Account Manager - MDU Sales

At TDS Telecom, connecting people is at the heart of everything we do. We are forward thinkers who leverage cutting-edge fiber internet technology to strengthen communities. We are dedicated to excellence, which drives us to succeed together, creating a better world through meaningful connections. Ready to make an impact?

The Account Manager - MDU Sales role will lead a national portfolio of Multi-Dwelling Unit (MDU) accounts while driving the company's market position and revenue growth. This is a strategic Business-to-Business sales role focused on developing and strengthening relationships with existing customers, expanding product and service penetration, and renewing agreements with customers who own, operate, manage, or develop MDU properties, including apartments, condominiums, HOAs, and other multi-family developments.

The successful candidate will manage an established customer base while identifying opportunities to increase MDU product penetration, sell new services, negotiate contracts, and renew bulk service agreements. Customers may include developers, builders, property owners, property management firms, and other organizations that directly influence or control MDU properties.

Manage and grow a national portfolio of MDU accounts, building trusted, long-term relationships with key customer stakeholders.
• Achieve sales, revenue, upsell, and renewal targets through strategic account management and consultative selling.
• Identify opportunities to increase product and service penetration across existing properties and developments.
• Lead contract negotiations and renewals for bulk agreements, exclusive marketing agreements, and Always On Broadband solutions.
• Develop and execute account strategies designed to maximize property penetration, customer retention, and revenue growth.
• Proactively identify and sell new products and services that address customer needs and business objectives.
• Serve as the primary point of contact for customers, setting clear expectations around needs, timelines, deliverables, and next steps throughout the sales process.
• Develop a thorough understanding of TDS products, services, and network delivery options to effectively position solutions for MDU customers.
• Maintain current knowledge of processes, procedures, systems, and business practices that impact the MDU customer experience.
• Analyze property-level penetration rates and develop strategies to improve adoption and overall account performance.
• Take ownership of property and project issues, coordinating with cross-functional internal teams to drive timely and effective resolution.
• Collaborate with internal stakeholders across sales, operations, engineering, service delivery, marketing, and other functions to ensure customer commitments are met.
• Monitor market trends, customer needs, competitive activity, and opportunities to strengthen TDS's position within the MDU market.
• Maintain accurate customer, opportunity, contract, and sales information within applicable systems.

Location & Shift: This position will work a hybrid schedule, 3 days per week, in one of the Montana offices to include Butte, Great Falls, Missoula or Helena.

• Develops and implements sales presentations, proposals, and contracts to key decision contacts of MDU's for the purpose of securing and managing long term agreements for MDU solutions. Manage a book of business of MDU properties; Increase internet and video penetration in MDU properties and negotiate high volume competitive MDU service agreements based on strategic, financial, legal, and operational criteria. Actively manage the customer experience (includes upselling, moves, adds, changes, renewals, and de-bulking) and ensure we retain properties, grow channel, and mitigate bulk/customer churn.
• Interfaces regularly with high level clientele, including but not limited to: C-Suite Executives, Property Owners, Coop/Condo Board Members, lawyers, Building Managers, Developers, etc. Manage existing MDU account with a focus on market share growth by building relationships through a combination of telephone and in-person site visits.
• Develop a tactical sales plan for the customer growth and retention to meet or exceed the monthly, quarterly, and annual sales and revenue growth goals. Analyze penetration rates and craft / implement a personal action plan. Maintain accurate and timely activity tracking, customer status and forecasts utilizing the CRM system for all new prospects and existing customer sales. Report activity and monitor progress on a weekly, monthly, quarterly, and annual basis.
• Lead cross-functional teams to ensure every customer touchpoint achieves its intended purpose on behalf of the customer and meets targeted KPIs with quarterly presentations to leadership as it relates to exclusive and non-exclusive programs with strategic initiatives - past and future - to drive pentation rates within the MDU customer segment. Collaborates with peers across the organization for processes improvements, procedure updates, CRM and IT systems, and communications that provide clarity while promoting overall efficiency and accuracy.
• Attend meetings, networking events, on-site Association meetings and Board presentations as required. Provide education on the industry, technology and TDS products and services. Other duties as assigned by the MDU Sales leader.

Required Qualifications

• Bachelor's Degree or higher OR 4+ years professional work experience.
• 2+ years of inside or outside sales experience, preferably selling data, voice and/or video solutions in an MDU environment.
• 2+ years of experience in effective proposal and contract negotiations.
• Must have and maintain a valid driver's license, insurance, and have access to reliable transportation.

Other Qualifications

• Ability to travel up to 20% of the time annually.
• Ability to work effectively with customers at "C-Level" and other levels of management.
• Track record of success in MDU.
• Ability to build and maintain strong working relationships across multiple businesses units and customers to drive successful outcomes focusing on the team.
• Strong oral and written communication skills.
• Excellent analytical skills.
• Extensive computer application experience including Teams, Microsoft Office, DocuSign, Salesforce or similar CRM.
• Well organized, good time management skills, ability to multi-task and close attention to detail.
• Ability to work independently, receive direction from multiple sources, and balance multiple work tasks at once.
• History of identifying problems, gathering data, consulting others, soliciting input, weighing the facts, making decisions, and effectively implementing the decision.
• Ability to grasp new concepts quickly, willingness to learn and continue to learn.

Do you meet the Required Qualifications but are unsure if your experience aligns with the Other Qualifications? We encourage you to apply! Research shows that many candidates hesitate to apply unless they meet 100% of the qualifications, even when they possess the skills and experience needed to succeed in the role. Experience and skills come in many forms, and they may not always match exactly what's listed on paper, but they can still lead to success. If you meet the Required Qualifications and believe you have the potential to thrive in this role, we encourage you to apply today!

Benefits

We believe in taking care of our team, which is why we offer comprehensive benefits to support your health, financial well-being, and overall happiness. Join us and experience a work environment where your well-being is a top priority!

Associates scheduled to work 20 or more hours per week have access to:

• Medical Coverage
• Dental Coverage
• Vision Coverage
• Life Insurance
• 401(k) Plan
• Generous Vacation & Paid Sick Leave
• Seven Paid National Holidays & One Floating Holiday
• Paid Parental Leave (6 weeks after 12 months of employment)
• Adoption & Surrogacy Assistance
• Employee Assistance & Wellness Programs

Associates working 30 or more hours per week additionally have access to:

• Short-Term & Long-Term Disability
• TDS Service Discounts
• Education Assistance
• Paid Volunteer Time

In addition to these benefits, all associates will have the opportunity to participate in our Associate Resource Groups, which are designed to encourage community and facilitate professional development. To learn more, click here.

Who is TDS Telecom?

TDS Telecom provides high-speed internet, TV entertainment, and phone services to a diverse range of communities, including small to mid-sized urban, suburban, and rural areas across the U.S. With over 50 years of experience, TDS is committed to building and expanding fiber optic networks that bring cutting-edge connectivity to neighborhoods nationwide. Serving over 1 million connections, our mission is to create a better world by delivering innovative communication solutions that enhance the way people live, work, and connect. Visit tdstelecom.com to learn more!

At TDS, we are committed to Equal Employment Opportunity (EEO) and value the difference of backgrounds, experiences and perspectives in our workforce. We consider all qualified applicants without regard to race, color, age, religion, sex, sexual orientation, gender identity, national origin, disability, status as a protected veteran, or any other status protected by law.

Pay Transparency

The listed salary includes both base pay and potential earnings from meeting sales quotas. The final offer will be based on factors such as skills, qualifications, experience, location, and role-specific competencies. With our uncapped commission incentives, you'll have unlimited earning potential!