Posted By: F. Gasque
Major Account Executive Department: Business Sales
BRIEF DESCRIPTION OF JOB RESPONSIBILITIES AND REQUIREMENTS
Responsibilities: Identifies and secures sales and partnership opportunities through frequent top-level communication with established and potential major accounts customers. Builds intimate understanding of each customer’s business climate, including regulatory and competitive environments, understands customer’s internal sales processes and matches customer needs with HTC services. Performs necessary on-site coordination and follow-up to ensure a long term partnership while providing high customer satisfaction. Makes sure that work is performed in compliance with approved tariffs and policies. Serves as a communication link between key customers and internal teams. Implements detailed tracking of competitive information. Responsible for contributing budgeted revenue, expense management and the achievement sales goals by LOB through upgrades and sales to existing major accounts and establishment of new accounts. Assists in evaluation, business modeling, pricing and selection of services and equipment for network services. Thinks creatively about customer’s business objectives. Responsible for maintaining accurate documentation and records and recording all communications and sales in CRM for Major Accounts, including sales agreements, maintenance and term service agreements, etc. Actively engaged in business community through organizations such as Chambers of Commerce, civic organizations, economic development organizations and customer-specific events. Must be continuously up to date on technical and industry trends. Community involvement and flexible hours required. Monitors and researches new products that may be offered by the cooperative. Enhances HTC’s visibility in traditional and nontraditional markets. Develops an understanding of all HTC departments and services. . High need to exercise judgment, initiative and ingenuity in handling day to day activities. Plans to execute diversified responsibilities. Assists in other areas of the Customer Operations Department as needed. Performs other duties as assigned in order to meet the overall objectives of the department.
JOB SPECIFICATIONS (MINIMUM LEVEL)
Experience: Minimum of three to five years related experience and/or training in relationship sales; technical sales is preferred.
Job Knowledge: Bachelor's degree from four-year college or university or equivalent experience. Strong creative problem solving ability and negotiation skills required. Strong communication and interpersonal skills with demonstrated aptitude to build relationships with high level professionals required. Excellent written communication skills needed and experience responding to RFP or RFI requests preferred. Excellent organizational skills necessary. Demonstrated technical aptitude required. Knowledge of data networking and IT services preferred. Professional appearance and demeanor needed. Must have the ability to carry out several tasks at the same time and work with frequent interruption. Must be able to make independent and timely decisions following guidelines. Receives guidance with respect to general objectives; in the majority of tasks and projects assigned, determines methods, work sequence, scheduling, and how to achieve objectives of assignments; operates within specific policy guidelines. Handles large volumes of detailed work requiring accurate documentation. Must be self sufficient and dependable. Must be able to demonstrate superior customer service skills. Must be a excellent listener. Must have good reasoning skills to assist customers who have difficult problems and or questions. Sustains focused attention on the demonstrated instructions, process, or procedures. Selects and attends to important details about the demonstrated process or procedure. Must have excellent typing skills and be proficient with basic mathematical functions. Must have intermediate personal computer skills, including electronic mail, routine database activity, word processing, spreadsheet, graphics, etc. Must have a knowledgeable working experience with the following software: MS Products Word, Excel, Outlook, Access; Sales Pro; Sales Logix; Remedy; SOS; Reflections; Ceridian; Mitel Caps; Mitel Configurator.
Physical Demands Must be able to stand, walk, sit, use of hands and fingers, reach with hands and arms, climb or balance, stoop, kneel, crouch, or crawl, talk or hear and lift up to 50 pounds. Vision Requirements: Close vision (clear vision at 20 inches or less). Working Conditions: Well-lighted, heated and/or air-conditioned indoor office setting with adequate ventilation. Outdoors but in an enclosed vehicle protected from extreme weather conditions. Other physical working conditions. May work near moving mechanical parts, in outdoor weather conditions and moderate noise (examples: business office with computers and printers, light traffic). Light physical activity performing non-strenuous daily activities of an administrative nature.
Special Demands: Must have a valid state driver's license. Must comply with and maintain compliance with motor vehicle record guidelines as listed within the Background Investigation Guidelines. Complies with all safety policies, practices and procedures. Reports all unsafe activities to management and/or Human Resources. Participates in proactive team efforts to achieve departmental, interdepartmental and corporate goals. Performs other duties as assigned. Provides leadership to others through example and sharing of knowledge/skill. Identifies the focus of team activity and selects a new focus if that would help the team meet its goals more effectively. Selects approaches that show a willingness to give and take direction, as needed, to further team goals (e.g., recognize the organization of team members’ tasks that would best serve the larger goals of the team). Chooses approaches that encourage a team to act as a unit and reach agreement when discussing specific issues. Identifies actions that would help manage differences of opinion between team members, moving the team toward its goals while valuing and supporting individual diversity. Prioritizes, organizes, and delegates assignments. Minimal overnight travel (up to 10%) by land and/or air. Regular – Work schedule requirements are usually consistent from week to week. Handles and maintains confidential and/or sensitive customer information including but not limited to CPNI, etc. May be required to earn vendor certifications such as HP, Mitel or Cisco.
NOTICE: Horry Telephone Cooperative, Inc. provides equal employment [and affirmative action] opportunities to applicants and employees without regard to age, race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability.