As a Field Sales Consultant/Business Development Manager you will be responsible for securing contracts within multi-family communities and multi-tenant properties to enable our client to expand the reach and revenue penetration of wired and wireless home/ business services. Contracts include Premise Access Licenses (agreement to allow access to evaluate and place equipment), and Marketing Agreements (agreements to co-market services). These contracts give our client preferential/exclusive positioning in our marketing of wired and wireless home/ business and mobility services to residential and SMB end users.
The prospect customer base includes owners, developers and builders of multi-family and multi-tenant (MDU, MTU and master planned) housing and rental communities, ranging in size from a few dozen units per property to tens of thousands of units for an entire portfolio. These owners offer access to residential customers with a propensity to buy high value home and mobility services. Their value can be measured in terms of prospect access growth, property penetration, revenue per customer per month, and service churn.
- Work in coordination with local Account Management and Network team to secure License Agreements granting access to their property to evaluate, design and place network equipment on and potentially through the targeted properties to make service available for residents.
- Initiate face-to-face customer contact with high value owners, builders and developers of multi-dwelling units to present, propose and secure placement and or marketing rights for our client's suite of wired and wireless services in direct competition with providers.
- Develop new business via telephone and mass communication such as email to introduce wired/ wireless solutions and identify appropriate decision makers within the target markets.
- Support both in market local and out of market regional business development needs.
- Conduct a needs analysis and determine prospects pain points to determine how the wired/ wireless solutions will speak to those needs.
- Identify key buying influencers within these prospects to determine budget and timeline.
- Build and cultivate prospect relationships by initiating communications and following up to build rapport.
- Manage data for new and prospective clients in the sales database, ensuring all communications are logged, information is accurate and documents are attached.
- Prepare and analyze sales pipeline reports and dashboards and manage your sales funnel to ensure consistent ongoing achievement of unit targets.
- Establish and leverage effective customer relationships to position our client as the provider of choice for wired/wireless services by owners, builders and developers.
- Negotiate long-term deals for cooperative marketing of wired/ wireless services to renters on an exclusive basis or under an owner/ developer-paid bulk contract for sale program, creating new business and top-line revenue growth opportunities.
- Understand the competitive environment and our client's technical advantages in order to present capabilities in a consultative manner.
- Interface with local Network Engineering organizations (as applicable) positioning our Enhanced Communities Home program and leveraging the network role in identifying and pursuing new construction engineering opportunities for our client and ownership entities alike.
This is a mobile contract worker role that will have a defined sales territory and includes both work in the field at prospect/ client locations and at home for administrative activity.
You are passionate about sales, service and building lasting relationships. You take interest in learning about the multifamily market developers and owners and use your business acumen to establish credibility and deliver solutions. You're energized by the prospect of landing the next big account.
You'll need to have:
- Bachelor's degree or four or more years of work experience.
- Four or more years of relevant B2B sales experience.
- Knowledge of fiber and wireless based telecommunications.
- Reliable personal transportation with a valid driver's license.
- Willingness to travel up to 75% in local market
- Database User proficiency
- Google Suite
Even better if you have one or more of the following:
- Ability to manage funnel in a sales objective based environment.
- Strong consulting, including prospecting, sales planning and proficiency with value based selling.
- Demonstrated influence skills with internal and external key stakeholders through relationships.
- Knowledge of the multi-family environment.