IT&E-1228 Enterprise Account Specialist

JOB DESCRIPTION

The Enterprise Account Specialist is responsible for supporting and assisting the Business Account Managers in representing IT&E to the business community. The Enterprise Account Specialist, under the guidance of the Sales Manager, will implement the department’s sales strategy by assisting the Business Account Managers within an assigned territory to maximize the company’s position as a key provider of business telecommunications products and services.

Essential Duties and Responsibilities:

The Employee will:

1. Know and uphold the established IT&E Mission, policies and procedures, Department and Division objectives, quality assurance, and safety programs and standards.
2. Work with Business Account Managers to meet and exceed monthly sales targets by acquiring and retaining the accounts of Key, Government, Federal, Military, Enterprise, and Small and Medium Businesses (SMB).
3. Generate new business in existing Account Manager territories through prospecting, cold calling networking, generating leads and referrals.
4. Identify customer needs and utilize solution-based selling techniques to fully demonstrate the value of IT&E products and services.
5. Customer Retention: Provide follow-up training for new customers, handle equipment issues, perform rate plan analysis, explain billing, and interact with the Support Team on customer service issues. Maintain and grow existing customer base and manage churn.
6. Documentation and Reporting: Fully utilize sales activity and pipeline reports. Assist Business Account Manager Team in completion of contracts and report generation, including tracking and forecasting reports.
7. Continuously update knowledge of wireless products, services, industry trends, and the competitive dynamics of the marketplace. Participate in training opportunities on products/services and attend sales meetings. Represent the company at trade association meetings to promote IT&E and increase its presence in the community.
8. Prepare or amend sales proposal and quotation under the direction of the Business Account Manager. 
9. Initiate the processing of the service agreements and monitor its progress until installation is completed.
10. Receive service and trouble calls from business account clients and coordinate with the department’s support staff to ensure timely and appropriate resolution of trouble calls. 
11. Create marketing concepts to “upgrade” customers’ advertising and improve the aesthetics of their ads; sell all products with an emphasis on “display ads”/greatest presence in the directory.
12. Maintain accounts receivable in compliance with company policy; input billing/invoices for all clients; maintain employee files; organize and file contracts and ad proofs for each client.
13. Complete paperwork on a timely basis, submitting copy sheets, final proofs, daily call sheets, sales reports, contracts, payments, and commission reports by established due dates.
14. Ensure accuracy of all final proofs, by being on time and ready when the “final pour” of the book is being accomplished.
15. Deliver books to clients in territory upon completion and release.
16. Provide input to departmental sales reports to show sales volume and product sales statistics.
17. Participate in in-service training, cross-training, and other programs, and strategies to improve sales skills and productivity and to enhance personal advancement potential.
18. Perform other related duties or tasks as assigned or required.

Minimum Qualification Requirements:

• Education: Associates degree from an accredited college in marketing, advertising, business management or related field or equivalent. 
• Work Experience: Two years professional-level sales experience, preferably in the telecommunications industry.

Licensure/Certification/Professional Association:

• Valid Guam Driver’s License.
• Ability to pass necessary government security access checks. 

Knowledge, Skills and Abilities:

• Knowledge of:
  • Sales and motivation techniques.
  • Self-motivational theories and practices, especially sales motivation.
  • Principles and concepts of team work.
• Skills in: 
  • Managing human and material resources.
  • Researching and analyzing market and sales trends. 
  • Preparing written reports, statistics and analyses.
  • Public speaking and marketing/sales presentation.
  • Use of personal computer hardware and Microsoft software program.
• Ability to:
  • Communicate clearly, concisely, and accurately with all levels of staff and customers, both verbally and in writing.
  • Understand and explain to customers the details of telecommunications equipment, business systems, networks, and processes.
  • Make logical and sound decisions in the resolution of difficult and complex sales situations.
  • Work in a team environment and maintain high personal morale and motivation.
  • Analyze, understand and interpret work situations, technical documents, reports and results.
  • Perform in a self-directed, hard-working, creative and forward-thinking manner.

PHYSICAL DEMANDS:

The physical demands described here are representative of those that must be met by an employee to perform the essential functions of this job successfully. The physical activity of this position includes climbing, balancing, stooping, kneeling, crouching, crawling, reaching, standing, walking, pushing, pulling, lifting, fingering, grasping, feeling, talking hearing and repetitive motions. 

The physical requirements of this position involve light work Exerting up to 20 pounds of force occasionally, and/or up to 10 pounds of force frequently, and/or a negligible amount of force constantly to move objects. If the use of arm and/or leg controls requires exertion of forces greater than that for. Sedentary Work and the worker sit most of the time, the job is rated for Light Work. 

For visual acuity requirements including preparing and analyzing data and figures; transcribing; viewing a computer terminal; extensive reading; visual inspection involving small defects, small parts, and/or operation of machines (including inspection) using measurement devices; and/or assembly or fabrication of parts at distances close to the eyes.

The worker is subject to inside environmental conditions. Protection from weather conditions but not necessarily from temperature changes.  Both environmental conditions: Activities occur inside and outside. 

OTHER DUTIES:

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice. 

Important Information about COVID-19 Vaccination

Our Company has a mandatory vaccination policy in place. If you receive an offer of employment from our Company, you will need to provide proof that you are or will be fully vaccinated by January 4th, 2022 (fully vaccinated status means you have received two doses of a two-dose series, or one dose of a single dose series, and it has been two weeks since your last dose). Our Company provides reasonable accommodation for approved medical or religious exemptions. If you feel that you have a qualified medical or religious exemption to this policy, you must speak with HR to begin the interactive process. Noncompliance with our mandatory vaccination policy will result in disciplinary action, up to and including termination or revocation of the offer of employment.

As an Equal Opportunity/Affirmative Action Employer, we afford equal opportunity to all applicants and employees for hire and promotion without regard to race, color, national origin, gender, age, marital status, religion, veteran status, gender identity, sexual orientation, pregnancy or disability or genetic information.

 IT&E is a Drug Free Workplace