Account Manager-MDU Sales

TDS Telecom•Madison, WI

1d•Onsite

About The Position

As an Account Manager - MDU Sales, you will lead a national portfolio of Multi-Dwelling Units (MDU) accounts while building the company’s market position. This is a Business-to-Business sales role responsible for strategic selling to existing customers and renewing customers who directly own and/or control properties and developments (such as apartments, condos, HOAs). Build ongoing relationships meeting sales targets including upsells and renewals aimed at maximizing product/service, property penetration, and revenue growth will be a priority. You will be responsible for managing an existing customer base, increasing MDU product penetration, contract negotiations, selling new services, and renewal of bulk agreements with MDU properties (developers, builders, property owners, management firms). You will be foundational to managing the customer’s expectations by determining the customer needs and timelines and communicating expectations accurately throughout the sales process. You will be required to have a thorough understanding of all TDS products and network delivery options for bulk services, exclusive marketing agreements, and always on broadband solutions. To be successful, you must have a solid understanding and up-to-date knowledge of all processes, procedures and systems that affect your MDU customer base. You must be willing to take the lead on analyzing/impacting penetration rates along with resolving property and project issues through working with cross functional internal teams.

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

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.