Head of MDU Growth

gFiber

2d•$193,600 - $293,700

About The Position

At gFiber, the Head of MDU Growth oversees the GFiber MDU Sales Channel. The Central Sales team is responsible for channel performance, strategy, planning, tools, reporting, training, and compensation and incentives, while market sales teams report through regional management. Success is measured largely by MDU penetration growth, employee retention, and customer happiness. The role drives MDU customer penetration growth across new and aged properties, develops and executes sales strategies with market teams, and presents data-driven recommendations to leadership. It also manages contract agreements and partner relationships, collaborates with technical and network operations, improves residential direct sales strategy, and ensures staffing, deployment, training, and performance measurement support monthly sales targets. The position oversees commission and incentive plans and partners on frontline policies to protect and grow employees and the business. Travel of up to 20% is required.

Requirements

Bachelor's degree or equivalent practical experience.
At least 8 years of direct leadership experience in sales or operations, with core responsibilities including managing teams, growing the business and customer base, and managing customer expectations and relationships.
Experience presenting data- and strategy-based recommendations on channel metrics and performance to executive leadership.
Experience communicating, both in writing and verbally, with internal and external cross-functional teams and stakeholders to execute strategies that deliver business growth and results.
Ability to travel up to 20% of the time.

Nice To Haves

Master of Business Administration degree or equivalent practical work experience.
10 years of direct leadership experience in sales or operations, with core responsibilities including managing teams, building and growing the business and customer base, and managing customer expectations and relationships.
Telecom/ISP background, including experience in MDU/MXU telecom operations or property management technology stacks such as Smart Apartment Data or RealPage.
Business-to-business-to-consumer (B2B2C) sales and/or marketing experience.
Experience in an ISP or telecommunications company in roles involving project management, business judgment, experiment design, and analytical and quantitative skills.
Experience in roles requiring both leadership and practitioner responsibilities, such as closing deals and identifying growth or training opportunities for dotted-line reports.

Responsibilities

Drive customer penetration growth by working with market teams to develop and execute effective sales strategies within MDUs.
Own MDU customer penetration growth for both new and aged properties.
Present data-driven strategies and recommendations on sales growth, retention, and penetration to leadership, and act on them.
Build sales plans that use data to measure sales efforts and outcomes.
Review and manage contract agreements, maintaining communication and transparency in the field and office.
Collaborate with technical operations and network operations partners to build and sustain a healthy network.
Grow and maintain relationships with key partners across multiple metro areas to support customer satisfaction and loyalty.
Own and improve the residential direct sales strategy, partnering with local management to drive execution and results.
Achieve monthly sales targets by ensuring staffing levels, team deployment, training and development, and measurement of activities and results.
Partner in developing frontline policies to protect, align, and grow employees and the business.
Oversee and optimize commission plans and incentive programs that influence field representative behavior.