Manager, Small and Medium Business Sales

Alaska Communications•Anchorage, AK

About The Position

At Alaska Communications, we’re committed to putting our team first, always being customer focused, having a can-do attitude, owning our results and always acting with integrity. This is what we hire for and what our team members exhibit each day. Want to make an impact with us? POSITION SUMMARY The Manager, Small and Medium Business Sales, will drive significant results by focusing on developing strong partnerships and channels to drive revenue growth for Alaska Communications. The focus of this role is to achieve significant revenue targets for SMB by developing and managing critical channel partnerships, as well as direct all aspects of the B2B Sales team. This role is responsible for managing a business sales team that is closely aligned with the SMB Marketing Campaign efforts, requiring continuous performance monitoring, assessment of training, and direct supervision of sellers , this position is expected to achieve desired sales metrics, provide results and provide feedback regarding sales strategy outcomes and recommendations to modify sales strategy to drive positive revenue outcomes. Senior team contributor role, with strong competencies in serving as business and organizational sales support leader with the ability to lead across the company and between the company and outside firms. ESSENTIAL FUNCTIONS Reasonable Accommodations Statement To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Reasonable Accommodations may be made to enable qualified individuals with disabilities to perform the essential functions. Examples of Job Duties

Requirements

Customer Centricity - An attitude of customer as the key to success and keeping the customer's interests paramount. Able to speak about the customer's business challenges and opportunities in a specific manner and if relevant, bringing that information into ACS so that telecom solution sets can be developed and then presented back to the customer.
Business and Process Leadership - Understanding business processes: a keen understanding of the sales process and associated metrics and measurement. A keen understanding of key telco processes (sales/service, ordering/service delivery, billing, customer support) and the ability to map processes and understand inter-linkages to each other and to the systems that support the processes.
Technology Understanding and Expertise - Big picture view of telecom networks (Ethernet, IP, SONET, switching, wireless, microwave, satellite), the technologies, process and systems used to engineer, design, build and operate such networks. More importantly, understanding the technology trends that are of importance to your customers and having the skills to serve as a trusted advisor to customers in the technology space.
Self-Directed / Cross-Functional Leader - Ability to perform in a self-directed manner, with the ability to lead cross functional teams as necessary. One who recognizes the importance of the circle of influence in driving organizational accomplishment.
Sales Ability - Ability to use appropriate interpersonal styles and communication methods to gain acceptance of a product, service, or idea.
Execution Discipline - Ability to meet commitments - A strong commitment to meeting deadlines and commitments and driving the organization to deliver on such commitments.
Personal leadership - Demonstrate personal leadership in all aspects of work, lead by example, and demonstrate strong personal accountability and ownership. Staying focused on the end game - and managing all dials to get to the desired outcomes.
Financial Management - Ability to develop business cases for specific initiatives; understanding business impact and able to model impact of technology on business processes. Strong vendor management capability is a must.
Lean Leadership – Actively grows and promotes lean process improvement usage within department and within Company. Strives to eliminate all waste – that which does not bring value to the customer – through the use of Lean PI.
Organizational Development - Building and leading staff / teams; coaching, mentoring skills. Ability to hire and lead a team of staff or multiple teams, with background and experience in performance development, evaluations, etc. Ability to serve as a mentor or coach for individuals or teams, develop skills, identify developmental opportunities and invest in building high performing teams.
Bachelor’s degree in business management, sales and marketing, or another related field. Equivalent combination of training and experience may be substituted for degree requirement on a year for year basis.
Minimum of six (6) years of business sales experience in comparable industries.

Responsibilities

Drive new customer acquisitions to achieve sales, revenue and market share growth targets.
Generate incremental revenue and margin from business customers.
Building deep tenured relationships in each key customer and partner organization by taking the view that you work for your customer and having a deep understanding of the customer's business, operations and strategic and tactical priorities.
Provide regular, concise, value-added market intelligence to the entire company to allow Alaska Communications a competitive edge on market competitors.
Prioritize engineering development and promotional projects for individual product lines.
Identify new target markets (jointly with industry marketing) and related strategies.
Coordinate effectively with Product Management, Marketing, Service Delivery, Operations, and other cross-functional units within the company, ensuring excellent customer experience, to include a smooth operational support, for Enterprise customers.
Monitor employee productivity and motivate team to reach daily activity goals.
Recruit, hire, train, retain, and develop your team to meet assigned goals.
Drive staff performance improvement through effective application of a coach, teach mentor philosophy. address employee performance problems by establishing facts of behavior with the employee, set expectations, monitor behavior and performance and take disciplinary action when warranted.