Associate Account Executive- Commissionable

Liberty Latin America; San Juan (PR); On-site; USD 50,000 - 75,000; Full time

Job summary

Liberty Puerto Rico is seeking a B2B Retail Channel Executive – SOHO to drive new business and revenue from SOHO customers through Liberty's Retail channel. You will manage the Retail-to-Business channel for an assigned store cluster and support in-store sellers on opportunities.

You will independently prospect, qualify, quote, and close new SOHO business, with leads tracked in CRM. Expect travel to retail locations, coaching of store teams, and collaboration with Sales Operations and Customer

Qualifications

• Associate degree. Bachelor’s degree preferred. 2-4 years of sales experience, or an equivalent combination of education and relevant sales experience.
• Experience in B2B sales, channel sales, retail business development, outside sales, or new business development preferred.
• Experience in commission-based, quota-carrying environments is a plus.

Responsibilities

• Owns an assigned store cluster and is accountable for monthly sales targets, including store referrals and self-generated leads.
• Independently prospect and close new SOHO business; register leads in CRM; contribute to monthly targets.
• Train store teams on qualifying triggers and referral opportunities; support in-store conversations, quoting, and closing.

Skills

B2B sales

Channel sales

Retail business development

CRM proficiency

Education

Associate degree

Bachelor's degree preferred

Tools

CRM tools

Microsoft Office

Job description

What´s the role?

As a B2B Retail Channel Executive – SOHO, you will be responsible for driving new business and revenue from small office/home office (SOHO) customers, typically within the customer segment defined by Business Sales, through Liberty's Retail channel.

The Executive manages the Retail-to-Business channel for an assigned store cluster, supports in-store retail sellers on business opportunities, and independently prospects new SOHO business. This is a quota-carrying sales role. Performance is measured against the monthly sales targets assigned to the Executive and is delivered through store activation, referrals, lead calling, and sales blitz initiatives.

How can you add value?

• Owns an assigned store cluster and is accountable for the monthly sales targets assigned to the Executive, including all B2B leads and opportunities originated through those Liberty retail locations and fixed-product inquiries submitted through the store referral program. Leads originated through other channels remain with those channels.
• Primarily serves SOHO customers with 5 lines or fewer. Store-originated opportunities above 5 lines occur occasionally throughout the year; on these, the Executive supports the in-store retail seller with discovery, solution design, quoting, and closing.
• In addition to store-originated business, the Executive independently prospects and closes new SOHO business within the assigned cluster. Self-generated leads must be registered in CRM; resulting sales count toward the Executive's assigned monthly sales targets and are recognized as the Executive's personal contribution, separate from store-generated results.
• Store visits, in-store B2B training and coaching, lead registration, duplicate-lead resolution, account ownership and support, and commission credit follow the Business Sales rules of engagement in effect.
• Builds and maintains strong working relationships with store leaders and retail teams at assigned Liberty retail locations.
• Trains retail teams to recognize business customers, qualifying triggers, and referral opportunities, and to submit leads through the referral program.
• Supports in-store retail sellers on business opportunities, including joint customer conversations, solution recommendations, quoting, and closing support.
• Creates and executes engagement plans by store and cluster, including regular store visits, in-store activations, and referral campaigns.
• Analyzes store productivity, identifies underpenetrated locations, and takes action to increase retail sales participation and referrals.
• Plans and executes sales blitz initiatives and lead-calling campaigns within the assigned cluster to generate sales volume against the assigned monthly sales targets.
• Follows up on fixed-product referrals submitted by store teams through the referral program, contacting customers who inquired in store and converting qualified referrals into sales.
• Qualifies B2B opportunities generated through Retail and conducts discovery with SOHO customers to understand their business needs.
• Recommends Liberty mobile and fixed solutions, including connectivity, voice, and video, that fit each customer's needs.
• Prepares quotations and proposals, presents solutions, negotiates, and closes qualified opportunities.
• Completes sales orders and contract submissions accurately and in line with sales policies so orders are processed without delay.
• Registers and tracks every store-generated referral and self-generated lead in CRM from lead to opportunity, close, and activation.
• Maintains accurate CRM records and pipeline forecasts, and keeps management informed of activity and results.
• Closes the loop with stores on referral status and outcomes to reinforce participation.
• Partners with Retail leadership, Sales Operations, Sales Engineering, and Customer Experience to align on store priorities, campaigns, and lead flow.
• Partners with the appropriate internal teams to facilitate timely activation and resolution of customer issues that may impact the sales experience.
• Represents Liberty at sales, promotional, and community events as needed.
• Demonstrates and ensures compliance with the Customer First Philosophy and all Liberty Latin America policies and procedures, including the Code of Conduct and Liberty safety standards and procedures.
• Sales results for mobile and fixed products (primary measure): Units sold and revenue against the Executive's assigned monthly sales targets, including store-generated sales and personal contribution from self-generated sales, new SOHO customers won, and product mix/attach rate.
• Channel productivity (supporting indicators): Qualified referrals submitted through the store referral program, percentage of assigned stores generating referrals, leads per active store, lead-to-opportunity and lead-to-sale conversion, and retail partner engagement/training completion.
• Execution: Activation rate, time from lead to close, and CRM hygiene.
• Other functions may be assigned.

What do you need?

Education and/or Experience:

Associate degree. Bachelor’s degree preferred. 2-4 years of sales experience, or an equivalent combination of education and relevant sales experience.

Experience in B2B sales, channel sales, retail business development, outside sales, or new business development preferred. Experience in commission-based, quota-carrying environments is a plus.

Other Qualifications:

• Written and verbal proficiency in English and Spanish.
• Working knowledge of internet, mobile, voice, and video services; telecom knowledge preferred, or the ability to learn quickly.
• Strong presentation, negotiation, and communication skills.
• Organized and self-motivated, with the ability to manage an assigned store cluster independently.
• Proficient with CRM tools and Microsoft Office.
• Valid Puerto Rico driver's license, satisfactory driving record, and current vehicle insurance that meets Liberty's requirements.
• Regular travel to the retail locations within the assigned cluster. Reliable personal vehicle required.

Liberty Puerto Rico provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, citizenship, age, marital status, social status, sexual orientation, gender identity, protected veteran, military service obligation, disability status, genetic information, political affiliation, and being or being perceived as a victim of domestic violence, sexual assault, or stalking. In addition to federal law requirements, Liberty aligns with applicable local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination layoff, recall, transfer, leaves of absence, compensation, and training.

Assessment, background check and drug test will be required to be a successful candidate.

If you believe you have been discriminated against you may notify the Equal Employment Opportunity Commission, the Federal Communications Commission, or other appropriate agency.