The posting
Job Description
PURPOSE OF POSITION:
Responsible for developing and maintaining long-term relationships with key decision-makers within strategic accounts. Role is designed to drive revenue and margin growth, improve customer retention, and align business solutions with the unique needs of customers. Leveraging technology, industry knowledge, and strong sales strategies will serve as the primary point of contact for both prospective and current customers within an assigned territory or market segment.
ESSENTIAL DUTIES AND RESPONSIBILITIES AT ALL LEVELS:
45%
Sales & Business Development:
- Employ technology applications, services, and product offerings to achieve revenue, margin growth, and customer retention in assigned territory.
- Develop a strategic sales plan to meet or exceed department goals and performance targets.
- Conduct regular outside field sales calls and account reviews with current and prospective customers to assess their needs and present tailored solutions.
- Identify potential new customers, understand their business requirements, and develop proposals and solutions that address their needs.
- Negotiate and finalize contracts for services within a defined named account and geographic territory.
30%
Relationship Management:
- Develop and maintain long-term, trusted relationships with key decision-makers and influencers within strategic accounts.
- Understand customer business applications, their objectives, and challenges to provide solutions that meet their needs.
- Serve as a consultative partner by identifying opportunities for growth and aligning appropriate solutions to help customers achieve their goals.
10%
Product & Market Expertise:
- Develop a comprehensive understanding of the customer’s core business, industry dynamics, and growth opportunities.
- Maintain knowledge of industry trends, issues, and relevant product developments to ensure you provide the most up-to-date solutions.
- Continuously develop and maintain an in-depth understanding of the company’s products, services, and offerings to match customer needs.
10%
Sales Execution & Support:
- Manage the post-sale process to ensure customer satisfaction, product delivery, and support needs are met.
- Monitor account health, customer satisfaction, and the effectiveness of solutions provided, identifying opportunities for improvement or expansion.
5%
Reporting & Analysis:
- Regularly report on sales results, customer retention efforts, and other key performance metrics to management.
- Track and analyze sales performance against set targets and adjust strategies as necessary to achieve desired outcomes.
- Participate in department meetings to provide insights on customer needs, sales opportunities, and industry trends.
COMPETENCIES:
- ACCOUNTABILITY- Takes ownership for actions, decisions, and results; openly accepts feedback and demonstrates a willingness to improve. Goal oriented, persuasive, motivated self-starter, professional in habits and appearance, capable of successfully performing job duties with minimal supervision.
- BASIC PRINCIPLES - Interacts with people in a way that builds mutual trust, confidence, and respect; adheres to GCI’s Code of Conduct for Employees – the Basic Principles.
- COLLABORATION - Works effectively with others to accomplish common goals and objectives; maintains positive relationships even under difficult circumstances. Ability to interact on a strategic level with peers, senior management, interdisciplinary teams, current, new and/or upset customers, vendors, and employees. Ability to build and maintain relationships with senior decision-makers. Ability to build rapport and collaborate with others within the company and externally.
- COMMUNICATION- Conveys thoughts and expresses ideas appropriately and professionally. Strong verbal, written communication, and excellent active listening skills. Excellent communication, negotiation, and presentation skills. Demonstrated ability in developing and producing complex written and verbal customer proposals.
- COMPLIANCE - Follows internal controls; protects confidential information; abides by GCI’s Code of Business Conduct & Ethics.
- CUSTOMER FOCUS - Demonstrates commitment to service excellence; gives high priority to customer satisfaction. Proactively assesses, clarifies, and validates customer needs on an ongoing basis. Ability to adapt to and understand industry trends and customer needs.
- RELIABILITY - Consistently follows through on assigned tasks as expected; demonstrates timely attendance at meetings, training, and other work obligations. Ability to work independently and as part of a team.
- RESULTS - Uses a combination of job knowledge, initiative, sound decision making, innovation, adaptability, and problem solving. Demonstrated ability to meet or exceed established targets, measurable performance goals, and sales quotas on a consistent basis. Knowledge of and successful utilization of documented sales processes. Strong record keeping and organization skills. Exceptional adaptability and problem-solving skills. Resourceful, analytical, adaptable, and organized with the ability to build rapport with clients. Maintains a general knowledge of all relative products and services offered by GCI. Proven experience in sales, account management, or business development within a consumer-facing industry. Strong understanding of business applications and customer needs analysis.
- SAFETY & SECURITY - Supports a safe work environment by following all workplace safety rules and guidelines; complies with applicable Security policies and procedures.
- Proficient computer skills and MS Office knowledge (e.g., Outlook, Teams, Word, Excel) to complete job duties effectively. Proficient in CRM systems and other sales technology tools.
Account Manager
Additional Job Requirements:
Responsible for cultivating and managing long-term relationships with key decision-makers within strategic accounts. Serves as the primary point of contact, ensuring client satisfaction while identifying opportunities to drive mutual growth and success. Requires a proactive, results-driven approach to building trust, understanding client needs, and aligning solutions to meet their business objectives.
- Identify and capitalize on opportunities for upselling and cross-selling to drive additional revenue within existing accounts.
- Gain a deep understanding of clients' business objectives, challenges, and needs to offer relevant, value-driven solutions.
- Monitor account health by tracking key performance indicators and promptly addressing any issues or concerns.
- Prepare and present reports to management, reflecting sales activity, progress, and outcomes, while forecasting future results.
Minimum Qualifications:
Required: *A combination of relevant work experience and/or education sufficient to perform the duties of the job may substitute to meet the total years required on a year-for-year basis
- High School diploma or equivalent.
- Bachelor’s degree in Marketing, Business, Economics or similar emphasis. *
- A minimum of four (4) years of progressively responsible sales experience, including*: At least three (3) years of experience in a customer-facing sales or service-oriented industry, consistently achieving or surpassing sales quotas and performance targets.
Preferred:
- Three (3) years of direct experience in developing and presenting customer proposals.
- Telecommunication Sales experience.
- Relevant telecom industry or job specific certifications.
Required at ALL Levels
DRIVING REQUIREMENTS:
- This position requires driving a company-owned vehicle, company provided vehicle, or a personal vehicle on behalf of the company. Must possess and maintain a valid driver’s license, proof of insurance, a satisfactory driving record, and successfully complete Defensive Driving course.
PHYSICAL REQUIREMENTS and WORKING CONDITIONS:
- Must be able to travel and meet with customers at their locations throughout assigned territory.
- Work is primarily sedentary, requiring daily routine computer usage and heavy telephone usage/virtual interaction (i.e., Teams) with customers, vendors, and other employees.
- Ability to work shifts as assigned, work in standard office/home office setting, and operate standard office equipment.
- Ability to accurately communicate information and ideas to others effectively.
- Physical agility and effort sufficient to perform job duties safely and effectively.
- Ability to make valid judgments and decisions.
- Must be willing and able to work a flexible schedule, including additional time on weekends, holidays, before or after normal work hours to meet goals and deadlines.
- Must work well in a team environment and be able to work with a diverse group of people and customers.
- This position requires regular travel within the assigned territory for field sales calls and account management.
- Must be adaptable to working and managing accounts independently while collaborating with internal teams.
The company and its subsidiaries operate in a 24/7 environment providing critical services to Alaskans and may need to respond to public health and safety matters or other business emergencies. Due to business needs employees may be contacted outside of the core business hours to respond to an immediate emergency. As such, you will be requested to provide emergency after hours contact numbers, to include your home and cell phone numbers if you have those services.
Diversity, Equity, and Inclusion: At GCI, we foster a culture of inclusivity by nurturing an environment where the varied perspectives of our employees, customers, and fellow Alaskans are celebrated. We add value to our community as we grow and empower a diverse workforce that provides equitable opportunity for every Trailblazer.
EEO: GCI is an equal opportunity employer. Qualified applicants are considered for employment without regard to race, color, religion, national origin, age, sex, sexual orientation, gender identity, marital status, mental or physical disability, veteran status, or any other status or classification protected under applicable state or federal law.
DISCLAIMER: The above information in this description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job.
All employees of GCI work in support of the GCI Mission Statement and Declaration of Principles which are located on the GCI Career page and Employee portal.
