Account Manager

GCI's Account Manager will develop and maintain long-term relationships with key decision makers within strategic accounts. Understand business applications and the needs of customers. Employ technology applications and services to achieve revenue, margin growth, and customer retention in an assigned territory of prospective and/or current customers within a market and/or product grouping. ESSENTIAL DUTIES AND RESPONSIBILITIES AT ALL LEVELS: Focus Areas (see addendum for additional details): To be used at beginning for posting process GCI Commercial – Sales Force USAC Regulated Accounts Outside field sales calls and account reviews with current and prospective customers. Negotiate and maintain contracts for services within a geographic territory. Identify appropriate products and services to meet customer needs, developing customer proposals, closing, and ensuring sales are properly executed. Preparation of prospective customers to include developing and implementing a personal sales plan to meet or exceed department goals. Business development/relationship with key customers. Develop an intimate familiarity with customer’s core business and their market growth opportunities. Maintain detailed knowledge of industry trends and issues of importance to assigned customers and industry segments. Continually develop and maintain relevant product knowledge. Operation activities, trouble shooting, and attend department meetings. Report results of sales and retention efforts to management. 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 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. 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. RELIABILITY - Consistently follows through on assigned tasks as expected; demonstrates timely attendance at meetings, training, and other work obligations. 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. 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. Level Definition Position Title: Account Manager Grade: C02 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. * Minimum of four (4) years of progressively responsible sales experience, to include a minimum of three (3) years of experience developing proposals and three (3) years of experience in a customer service sales related industry consistently meeting or exceeding sales quota. * Preferred: 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. Virtual workers must comply with remote work policies and agreements. 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. Required Training for Job Role: Antenna Training: No Lifeline Training: No 911 Training: No FAR Training: No FCC396: No E-Rate & RHC Training: No Consumer/ Yes Business SOC: 132099 WC: 8901 ADDENDUMS: Focus Area: GCI Commercial – Sales Force Additional Job Requirements: Work with established GCI customers to keep and grow business by helping solve issues suite of products and custom solutions. Work with solutions engineers to design solutions to meet unique customer requirements. Act as a point of contact for a set of named accounts. Act as a client advocate with a focus on making GCI the best source. Build long-lasting, mutually beneficial relationships with contacts, always striving to find the products which best fit the individual needs of the client. Aid internal departments by collecting information, such as customer requirements for new product development, participating in events on behalf of GCI, and identifying industry trends. Additional Competencies: Demonstrated ability to build relationships with clients based on trust and respect. Ability to collaborate with internal departments to facilitate operational excellence. Ability to keep accurate records pertaining to inventory and account notes in CRM Salesforce. Ability to maintain updated knowledge of company products and services, identify industry trends, and stay up to date with customer verticals. Must be technically competent and sales inclined. Must be proactive and passionate about providing customer solutions and satisfying clients. Ability and desire to work in a fast-paced challenging environment. Understanding of industry behaviors and industry trends. Extensive, accurate product knowledge. Additional Minimum Qualifications: Required: Minimum of three (3) years’ experience in B2B related industry consistently meeting or exceeding goals. Focus Area: USAC (Universal Service Administration Company) Additional Minimum Qualifications: Required: Experience in telecommunications, IT Solutions, or media sales including experience with telecommunications or media related products including voice, wireless, cable, advertising and/or data. Experience selling to state and local government entities. Experience with and understanding of USAC funding rules and regulations. Experience with developing and producing a variety of complex written and verbal customer proposals, responding to bids, and creating account strategies. Preferred: Experience in the Government sector. Additional Physical Requirements and Working Conditions: Position requires travel at least one week out of each month, including travel within Alaska and to and from the Lower 48 states. Focus Area: Regulated Accounts Additional Minimum Qualifications: Required: Experience in telecommunications sales of products including voice, wireless, cable, and/or data. Experience selling into regulated government accounts at the state, local, and federal level. Experience with and understanding of USAC funding rules and regulations. Experience with developing and producing a variety of written and verbal customer proposals, responding to bids and creating account strategies. Preferred: Experience in the Government sector. Additional Physical Requirements and Working Conditions: Position requires regular travel within Alaska and to and from the Lower 48 states.