Acme Corp is a start-up with a vision and a cause. We have a passion for innovation - especially when it becomes disruptive, and we think the $900bn software industry sucks. So we leverage technology and social media to change the game.

Position Summary:

Lead and continually develop the commercial channel’s sales team to meet/exceed sales objectives for broadband services in our market.

Major Responsibilities Include:

Sales Team Leadership:

• Lead the Account Executive sales team to achieve targeted quota results through coaching, training, activity-based management, development of specific account strategies, and other sales management techniques.
• Establish goals and objectives for the team, monitor performance and ensure that sales activity targets are achieved on a consistent basis.
• Formulate and implement strategies and sales practices to support a valid and growing sales pipeline, maximize sales performance and ensure excellent customer satisfaction.
• Provide coaching and mentoring of the sales force including accompanying the AE’s and assisting them with:
  • Sales calls
  • Cold calling
  • Gatekeeper bypass techniques
  • Presenting WiLine’s value proposition
  • Qualifying prospects
  • Objection handling
  • Negotiating and closing
• Implement training and employee development programs throughout sales organization.
• Support team’s sales efforts by applying analytical and creative problem solving skills to meet customer requirements and/or convince customer to accept an alternative course of action.
• Add value to contract negotiations by participating as management/leader to support AE’s.
• Develop and conduct effective sales meetings that serve to update, train, and motivate all team members.

Commercial Large Account Sales Process Support:

• Represent our product offerings to large accounts within assigned territory by conducting high quality and effective sales presentations. Develop presentations by pulling together pertinent information to add value and impact to our sales message.
• Conduct and/or support effective contract negotiations.
• Develop and maintain high level business relationships with executives of both client and prospect companies.
• Regularly interface with customers and staff to identify emerging/new opportunities for incremental sales and enhanced service offerings.

Program Management:

• Provide input, direction and guidance with respect to customer needs, marketing programs, and personnel development programs to management and functional departments to ensure that our offerings and tools are effective, up-to-date, and continually improving.
• Effectively implement and track the success of new sales and marketing programs.
• Provide input into the development of compensation plans, performance objectives, training programs and process improvements.  Effectively implement in sales organization.
• Maintain effective relationships with all WiLine management and their teams to ensure that the commercial sales activities are well coordinated with other companywide programs and initiatives. Ensure that effective communications are maintained across organizations.

Quality Control:

• Maintain a critical focus on contract terms, conditions and compliance to prevent costly oversights.
• Maintain a focus on the profitability of individual accounts and the overall sales team by ensuring that revenue and margins are optimized.
• Minimize the level of customer cancellations.
• Address, resolve, or escalate complaints and problems encountered by commercial account customers.

Administration:

• Provide timely and accurate account and revenue forecasts.
• Assign and track the identification and qualification of new buildings and tenant sales opportunities.
• Review, record, and summarize Account Executive sales activities on a regular basis.
• Track, evaluate and report on sales funnel progress.

Competencies:

• Results Orientation – Demonstrates and fosters a sense of urgency and strong commitment to achieving goals.
• Decision Making – Effectively examines events, issues, problems and generates solution alternatives
• Communications – Is clear, concise, accurate, effective and persuasive in both written and verbal communications.
• Energizing – Ability to create positive energy (motivation) in both individuals and groups.
• Collaboration – Fosters a sense of collaboration and works effectively across the organization to achieve goals.
• Listening – Effectively and accurately listens to others
• Planning – Defines the objectives, sequence, timeline, interdependencies, and contingencies for projects or initiatives.
• Financial Acumen – Applies financial knowledge and methods to address business issues; understands the companies business models and markets, and how the business makes money.
• Visionary Thinking – Champions new ideas or initiatives and creates an environment that supports innovation.
• Talent Enhancement – Ensures and/or contributes to the availability and development of the talent needed to meet current and future organizational goals.
• Open Communications – Creates an environment in which people communicate honestly and openly and information is readily shared.
• Building Relationships – Develops and maintains constructive relationships with others.
• Adaptability – Works effectively in the face of ambiguity, shifting priorities, and rapid change.
• Understand Customer Needs – understands the customers business, industry, structure, current requirements, and anticipates future needs. identifies growth opportunities within accounts.
• Create Effective Solutions – Creates solutions based on long-term value to the customer and own organization’s objectives.
• Professional Knowledge – Knows products and services.
• Negotiation – Convincingly positions own products and services versus competitors offerings; negotiates effective contracts and agreements.

• Any degree and 0 - 5 years of experience

• Recruiting, training, supervising and appraising staff

• Managing budgets

• Maintaining statistical and financial records

• Planning, promoting and marketing the business

• Dealing with customer queries and complaints

• Overseeing pricing and stock control

All your information will be kept confidential according to EEO guidelines.