Director, Business Sales

Schurz Communications•Winona, MN

1d•$140,000 - $160,000•Onsite

About The Position

The Director, Business Sales leads strategic sales of HBC’s fiber-based broadband services across Business, Government, and Education markets, as well as MDU opportunities. The role is responsible for business-segment sales and revenue growth, developing networking opportunities, and building relationships with executives, business leaders, government officials, and networking groups in HBC service areas. The Director leads a team of Business Development Representatives, recruits and hires sales professionals, sets individual and team quotas, and develops strategies for profitable new and add-on broadband and managed services sales. The position develops market and account strategies, guides cross-functional work, oversees sales performance, and serves as an escalation point for complex enterprise and sales issues. Fiber broadband is positioned as the lead product alongside enhanced offerings such as Hosted Voice, managed services, software licensing, backup plans, LAN equipment, Wi-Fi access points, and other value-added products and services. The role also represents HBC at community and business events, including some evenings and weekends. The position is based at an office in Winona, Minnesota, and reports to the General Manager.

Requirements

10 or more years of communications services, broadband, managed services sales, and/or program management experience in broadband delivery and business/IT/productivity improvements for clients.
Proven ability to build relationships with and present to senior executives.
Self-motivated, proactive approach and ability to work with minimal direction.
Flexibility to work nights and weekends as needed for community and business events.
Valid driver’s license.

Nice To Haves

Bachelor’s degree.
Experience leading and developing multiple sales teams, sales operations, and marketing and lead generation in the SMB and Enterprise markets, including MDU, in the broadband services industry.
Experience directly selling to small business, mid-market, and enterprise customers.

Responsibilities

Build deep knowledge of the regional enterprise and business market.
Develop cross-functional plans, objectives, and strategies to grow Business, Government/Education, and MDU broadband sales.
Gather prospect intelligence, assess current providers and business technology needs, and segment and prioritize sales strategies, including SWOT analysis.
Lead a team of 3–5 Business Development Representatives in an activity-driven sales structure, monitoring prospecting, contacts, appointments, proposals, and closed/won business.
Create account plans to grow incremental business and managed services sales among existing customers and generate referrals and new business.
Present projects and client updates to internal leadership through monthly reports and B2B sales performance reviews.
Guide management stakeholders and internal team members through strategic consultation and act as the escalation point for complex enterprise and sales issues.
Develop and integrate processes to improve team performance, including active client engagement with team members and cross-functional teams.
Lead Managed Services and Business Solutions opportunities, positioning fiber broadband and HBC’s enhanced services and value-added products.
Establish and maintain billing and renewal reviews for accounts and assist the team with billing accuracy, renewal terms, and collection issues.
Keep personal knowledge current on project management developments, agile practices, industry standards, and business broadband innovations.
Represent HBC at community, chamber, and organizational meetings, including some nights and weekends.
Exercise independent judgment and discretion on matters of significance.
Comply with company policies and specifications.
Perform other duties as assigned.