


As a Business Development Manager, you will be responsible for securing contracts within the MDU (multi dwelling unit) community to enable Frontier to expand the reach and revenue penetration of Fios/Vantage services. Contracts include both Marketing & Bulk Agreements. These contracts give Frontier exclusive or equal marketing rights of voice, data and video services to residential end users. Your customer base includes owners, developers and builders of multi-family unit (MDU) housing and rental communities, ranging in size from several hundred units per property to tens of thousands of units for an entire portfolio. Building and maintaining a healthy sales funnel with top prospects is a key skill for this position.

  • Initiate face-to-face customer contact with high value owners, builders and developers of multi-dwelling units to present, propose and secure a marketing and/or bulk agreement.
  • Develop new business via telephone and mass communication such as email and social media to identify appropriate customers within the target markets.
  • Build and cultivate prospect relationships
  • Manage leads and data in Sales Force data base for new and prospective clients sourced through third party programs such as the Dodge Report, ensuring all communications are logged and accurate
  • Prepare and analyze sales pipeline reports and dashboards.
  • Negotiate and close long-term contracts for marketing and/or bulk agreements; this includes new acquisition and renewal opportunities
  • Work independently and effectively with internal and external legal support staff to resolve appropriate contractual terms and conditions
  • Understand the competitive environment and Frontier’s technical advantages which will allow you to present product capabilities in a consultative manner.
  • Participate in local/regional industry events and forums, including owners, builders and developer trade associations, presenting Frontier's programs and capabilities as applicable.
  • Work closely with the area Account Management team to ensure successful onboarding and hand-off requirements are met.


What we’re looking for...

You are passionate about sales, service and building lasting relationships. Do you take an interest in learning about the multifamily market developers and owners?  Do you use your business acumen to establish credibility and deliver solutions? Do you have the skill set to negotiate and effectively balance customer needs with the needs of Frontier Communications resulting in a win for everyone? Are you energized by the prospect of landing the next big account?

 

You will need to have:

  • Bachelor’s degree or four or more years of work experience.
  • Four or more years of relevant work experience.
  • Ability to manage funnel in quota-based environment
  • Knowledge of fiber-based telecommunications.
  • Knowledge of Microsoft Office applications, Word and Excel
  • Willingness to travel up to 25%.
  • Must possess a valid state driver’s license with a clean driving record.
  • Deep understanding of the Fios Fiber network attributes, complex communication products, and solutions sought by customer base
  • Displays ability to create new demand by proactively bringing new points of view to target accounts
  • Can identify and articulate customer value proposition and links solutions to the customer strategy
  • 5-7 years of business to consumer and business-to-business experience (10+ years preferred) working with REIT/Investment groups, property management companies at either the National or Regional level and larger scale Home Owner Associations greater than 500 living units with a proven, documented track record of success
    • Communications industry (telco, cable or satellite) experience(s) a plus


Even better if you have:

  • An advanced degree.
  • Familiarity with Sales Force or a similar CRM program/application
  • Ability and experience managing a sales funnel in a quota-based environment.
  • Strong consultative sales ability, including prospecting, sales planning and proficiency with value-based selling.
  • Strong influencing skills through relationship building with key internal and external stakeholders
  • Knowledge of the multi-family and the Single-Family Unit (SFU) HOA market environment


When you join Frontier...

You’ll have the power to go beyond – doing the work that’s transforming how people, businesses and things connect with each other. Our connected solutions are making communities stronger. Here, you’ll have the ability to make an impact and create positive change. Whether you think in code, words, pictures or numbers, join our team of the best and brightest. We offer great pay, amazing benefits and opportunity to learn and grow in every role. Together we’ll go far.

Frontier Communications is an Affirmative Action and Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.