Cincinnati Bell Renewal Specialist in Cincinnati, Ohio

Renewal Specialist

Job Purpose

Achieves sales targets and maintains high levels of customer satisfaction within the assigned customer base by securing maintenance, licensing and support renewals, increasing penetration within account base, growing contract content, responding to customer requests and anticipating customer needs. Identifies customers’ requirements and demonstrate strong account management skills to drive renewal and closure. Important activities include preparing proposals, proactively gauging customers’ requirements, developing solutions from available offering and progressing the opportunity to close.

Responsible for contacting customers primarily through outbound sales calls as their contracts come due, have discussions around their needs and expectations, negotiate a renewal to include expansion of service and then close the sale. Proactively conducts regularly scheduled meetings with customers to reconcile their IT assets and manage their contracts. Partners with other Sales Teams to develop and execute account plans and coordinate sales opportunities in an effort to drive renewal rate and product support penetration. Proactively maintains accounts, contacts, opportunities and sales activities in the CRM system.

Essential Functions

Gathers and utilizes contract and warranty data to assist in opportunity identification. Compiles pertinent information and generates accurate, effective and meaningful quotes for proactively identified support contract renewals, mid-term contract changes or other support services requests from customers. Presents renewal, upsell and cross-sell options. 25%

Researches and manages vendor special pricing programs, promotions and rebates around supported solution. Submits pricing request with required data, tracks request for approval and accurately applies to the opportunities to provide competitive proposals. 10%

Works with other sales teams (OnX, OEM, Supplier) to develop comprehensive strategies to attain renewal goals. Effectively promotes OnX renewals management, contract management and maintenance management solutions. Calls customers to review renewal opportunities. Identifies customer requirements early on, uncovering roadblocks. Performs routine follow up calls as per renewal procedures. 25%

Responsible for pipeline and forecast responsibility in accordance with sales business process. Tracks and provides status updates on all open opportunities. Maintains status of sales opportunities as they progress through the sales cycle in the CRM system. Uses the opportunity information to provide timely and accurate forecasts to management. 15%

Prepare orders, from quote work, for submission based on receipt of the customers’ purchase orders ensuring that all required information is included for accurate processing. 10%

Conducts post sales follow ups. Calls the customer to ensure welcome letter with contract details are correct. Assists in customer escalations. Conducts regular customer review calls or meetings to reconcile inventory and review support needs. Follows up as necessary. 15%

Knowledge, Skills and Abilities

• Demonstrates good organizational, time management and detail-oriented skills

• Listens attentively and confirms the message presented

• Excellent phone presence and interpersonal skills

• Demonstrated ability to overcome obstacles and achieve sales goals

• Demonstrated success in evaluating customer needs and developing actions plans

• Adept at positioning value solutions under pricing pressures from customers

• Advanced sales negotiation and deal closing skills

• Demonstrated ability to articulate ideas clearly and concisely in a variety of settings

• Competency in Microsoft Office Applications (Outlook, Excel, Word, PowerPoint, etc.)

Education

Bachelor’s degree (B.A) from four-year college or university preferred and three to five years related experience and/or training; or equivalent combination of education and experience.

Disability Accommodations

Cincinnati Bell and Cincinnati Bell Technology Solutions is an Equal Employment Opportunity / Affirmative Action employer and we provide reasonable accommodations for qualifying individuals with disabilities and disabled veterans in our job application and interview procedures. If you would like to request an ADA accommodation for any part of the application and/or interview process, please contact our HR Compliance Department at(513) 841-6310or send an email to recruiting@cinbell.com. If you should have any difficulty, you may use our alternative methods to express your interest in employment. A wonderful career awaits you!

We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law.