Regional Sales Effectiveness Executive - Frontier Communications

Regional Sales Effectiveness Executive

At Frontier, seeing what's beyond the horizon is in our fiber. And we’ve been doing just that for over 80 years – connecting communities with emerging communications technology across the country. At Frontier, we’re transforming our business to break new ground and taking the digital revolution across the nation. We’ve invested over $1.6B to roll out fiber-fast internet to 10m+ homes by 2025. We’re growing our team so you can join us in exploring and opening new frontiers. Here, you’ll have the opportunity to build a powerful foundation for America’s future and yours.

What we’re seeking:

The Regional Sales Effectiveness Executive will be instrumental in driving sales performance through the implementation and enhancement of sales methodologies and practices. This leader has a deep understanding of sales methodology, strong field ride skills, extensive sales experience, and proficiency in managing an advanced technology portfolio. This position will involve training, coaching, and instructing enterprise-level account executives in sales methodology. Additionally, it will encompass leadership development for Sales Leadership, providing guidance to sales managers on best practices in optimizing sales processes and maximizing sales effectiveness. Responsible for deploying programs and initiatives, this individual will ensure that customer-facing teams execute their roles effectively, particularly in driving sales and revenue performance. Reporting to the Senior Director of Sales Enablement, the Regional Sales Effectiveness Executive will collaborate closely with Enterprise Sales Team executives and management. Moreover, they will work alongside the Sales Operations and Commercial Product Marketing team to ensure consistent delivery of sales enablement best practices. In this hybrid role, you will have a defined work location HUB which includes work from home and assigned days in the office set by your manager. The HUB for this role will either be Dallas, TX. 

What we need in you:

To excel as a sales effectiveness coach, you need strong communication skills, a deep understanding of sales methodologies, and patience to guide individuals through improvement. Analytical thinking is crucial for diagnosing performance gaps, while adaptability ensures relevance in a dynamic sales environment. A genuine desire to help others succeed rounds out the qualities essential for effective coaching.

What you’ll do:

• Oversee end-to-end performance: This role is tasked with overseeing the comprehensive development of account executives and Sales Leaders through their entire talent lifecycle, which includes FAST-RAMP onboarding to advance Way2Sell methodology. This involves delivering sales tools and leading roleplaying/coaching aimed at enhancing effectiveness. They are actively involved in the design of these initiatives, ensuring their successful delivery to account executives and sales leaders. The Regional Sales Effectiveness Executive evaluates what strategies yield positive results and what does not, with the aim of continuously refining and optimizing existing approaches
• Alignment facilitation: This Leader functions as the bridge between sales, product and marketing. The Regional Sales Effectiveness Executive will gather insights and work with various teams to enhance sales processes, aligning them with company objectives. Establish cross-team collaboration, ensuring feedback loops among all customer-facing teams, not just marketing and account executives. Additionally, collaborate on special incentives, promotions, and SPIFF campaigns to boost sales performance
• Evaluation of metrics and impact: Responsible for monitoring key sales metrics essential for the growth and success of account executives. By demonstrating the business impact of their efforts can gain stakeholder support for future projects and build trust with revenue-facing teams
• Sales Process: Responsible for developing and delivering sales processes and procedures. Offers significant input to learning plans for strategic solutions and products, working closely with Sales Operations and Commercial Product Marketing team

Skills:

Hard Skills

• Strong understanding of the buyer's journey: Familiar with how the buyer's journey shifts based on the organizations decision-making process. They prepare account executives for these shifts by equipping them with the tools, knowledge, and content (Way2Sell Methodology) to effectively guide customers through each stage of their journey
• Written communication and presentation skills. Excellent content management, content creation, content development skills (PPT, Word, Excel)
• Data-driven. Ability to think analyze data and make reasonable conclusions and recommendations
• Project Management. This leader excels at planning initiatives with the resources available. They use their organizational skills to manage multiple tasks, foresee challenges and meet deadlines

Soft Skills

• Exceptional (and executive) communication. Possess acute skills as a listener, speaker, writer, and presenter. The underlying ability for a manager to possess all or most of these is invaluable for cross-functional collaboration, trust-building, and behavior change
• Agile innovator. Must understand emergent trends, theories, and tools, as well as open to modifying their approaches based on the ever-changing sales enablement landscape
• Collaborative approach. Proficient in identifying and working with the internal stakeholders that are necessary for the success of certain initiatives
• An understanding of strategies for business growth, as well as standard KPIs
• Time management. Ensuring timely execution of projects is critical to manager success, and the ability to streamline processes and existing operations that can maximize resource utilization

What we offer:

Nothing is more important to our success than the team that built it. That’s why we provide benefits to keep you and your family well. Some of which we’re most proud to offer includes:

• Salary Range:  $73,000 to $145,000
• 20 PTO (Paid Time Off) days + 10 paid holidays per year
• Day one medical, dental, vision and prescription drug plan
• 401k match of 50% on 6% of eligible compensation
• Same-sex spouse and domestic partner benefits coverage
• 10 weeks of paid parental leave, 3 weeks of paid caregiver leave and up to $10k in adoption program assistance

What background you should have:

• Bachelor's degree preferred, or equivalent experience in Business Administration, Sales, Marketing, or a related field
• Minimum of 5 years of experience in enterprise-level sales, as an individual contributor, preferably in the telecommunications industry
• Proven track record of success in selling advanced technology solutions and managing complex sales cycles
• Deep understanding of various sales methodologies and techniques, with the ability to effectively teach and train others
• Measurable experience with having a positive impact on business outcomes, such as win rate, quota attainment, length of sales cycle
• Excellent communication, written and presentation and interpersonal skills. (PPT)
• Strong analytical skills with the ability to leverage data to drive decision-making and measure performance
• Proficiency in Salesforce CRM or similar sales enablement tools
• Demonstrated ability to coach and develop sales professionals at all levels
• Flexible and adaptable, with the ability to thrive in a fast-paced and dynamic environment
• Able to work independently with little input as well as contribute as a team member to ensure successful results
• Able to travel 10% of the time

Frontier salaries are estimated by third parties and may or may not reflect actual or total compensation. Please confirm with your recruiter.

In our line of work, where making connections is paramount, fostering a culture of inclusion is fundamental to our values. We firmly believe in leveraging the strength of diversity to drive digital connectivity forward. If your background brings a unique perspective and value different from what we've outlined, we encourage you to apply and join us in our mission to #BuildGigabitAmerica.

Frontier Communications is an Affirmative Action and Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against based on disability.

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