JOB SUMMARY
The Senior Manager, Sales - Business Accounts drives strategies for the small business sales function in a defined region. Responsible for directly managing the local Small Business Sales Managers, who, in turn, are responsible for hiring, training, coaching, mentoring and driving winning sales teams in the region. Leads team in the selling of Charter Small and Medium Business' portfolio of services. Develops and leads an organization of fast-paced, quota-driven business-to-business sales teams that are highly transactional and customer focused.
MAJOR DUTITES AND RESPONSIBILITIES
Actively and consistently support all efforts to simplify and enhance the customer experience
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Assist the region small business direct sales teams in their achievement of monthly and annual sales quotas.
Coach, develop and motivate Sales Managers to achieve both individual and team objectives.
Develop a peer-to-peer coaching strategy amongst Sales Managers and management/mentor coaching strategy for each member of the team.
The Senior Manager supports in the evaluation of effectiveness and development of managers.
Supports the Sr Director/Director in territory plan to address revenue opportunities, with specific goals and clear accountability for performance improvements
Conduct ongoing analysis and sales forecasting for small business direct sales teams in region to ensure gross add objectives are attained
Compiles monthly sales forecasts and reports as requested by management. Uses information as tool to monitor individual and team performance, taking corrective action as necessary
Continuous involvement in day-to-day business development, prospecting, networking, and sales generating activities. Drive new sales behaviors region-wide.
Oversee development of sales plans by market as appropriate
Maintains current, in-depth knowledge of marketplace, including competition, and ensures relationships with customers, business partners, and co-workers are positive and professional. Works with local Sales Managers to ensure productive third-party referral programs.
Assists to ensure profitability of success-based capital projects in sales territories
Manage the best practice identification process which includes territory planning. Direct the development and implementation of strategies to extend best practice process across the Region.
Responsible for socializing best practices and developing the expertise of the sales teams
Establish and maintain strong community relationships on Charter's behalf
Be responsive to sales organization needs
REQUIRED QUALIFICATIONS
Skills/Abilities and Knowledge
- Proven track record of success in meeting and exceeding sales objectives
- Out of the box prospecting abilities
- Excellent time management, communication, decision-making, human relations, presentation and organization skills
- Professional appearance and presentation required
- Exceptional leader with a passion and dedication for mentoring and coaching sales and support employees to success
- Strong and effective communication, analytical and presentation skills
- Ability to work flexible hours to participate in evening and weekend events
- Must possess strong communication skills, a strong sales business worth ethic, high energy, enthusiasm, and a passion for technology
Education
Bachelor's degree in business marketing or related field
Related Work Experience
Sales management experience in high transactional, fast paced, quota-driven business-to-business sales environment such as telecommunications, wireless, or cable industry; 7+ years
Business-to-business sales experience; 7+ years
WORKING CONDITIONS
Office Environment
The position will require extensive travel 50% of time
Mandatory to have a valid state driver's license and good driving record
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A qualified applicant's criminal history, if any, will be considered in a manner consistent with applicable laws, including local ordinances.
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