Major Accounts Manager

 

Founded in 1991, TelCove is a leading provider of business critical telecommunications services that offers enterprise companies and carriers superior Internet, Data, and Voice solutions via its reliable, secure and independently-owned metropolitan and intercity fiber-optic network in 70 markets in the eastern half of the United States. We are always searching for qualified professionals to share in our steady growth. Currently, we are looking for an Major Account Manager to be based in or near Mobile, AL.

 



JOB SUMMARY:
Responsible for the attainment of the forecasted revenue commitment through the generation of new sales revenues within a small group of assigned high end users such as ISPs, telecos and any organization with a telecom. 

ESSENTIAL FUNCTIONS:
Responsible for ensuring sales of TelCove's strategic product line, including dedicated and switched services. Ensures sales results commensurate with corporate need and expand market share in existing TelCove markets.  

PRINCIPAL ACCOUNTABILITIES:
Prospecting for new customers via assigned accounts. Sells to new accounts and customers. Extensive knowledge of entire range of reported TelCove products/services. Extensive knowledge of entire range of competitors' products/services. Sales cycle may be more than 1 year. Responsible for local carrier sales (CSP). Develops and implements strategies, market and revenue plans for organization. Ensures that TelCove market plans, migration plans, and new product strategies are incorporated into account, market and revenue plans. Provide input into these plans. Participates in revenue planning sessions to assist in identifying viable sales projects and potential network expansion. Develops and implements specific programs and account strategies consistent with the economic trends and environmental factors to position strategic products, strengthen competitive position, ensure client satisfaction, and meet/exceed revenue objectives. Communicates overall strategies and responsibilities to the local TelCove team. Prepares administrative measurement reports, as required to ensure that objectives are met and procedures are in compliance with TelCove objectives. Tracks TelCove performance and prepares appropriate reports as required by General Manager. Participates and conducts customer contract negotiations, to assigned levels of authority. Maintains professional attitude at all times. Maintains good working relationship with all team members and office staff. Performs other duties and tasks as assigned or as become evident.

 

HUMAN RELATIONS SKILLS:
Must possess a high degree of interpersonal skills in order to carry out the tasks required to meet customer needs. Must be able to clearly present information through the spoken or written word; talk with customers or clients; listen well; able to stay informed of current industry trends; identify own areas of opportunity and set self-development goals; handle all situations honestly; must be able to maintain a solution-oriented approach while dealing with personal rejection or time demands, able to overcome objections successfully, able to earn trust while working out a deal; use good timing and carefully calculated strategies when bargaining; develop a network of contacts and target specific influential people to reach goals; must be able to control one's own time; transform leads into productive business outcomes; able to prepare for emerging customer needs; able to maintain high standards despite pressing deadlines; must be able to be of service to difficult people.  

PROBLEM SOLVING:
Must be able to meet and exceed monthly goals despite potential provisioning problems and resource constraints. Maintain necessary product knowledge with the advent of new and complex products, systems, and applications. Must be able to assess problems, research alternatives and provide acceptable solutions while remaining within company guidelines. Must be innovative, able to set/change priorities and use available resources to meet the needs of TelCove.  

QUALIFICATIONS:

REQUIRED:
Bachelor's degree or equivalent experience. Seven years or more of sales experience in telecommunications, electronics or high-tech environments. Must have 2 to 5 years experience in interfacing directly with major accounts. Personal computer skills with demonstrated ability in Microsoft Word, Excel, and e-mail. Must possess presentation skills, and effective verbal and written communication skills. In depth knowledge of data communication technologies and Interexchange carriers.

 

PREFERRED:
 

PHYSICAL REQUIREMENTS:
Must be able to work in a normal office environment including the operation of a computer keyboard and mouse. Must be able to operate a telephone, fax machine and copy machine. Must posses a valid driver's license and have the ability to travel. TelCove retains the right to change this job description any time. "TelCove is an Equal Opportunity Employer"  

TelCove retains the right to change this job description any time.
"TelCove is an Equal Opportunity Employer"