Account Executive

Posted: 07/27/2025

CUSTOMER SERVICE EXCELLENCE:  In keeping with our mission of customer satisfaction, all jobs carry with them an overriding responsibility to provide extraordinary customer service.  A commitment to excellence is expected of all employees as they perform their tasks while supporting our core values of accountability, authenticity, community, integrity, quality, service, and teamwork.  

 

GENERAL SUMMARY:  Targets mid to large Enterprise customers using C-level sales experience. Performs all activities for the sale of network voice and data services including Managed ethernet, internet, traditional voice and Sip. Displays knowledge of all of these product areas. Builds, maintains, and coordinates Great Plains Communications’ relationship with prospects and customers.  Maintains a database of targeted customers and their needs and time frames for potential new business opportunities.  Serves as liaison between customer and Great Plains Engineering for all technical resources needed to assess customer requirements and design network solutions for particular customer needs.  Meets or exceeds assigned monthly quota and works toward established sales goals and sales objectives. Cold calls prospects, arranges meetings, prepares and delivers customer presentations both face-to-face and over the phone, writes proposals, submits quotes, and negotiates contracts with customers and partners.  Works closely with the Manager to determine, develop, and grow this sales channel by targeting specific customers. Organize sales and marketing efforts to find new business.  Maintains a detailed knowledge of GPC’s fiber network to be effective in answering business customers’ questions and selling GPC services.  Works with Project Management to ensure that post-sale implementation occurs effectively, and that the customer is satisfied in all respects at all times with the services purchased. Works with Teledata to give leads for business systems when appropriate.  Develops a sales forecast and the expense budget necessary to support the sales efforts.  Provides reporting and information on a regular basis.  

 

SPECIFIC JOB DUTIES:

 

  1. Performs all activities for the sale of network services (i) to mid to large enterprises such as corporate or institutional prospects and customers, and (ii) to develop partnerships, where the sale would result in utilizing GPC’s network in whole or in part.

 

Standards

 

  • Sets objectives and develops sales strategies to maximize sales revenues, including market and target prospect prioritization.
  • Develops and maintains professional business relationships with government, business, and community anchor institutions for identifying and capitalizing on new business opportunities as well as retaining customers.
  • Conducts internal sales meetings, develops programs to meet goals and evaluates results.
  • Designs, creates and presents proposals.  Closes sales resulting in profitable network revenues for GPC.
  • Makes field visits to obtain feedback/ideas from current or prospective customers.
  • Monitors the market to understand the competitive landscape and utilizes the information in developing sales and network strategies.
  • Coordinates with the OSP engineering, COE Engineering and IP Engineering to create and implement network strategies resulting in capabilities that support the current and anticipated opportunities in the marketplace.
  • Leverages existing relationships with other network providers and coordinates, when feasible, with carrier partners to leverage the assets of both organizations.
  • Participates in forums, committees and organizations that will help identify business opportunities and identify/forecast opportunities.
  • Conducts research and makes recommendations with respect to new or evolving services and technologies attractive to customers.  
  • Works with Marketing in the preparation of materials needed.
  • Works with Marketing to ensure promotions are planned and carried out in a successful manner.
  • Works with the Head of Enterprise sales, Pricing Team, and Accounting Department to set appropriate pricing and develop financial models based on market conditions, cap ex and op ex costs, and ROI targets.

 

  1. Serves as a strategic sales resource and technical resource to assess customer requirements and work with GPC network and outside plant engineering to design network solutions and cost structures for particular customer opportunities. Works with GPC Accounting Department to determine required product pricing for all opportunities. Develops appropriate materials and selects meeting attendees for customer presentations.

 

Standards

 

  • Maintains a comprehensive knowledge of Ethernet services and the fundamentals of IP networks.
  • Communicates effectively on technical matters at all levels with GPC personnel and with current or prospective customers and partners.
  • Develops relationships with other carriers and can design network solutions for customers using GPC’s network in combination with other network providers.
  • Performs customer site surveys.
  • Coordinates with the Network Engineering on network matters.
  • Coordinates with OSP when solutions require outside plant construction. 
  • Works cooperatively with other GPC personnel to coordinate installations and to ensure that all sales commitments have been met and that the customer is satisfied.

 

  1. Negotiates contracts with customers and partners. 

 

Standards

 

  • Develops a working understanding of state and local government purchasing processes and bidding guidelines.
  • Identifies and responds to request for proposals.  Coordinates and prepares customer proposals that are responsive to requests for proposals or bidding guidelines.

 

 

 

4.    Works with Project Management and Billing to ensure that post-sale implementation occurs effectively, and that the customer is satisfied in all respects at all times with the services purchased.

 

    Standards

 

  • Coordinates with internal departments to respond in a timely manner to customer needs.
  • Follows up on sales to ensure customer implementation such as installation, provisioning, and billing, are timely and accurate.
  • Provides customer feedback to internal departments.
  • Positively influences GPC’s reputation through exceptional customer service.

 

  1. Develops a sales forecast and the expense budget necessary to support the sales efforts.

 

Standards

 

  • Prepares sales forecasts, plans, and budgets for account management and inclusion in the company’s annual planning process.
  • Meets or exceeds the sales forecast.
  • Ensures budgeted costs are not exceeded unless approved in advance by your supervisor.
  • Ensures that standard accounting practices are followed for budget review.

 

 

6.    Provides reporting and information on a regular basis.

 

Standards

 

  • Utilizes GPC’s systems, including Salesforce, to develop a database of targeted business customers with their needs and timeframes identified and captures all relevant information to determine the desirability of the prospects. 
  • Provides a monthly pipeline report from Salesforce of outstanding proposals and forecasted sales each month.
  • Provides monthly report data including number of business customers served, quantities of business accounts according to size, services used, and other important information as requested such as contract expirations.
  • Responsible for the profit and loss of this business segment.
  • Monitors and reports on competition.
  • Shares information as appropriate to keep other internal departments informed.

 

  1. Presents a courteous, well-groomed and professional image to customers, managers, co-workers and others in work-related situations.

 

Standard

 

  • Interacts and communicates effectively with co-workers, partners, customers, and others.

 

 

 

  1. Follows all company and safety policies outlined in the GPC Employee Handbook and Policy Manual and GPC Accident Prevention Manual.

 

Standards

 

  • Follows all company policies and procedures outlined in the GPC Employee Handbook and Policy Manual.
  • Ensures all reports (time sheets, expenses, etc.) are approved and forwarded to Manager/Supervisor as scheduled.
  • Follows all Safety Policies and Procedures outlined in the GPC Accident Prevention Manual.
  • Performs self-inspections of the workplace and work habits daily.
  • Reports unsafe or hazardous working conditions.
  • Wears personal protective equipment as required.

 

  1. Performs other special projects and duties as requested.
  2. EDUCATION DESIRED

    4-Year College Degree or equivalent work experience

     

    EXPERIENCE DESIRED

    3-5 year’s sales experience in telecommunications or a related technical field

     

    KNOWLEDGE, SKILLS, AND ABILITIES

     

    High level of energy and enthusiasm

    Sales skills

    Negotiation skills

    Knowledge of Great Plains Communications services

    Telecommunications and knowledge of high capacity network solutions such as Ethernet

    Strong ability to think strategically and develop action plans

    Strong time management skills

    Desire to devote necessary time and effort to achieve goals

    Working knowledge of Salesforce

    Excellent communications skills - written and verbal, including public speaking

    Self starter 

    Proven desire and skill in dealing with business accounts

    Knowledge of accounting principles

    Computer skills  

    Attention to detail

    Organizational skills

    Customer relations skills - patience & experience in dealing with public

    Public relations skills

    Demonstrated ability to meet deadlines

     

    ESSENTIAL JOB FUNCTIONS

     

    Ability to communicate with customers, employees and partners, written & verbal, daily

    Ability to organize time to meet deadlines daily

    Ability to remain calm with customers

    Ability to operate computer daily

    Ability to travel extensively and as needed to ensure sales success and customer satisfaction

    Ability to organize time and projects

    Ability to observe and keep deadlines 

    Ability to negotiate business terms with customers and partners daily

    Ability to maintain regular and punctual attendance

     

    COMMENTS

    The statements herein are intended to describe the general nature and level of work being performed by employees assigned to this classification.  They are not intended to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified.

    5-2-2019