Responsible for acquisition, retention and overall satisfaction of large strategic accounts in Conyers and Covington, GA. Knowledge, experience and familiarity with consultative selling to State, Local, and Federal agencies is desired; you understand and know how this industry works; you have established relationships in this field. Additionally candidates with strong backgrounds in sales to the K-12 and Higher Education sectors is favored.
Duties & Responsibilities: Including but not limited to the following.
Prospects for new business through a mix of phone and field work. Qualifies prospective customers on the basis of their needs and associated spend as well as on the economics of bringing network services to these prospects (capex/opex).
Understands and abides by business case process in order to determine whether a specific opportunity is economically desirable based upon the IRR and other key financial measurements.
Must be financially literate, possess business acumen, and be astute in understanding financial implications of decisions in regard to capital expenditures, cost of ownership models, ROI, etc.
Coordinates/reviews/recommends pricing for all Federal Government bids, RFPs, RFQs, Sales proposals, and contract submittals for opportunities within assigned accounts, and signs bid documents as appropriate.
Enters all sales activity into Salesforce.com CRM system on a daily basis including notes related to discussions and/or emails with prospects and customers. Accurately updates Salesforce.com opportunities daily to show the status of potential sales including monthly recurring revenue, probability, products/services, and anticipated close dates.
Proactively and effectively communicates the benefits of Hargray's products and services, maintaining primary relationship with identified and potential strategic accounts.
Schedules in person visits with the decision-maker from each strategic account once per quarter.
Speaks with the decision-maker from each account on a monthly basis.
Looks for revenue growth opportunities within existing customer base
Focuses on proactive customer touches to discover potential service issues or billing related problems
Demonstrates a practical and efficient working knowledge of all of the products and services sold by the Sales Department.
Works in conjunction with Sales Engineer to determine service capabilities and requirements for strategic accounts.
Provides training and knowledge assistance, as required, on the use of products and services sold to internal and external customers.
Coordinates service order activity associated with all job-implementation packages for strategic accounts and other related details associated with implementation and service for all products marketed by the Sales Department, working with Business Sales Support.
Communicates with other departments as needed to facilitate a smooth service installation of products sold.
Helps analyze, research, resolve, refer, and follow up on customer complaints regarding billing, credits, and services in an expedient and professional manner.
Communicates independently, effectively, clearly, and professionally with customers, employees, supervisors and managers to establish and maintain considerate and cooperative relationships. Handles customer requests and communications by phone, E-mail, fax, mail and face to face.
Keeps abreast of current industry trends and practices as they relate to customer service and makes appropriate recommendations to the Sales Manager.
Performs other related duties as assigned by the Director of Business Sales to ensure effective operation of the Sales Department.
Minimum Qualifications: Only candidates who meet minimum qualifications will be considered.
Bachelor's degree or equivalent experience
4 years' sales or account management experience; business sales experience preferred
Ability to communicate effectively with customers, employees, and managers
Basic computer skills
Customer service skills
Ability to work weekends and extended hours as needed
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Hargray Communications is a leader in the telecommunications industry, dedicated to meeting the communication needs of our residential, business, large enterprise and resort customers. Our mission is to envision and deliver customer delight. Our team of more than 350 employees, including 100+ service technicians, all live, work and contribute in our Low country community. We’re committed to excellence, delivering the most advanced technology and the best customer service.