Account Manager - MDU Sales

TDS Telecom•Green Bay, WI

1d•$56,800 - $92,300•Hybrid

About The Position

The Account Manager - MDU Sales role will lead a national portfolio of Multi-Dwelling Unit (MDU) accounts while driving the company’s market position and revenue growth. This is a strategic Business-to-Business sales role focused on developing and strengthening relationships with existing customers, expanding product and service penetration, and renewing agreements with customers who own, operate, manage, or develop MDU properties, including apartments, condominiums, HOAs, and other multi-family developments. The successful candidate will manage an established customer base while identifying opportunities to increase MDU product penetration, sell new services, negotiate contracts, and renew bulk service agreements. Customers may include developers, builders, property owners, property management firms, and other organizations that directly influence or control MDU properties.

Requirements

Bachelor’s Degree or higher OR 4+ years professional work experience.
2+ years of inside or outside sales experience, preferably selling data, voice and/or video solutions in an MDU environment.
2+ years of experience in effective proposal and contract negotiations.
Must have and maintain a valid driver’s license, insurance, and have access to reliable transportation.

Nice To Haves

Ability to travel up to 20% of the time annually.
Ability to work effectively with customers at “C-Level” and other levels of management.
Track record of success in MDU.
Ability to build and maintain strong working relationships across multiple businesses units and customers to drive successful outcomes focusing on the team.
Strong oral and written communication skills.
Excellent analytical skills.
Extensive computer application experience including Teams, Microsoft Office, DocuSign, Salesforce or similar CRM.
Well organized, good time management skills, ability to multi-task and close attention to detail.
Ability to work independently, receive direction from multiple sources, and balance multiple work tasks at once.
History of identifying problems, gathering data, consulting others, soliciting input, weighing the facts, making decisions, and effectively implementing the decision.
Ability to grasp new concepts quickly, willingness to learn and continue to learn.

Responsibilities

Manage and grow a national portfolio of MDU accounts, building trusted, long-term relationships with key customer stakeholders.
Achieve sales, revenue, upsell, and renewal targets through strategic account management and consultative selling.
Identify opportunities to increase product and service penetration across existing properties and developments.
Lead contract negotiations and renewals for bulk agreements, exclusive marketing agreements, and Always On Broadband solutions.
Develop and execute account strategies designed to maximize property penetration, customer retention, and revenue growth.
Proactively identify and sell new products and services that address customer needs and business objectives.
Serve as the primary point of contact for customers, setting clear expectations around needs, timelines, deliverables, and next steps throughout the sales process.
Develop a thorough understanding of TDS products, services, and network delivery options to effectively position solutions for MDU customers.
Maintain current knowledge of processes, procedures, systems, and business practices that impact the MDU customer experience.
Analyze property-level penetration rates and develop strategies to improve adoption and overall account performance.
Take ownership of property and project issues, coordinating with cross-functional internal teams to drive timely and effective resolution.
Collaborate with internal stakeholders across sales, operations, engineering, service delivery, marketing, and other functions to ensure customer commitments are met.
Monitor market trends, customer needs, competitive activity, and opportunities to strengthen TDS’s position within the MDU market.
Maintain accurate customer, opportunity, contract, and sales information within applicable systems.
Develops and implements sales presentations, proposals, and contracts to key decision contacts of MDU's for the purpose of securing and managing long term agreements for MDU solutions.
Manage a book of business of MDU properties; Increase internet and video penetration in MDU properties and negotiate high volume competitive MDU service agreements based on strategic, financial, legal, and operational criteria.
Actively manage the customer experience (includes upselling, moves, adds, changes, renewals, and de-bulking) and ensure we retain properties, grow channel, and mitigate bulk/customer churn.
Interfaces regularly with high level clientele, including but not limited to: C-Suite Executives, Property Owners, Coop/Condo Board Members, lawyers, Building Managers, Developers, etc.
Manage existing MDU account with a focus on market share growth by building relationships through a combination of telephone and in-person site visits.
Develop a tactical sales plan for the customer growth and retention to meet or exceed the monthly, quarterly, and annual sales and revenue growth goals.
Analyze penetration rates and craft / implement a personal action plan.
Maintain accurate and timely activity tracking, customer status and forecasts utilizing the CRM system for all new prospects and existing customer sales.
Report activity and monitor progress on a weekly, monthly, quarterly, and annual basis.
Lead cross-functional teams to ensure every customer touchpoint achieves its intended purpose on behalf of the customer and meets targeted KPIs with quarterly presentations to leadership as it relates to exclusive and non-exclusive programs with strategic initiatives - past and future - to drive pentation rates within the MDU customer segment.
Collaborates with peers across the organization for processes improvements, procedure updates, CRM and IT systems, and communications that provide clarity while promoting overall efficiency and accuracy.
Attend meetings, networking events, on-site Association meetings and Board presentations as required.
Provide education on the industry, technology and TDS products and services.
Other duties as assigned by the MDU Sales leader.