VP, MDU Sales & Strategy

Company: Frontier Communication
Location: LONG BEACH
Posted on: October 3, 2021

Job Description:

This position is a direct report to the Sr. Vice President – Alternate Channel Strategy & Sales. 

The Vice President of MDU Strategy & Sales is responsible for the development and execution of strategies and programs that maximize Frontier’s market share and profitability in the multi-family MDU and planned single-family community business.

VP will lead the national Community Connections team, dedicated to the sales and service of the MDU and SFU/HOA business units.  This role partners directly with marketing, product, and sales operations teams to ensure a holistic strategy for addressing the market and end-user. This role also has responsibility for improving Frontier’s multifamily cost position and overall operating model with a laser focus on the customer.

Responsibilities include the following:

Define strategy and approach to MDU segmentation and prioritize opportunities in B2B and B2C space in partnership with marketing, engineering and operations.

• Analyze data and evaluate opportunities with the lens to maximize revenue and optimize expense. Validate attractiveness of economics.
• Develop 5-7 strategic segments and comprehensive approach to attack from developer to end-user consumer, while effectively positioning Frontier to win against the competition.
• Define an efficient staffing model to facilitate MDU penetration within Frontier managed portfolio
• Leverage consumer insights to identify business opportunities and strategies; proactively assess, clarify and validate customer needs and satisfaction by engaging with properties and developers.
• Monitor the competitive landscape and market conditions to identify opportunities, issues, and risks. Identify opportunities to proactively winback previously lost buildings.

Develop and execute an overall strategy to capture market share, grow revenues and generate profitable business within all assigned channels and across all product categories in planned community space.

• Drive market growth through portfolio and partnership expansion with full accountability to deliver consumer revenue.
• Develop and manage planning and execution of all new MDU initiatives, ensuring customer experience is optimized and key sales objectives and revenue targets are met. 
• Analyze data to design accurate targets and forecasts, ensuring projections are in line with operational goals and overall company growth strategy. 
• Negotiate profitable contracts with large REITS, developers and property managers to enable access and facilitate consumer relationships and sales.

Accountable for MDU Sales organization, spanning business development, account management, channel coverage and consumer end-user sales.

• Design an effective sales organization, including sales roles, coverage models and compensation and incentive programs. 
• Align the sales team’s objectives with overall business strategy
• Deliver against aggressive monthly, quarterly and annual sales targets. 
• Creates an environment that stimulates an enthusiastic, innovative and highly motivated organization focused on continuous improvement to support MDU sales and strategy

Required Qualifications

• Ability to think strategically and tactically while delivering results in a high-change, fast-paced work environment
• Ability to collaborate / partner with various teams across organization to drive initiatives and results
• Recruit and retain talented employees. Lead and coach a team of mid-level managers and senior leaders, motivating the team to the next level and identifying developmental opportunities.
• Proven ability to deliver expected performance results and ability to drive to the next level.

Previous Experience and Educational Requirements

• 10+ years’ experience of increasing leadership responsibility in sales, contracts or operations support role within the telecommunications industry.
• B2B and MDU sales leadership required, alternate channel experience a plus
• Must have excellent interpersonal, oral, written, communication and presentation skills.
• Ability to effectively negotiate plans with both internal and external partners
• Demonstrated ability to establish and maintain effective, collaborative working relationships with executives, department heads, mid- and lower level management, vendors and other stakeholders
• BA/BS required

Keywords: Frontier Communication, Long Beach , VP, MDU Sales & Strategy, Other , LONG BEACH, California