DIR, MDU SALES & STRATEGY

Job Code: SCE1P

Job Title: Director, MDU Sales & Strategy 

Since 2022, Frontier has achieved exponential growth in the multifamily space. However, our recent acquisition by Verizon brings both new challenges and opportunities. We’re looking for a tenacious and driven sales leader to help us navigate the challenges and capitalize on the opportunities.

As the Director of MDU Business Development, you will be responsible for the development and execution of strategies and programs that maximize Frontier’s market share and profitability in the multifamily and planned single-family community/HOA business. 

You will lead a team of Business Development Managers dedicated to securing bulk and marketing agreement contracts within the multifamily market to expand the reach and revenue penetration of Frontier.  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 building lasting relationships with multifamily clients that improve overall client satisfaction and CLV.

Responsibilities include the following:

• Manage a high-performance business development team that consistently meets and exceeds aggressive monthly, quarterly and annual quota sales targets.


• Manage all aspects of new business development and client retention process including cold-calling, email communications, social media strategies, and face-to-face client interactions.


• Consistently deliver on all business targets and achieve all assigned monthly, quarterly and yearly quotas.


• Build and cultivate relationships with key national and regional strategic clients to drive pipeline growth for Business Development team members.


• Partner with legal support staff to oversee the negotiation process for new acquisition and renewal agreements.


• Analyze data and evaluate opportunities with the lens to maximize revenue and optimize expense. Validate attractiveness of economics.


• Maintain efficient sales role definition, territory planning, and success-based staffing model to facilitate MDU pipeline growth and increased sales velocity.


• Prepare and analyze sales report data to achieve accurate targets and forecasts, ensuring projections are in line with operational goals and overall company growth strategy. 


• Align and adjust the business development team’s objectives with overall business strategy.


• 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 that increase success in the MDU space.


• Plan, execute and participate in national, regional, and local industry events and tradeshows to showcase products and services to prospective clients.


• Partner with regional Account Management and operations teams to ensure successful client onboarding and services activation requirements are met.

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


• Retain and refresh talented employees. Lead and coach a team of sales executives, optimizing team motivation and identifying developmental opportunities.


• Proven ability to deliver expected performance results and ability to deliver on strategic growth initiatives.

Previous Experience and Educational Requirements

• 7+ years’ experience of increasing leadership responsibility in sales role; preference for roles within the telecommunications or cable industry.


• Multi-family/ MDU consultative sales experience desired.


• Must have excellent interpersonal, oral, written, communication and presentation skills.


• Strong influencing skills and sales proficiency with value-based selling.


• Ability to effectively build and deliver sales plans, dashboards, pipeline reports and manage both individual and team KPIs.


• Demonstrated ability to establish and maintain effective, collaborative working relationships with executives, department heads, mid- and lower-level management, vendors and other stakeholders


• Salesforce or equivalent CRM proficiency required


• Travel Required


• BA/BS required