Founded in 1999, Line Systems, Inc. (LSI) is a full-service, integrated communications provider helping companies located in the Mid-Atlantic region expand their presence and leverage their communications technologies as a competitive advantage.

In November 2014, LSI was acquired by BCI, Block Communications Inc. and renamed Line Systems. BCI is a 112-year-old privately held diversified media holding company headquartered in Toledo, Ohio. It has primary operations in Cable Television, Newspaper publishing, High-speed Internet and Residential Telephone services.

Line Systems continues to offer a complete line of Voice, Data, and Cloud services, as well as national and international networking capabilities, to maximize productivity and efficiency and to provide protection from technology obsolescence for businesses of all types and sizes.


JOB TITLE: Senior Account Executive          
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DEPARTMENT: Sales

JOB SUMMARY
The Senior Account Executive is responsible for business development by selling a full portfolio of telecommunications products, generating new business leads and achieving predetermined monthly revenue goals.

The Senior Account Executive reports directly to the Director of Sales.

There are no direct reports to this position.

The Senior Account Executive interfaces with the following key personnel and departments and outside sources, though is not limited by this list:

  Department/Outside Sources Regarding
  Sales Administration Qualifications, Orders and contracts, Loa's, CSR's, ROI's
  Sales Engineering Coordination of customer provisioning
  Customer Service Communicate any service issues
  Billing Department Billing issues, accounting adjustments
  Provisioning Implementation of services and products

ESSENTIAL JOB FUNCTIONS:

The Senior Account Executive is accountable for:

  • Increasing the profits of Line Systems through the sale of local, facility, internet, long distance and competitive access telecommunications services;
  • Achievement of all revenue/profit quotas
  • Introduction to new and inactive partner prospects or retail targets
  • Conducting traditional cold calling campaigns and obtaining referrals
  • Create proposals and touch-point programs
  • Generating accurate and complete sales reports relevant to the needs of the Director of Sales and the EVP;
  • Cultivating new accounts targeting mid to large business with the market Line Systems serves;
  • Promoting the benefits of Line Systems products and services;
  • Maintaining accurate and timely orders, qualifications and any necessary paperwork relevant to the sales process;
  • Creating a cost comparison based on customer provided bills from alternate providers showing cost comparison between LSI and alternate providers for existing and/or proposed service offerings;
  • Creating a service analysis based on alternate provider's CSR, as well as preparing proposals and presentations;
  • Must sign company confidentiality agreement
  • Adhering to the Company's policies and procedures, including the EEO guidelines and safety at all times;
  • Performing any miscellaneous departmental duties as assigned.

JOB REQUIREMENTS

  Education and Experience

  • High School diploma/equivalent
  • 3-5 years of telecommunications experience in Mid-Atlantic Region
  • Proficient in Microsoft Office
  • Working knowledge of SalesForce
  • Value add is product knowledge orientation

o HPBX
o SIP Trunking
o MPLS
o Data Center applications
o MSP Offerings
o Traditional telephony services
o Social Media knowledge/experience

Core Competencies

  • Agile - Embraces change; adaptable and flexible; sense of urgency;
  • Innovative - Uses critical thinking; Creativity; Continuous learning; Challenges the status quo.
  • Customer Focused - Responsive to internal and external customers. Understands role and how it fits into the customer satisfaction chain; takes appropriate actions to achieve customer satisfaction. Connects with customers; builds relationships and customer confidence. Sets achievable customer expectations, assumes responsibility for solving customer problems, ensures commitments to customers are met, and solicits opinions and ideas from customers. Acts as an advocate of the company's products and services, demonstrates a sales and service mentality.
  • Collaborative - Teamwork, Proactive knowledge sharing, Constructive Conflict;
  • Accountable - See it, Own it, Solve it, Do it; Hold each other accountable

Job Specific

  • Product Knowledge - Knows and explains product features/benefits; understands/sells the full product line; understands customer's business operations and needs; understands/responds to the competition; applies market knowledge
  • Sales Skills - Develops new business; identifies and sells to customer needs; translates product features to benefits; has good listening skills; is sensitive to customers; delivers effective presentations; negotiates well; uses closing skills appropriately; develops sales skills
  • Sales Goals - Achieves business plan goals; meets new business development goals/ sells an appropriate product mix
  • Account Management - Expands sales within existing accounts; focuses on customer service; develops relationships with key decision makers; understands and responds to customer needs; tracks and monitors account activity
  • Sales Organization - Submits accurate and timely sales reports; maintains account records; uses samples/literature efficiently; maintains company equipment; uses consultants efficiently; maximizes sales promotions and incentive programs

Leadership Competencies

  • Deliver Results - Strategic planning and execution; Makes decisions in the best interest of the Company; Knows and responds to the business climate; Manages ambiguity
  • Displays Leadership - Role Model; Communicates vision; possesses Emotional Maturity; Manages Risks; Resiliency; Business Acumen

Skills

  • Prioritizes well, shows energy, reacts to opportunities, instills urgency in others, meets deadlines;
  • Maintains composure during stressful times;
  • Evidence of good organizational skills;
  • Ability to work independently, with little or no supervision;
  • Ability to meet scheduled and unscheduled deadlines;
  • Ability to bring projects/assignments to completion within required time frames;
  • Present professional appearance and demeanor through verbal and non-verbal communication
  • Demonstrates good working relationship with other Account Executives, Engineering
  • Ability to present self positively to public
  • Ability to work in a fast-paced environment driven by ambitious revenue goals
  • Aptitude to understand the complex telecommunications market and our portfolio of products
  • Ability to give clear direction/leadership to coworkers and other contacts
  • Ability to motivate others to perform

Other Requirements

  • Valid driver's license and driving record that meets company standards at all times
  • Background record that meets Company standards;
  • Reliable means of transportation at all times
  • Strictly maintains confidentiality of financial and/or other information acquired in the course of work; discloses only when authorized, unless legally obligated to do so.
  • This position requires the individual to sign a confidentiality agreement.

WORKING CONDITIONS

  • The Senior Account Executive is a full-time exempt position. The regular hours of work are 40 hours per week and overtime as needed as assigned by supervisor according to the Company's needs.
  • The Senior Account Executive will be required to drive at least a radius 2 hours from the home office.
  • The Company is a drug-free workplace. All employees are required to adhere to the Company's drug-free workplace programs and policies. Pre-employment testing is mandatory along with random testing throughout continued employment.
  • The Senior Account Executive is required to drive on the job and is subject to regular motor vehicle record checks for which authorization is required upon request.
  • The duties assigned, the hours worked, and the status of this position is subject to change as the needs of the company changes.

USE OF COMPANY RESOURCES, EQUIPMENT, AND CONFIDENTIAL INFORMATION

Company resources and information are provided to employees to facilitate work. They may not be used for purposes other than work without proper authorization. Any unauthorized use of information gained via any company resource is breach of confidentiality and is strictly prohibited. Any unauthorized use of company resources and/or breaches of confidentiality may be cause for termination of employment.

The statements herein are intended to describe the general nature and level of work being performed by employees assigned to this job. They are not intended to be construed as an exhaustive list of all responsibilities, duties, and skills required.

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Posted by Telecom Association - July 29, 2015

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