Director, Alternate Channels

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Company: Frontier Communications
Location: Long Beach, CA

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Director, Alternate Channel Sales

Frontier® Communications provides communications services to urban, suburban, and rural communities in 29 states. Frontier offers a variety of services to residential customers over its FiOS® and Vantage™ fiber-optic and copper networks, including video, high-speed internet, advanced voice, and Frontier Secure® digital protection solutions. Frontier Business™ offers communications solutions to small, medium, and enterprise businesses.


Overview:

Responsible for Alternate Channel Sales, including but not limited to:

– Growing the revenue base of Frontier’s Commercial alternate channel parnters

– Development of Commercial Alternate Channel strategies

– Identification of new Alternate Channel sales and provisioning partners (contract negotiations)

– Managing the various Commercial Channel partners revenue stream

– Supporting the needs of the parnter, expanding sales within key partner accounts

– Leveraging and developing consistent national channel processes as required


Summary of Position:

Develop sales, revenue, strategies, policies, plans and partnerships that drive Commercial sales and revenue. This position is directly responsible for driving growth in this area of the business & key master agent accounts..


Responsibilities:

  • Grow revenue with key master agent accounts
  • Develop and execute Commercial alternate channel strategies to drive revenue for:

– Master Agents

– Value Added Resellers

– Commercial Referral Partners

  • Direct all projects within timelines (inception to completion)
  • Manage and leverage organizational support to fulfill Alternate Channel support and sales needs
  • Create Alternate Channel programs and processes that creatively support the overall market share and financial goals.
  • Coordinate with Frontier Legal and negotiate Third-Party Retail Agent agreements and compensation schedules.
  • Coordinate with Marketing teams to ensure all national 3rd party channels align with their strategies
  • Manage to an annual budget
  • Manage Integration, Fulfillment and Commission support for Commercial Alternate Channel Sales, Order Processes, Third Party Vendors and Fulfillment Partners
  • Lead Regional Alternate Channel Support personnel or assigned roles on Regional Execution Objectives and Plans


Job Requirements:

  • Extensive agent sales experience (minimum of 10 years) with at least 5 years in a management role in the Telecommunications industry or a high-tech industry preferred

    • Excellent communication skills – strong written (including editing) and verbal communication skills
    • Ability to perform as a strategic thinker as well as a tactical performer
  • Previous experience leading diverse team of individuals and creating an environment that encourages creativity and excitement while producing consistently strong results
  • Must have success in leading a team or teams towards common goals that result in revenue generation

    • Bachelor of Science degree in marketing or business required; MBA preferred.
  • Ability to travel as needed…heavy travel required (50%+) for recruiting, training, partner meetings, events, relationship development and driving sales.