Torchora
Back to Home

Key Responsibilities and Required Skills for an MDU Sales Representative

💰 $ - $

SalesTelecommunicationsBusiness DevelopmentReal Estate

🎯 Role Definition

An MDU (Multi-Dwelling Unit) Sales Representative is a dynamic and strategic sales professional responsible for securing long-term partnerships with property owners, developers, and management companies. The core objective is to establish exclusive or preferred service agreements for telecommunications services (like fiber internet, video, and voice) within apartment buildings, condominiums, and other residential communities. This role operates at the intersection of B2B contract negotiation and B2C marketing influence, as success hinges on both winning over property decision-makers and ensuring high resident adoption of the services provided. The MDU Sales Representative is the primary driver of growth in a key market segment, building a portfolio of properties and fostering relationships that generate sustained revenue.

📈 Career Progression

Typical Career Path

Entry Point From:

  • Outside B2B Sales Representative
  • Inside Sales or Business Development Representative
  • Assistant Property Manager or Leasing Consultant with a sales focus

Advancement To:

  • Senior MDU Sales Representative / MDU Account Executive
  • MDU Sales Manager / Team Lead
  • Director of MDU Sales or Regional Sales Director

Lateral Moves:

  • Strategic Account Manager (Enterprise)
  • Channel Partner Manager
  • Business Development Manager (New Markets)

Core Responsibilities

Primary Functions

  • Proactively identify, prospect, and cultivate a robust pipeline of new business opportunities with owners, developers, and property managers of Multi-Dwelling Units through strategic cold calling, professional networking, and targeted field canvassing.
  • Develop and meticulously execute a strategic territory plan designed to achieve and consistently exceed monthly and quarterly sales quotas for new MDU Right of Entry (ROE) agreements and bulk service contracts.
  • Master and articulate the company's value proposition, demonstrating a deep understanding of our technology, products, and competitive advantages to a diverse range of stakeholders from leasing agents to C-level executives.
  • Conduct compelling, on-site presentations and technology demonstrations that are tailored to the unique needs and pain points of each prospective property, effectively showcasing the benefits for both management and residents.
  • Lead the entire sales cycle from initial contact and comprehensive needs analysis through proposal generation, complex contract negotiation, and final execution of long-term service agreements.
  • Negotiate intricate financial and legal terms for Right of Entry (ROE), marketing, and bulk service agreements, collaborating with legal and finance teams to ensure contracts are profitable and protect company interests.
  • Cultivate and maintain strong, long-lasting relationships with key decision-makers within the property management industry, establishing yourself as a trusted advisor and go-to resource for their connectivity needs.
  • Perform in-depth market analysis and competitive intelligence gathering within your assigned territory to identify market trends, pricing strategies, and new opportunities for growth.
  • Collaborate closely with internal construction, engineering, and service delivery teams to ensure a smooth, timely, and successful launch of services within newly acquired properties.
  • Drive resident penetration and service adoption within your portfolio of properties by partnering with marketing to develop and execute on-site events, resident-facing promotions, and localized marketing campaigns.
  • Manage a portfolio of existing MDU accounts, working to expand the relationship, increase resident uptake, and secure contract renewals ahead of expiration.
  • Maintain a meticulously accurate and up-to-date sales pipeline, activity log, and account information within the company's CRM system (e.g., Salesforce) to provide clear visibility into forecasts.
  • Prepare and present regular sales forecasts, territory performance reviews, and market intelligence reports to sales leadership.
  • Act as the primary point of contact and advocate for your MDU partners, effectively managing and resolving any issues that may arise during the sales, installation, or service lifecycle.
  • Attend industry trade shows, association meetings, and networking events to represent the company, build brand awareness, and generate new leads.

Secondary Functions

  • Support the development of new sales collateral and marketing materials by providing frontline feedback on what resonates most with property management clients.
  • Mentor and provide guidance to junior sales representatives or new team members, sharing best practices for prospecting and closing MDU deals.
  • Collaborate with the product development team by relaying client and market feedback to help inform future product enhancements and service offerings.
  • Participate in cross-functional project teams focused on improving the end-to-end MDU sales and installation process.

Required Skills & Competencies

Hard Skills (Technical)

  • CRM Proficiency: Advanced skill in using CRM software (like Salesforce.com, HubSpot) for meticulous pipeline management, forecasting, and activity tracking.
  • Contract Negotiation: Demonstrated expertise in negotiating complex, long-term legal agreements, particularly Right of Entry (ROE) and Bulk Service contracts.
  • Financial Acumen: The ability to build and present compelling ROI models, understand pricing structures, and discuss financial implications with clients.
  • Territory Planning & Management: Proven ability to strategically analyze, plan, and execute sales activities across a defined geographic territory to maximize results.
  • Telecommunications Knowledge: A strong foundational understanding of telecommunications products, particularly fiber optics, high-speed data, video services, and their competitive landscape.
  • Sales Cycle Management: Mastery of managing long and complex sales cycles (often 6-18 months) from initial prospecting to closing and implementation.

Soft Skills

  • Relationship Building: An exceptional talent for building genuine rapport and long-term, trust-based relationships with a wide array of personalities.
  • Resilience & Tenacity: The grit and perseverance to navigate a competitive landscape filled with rejection, long sales cycles, and complex decision-making processes.
  • Persuasive Communication: Superior verbal and written communication skills, with the ability to craft and deliver compelling presentations that influence decision-makers.
  • Strategic & Consultative Mindset: The ability to think beyond a transactional sale and act as a long-term strategic consultant to clients, understanding their business goals and aligning solutions accordingly.
  • Self-Motivation & Autonomy: A highly self-driven work ethic with the discipline to manage your own schedule, prioritize tasks, and operate effectively with minimal supervision.

Education & Experience

Educational Background

Minimum Education:

  • High School Diploma or GED equivalent.

Preferred Education:

  • Bachelor’s Degree.

Relevant Fields of Study:

  • Business Administration
  • Marketing & Sales
  • Real Estate
  • Communications

Experience Requirements

Typical Experience Range:

  • 3-7 years of demonstrated success in an outside sales or B2B account executive role, with a history of meeting or exceeding quotas.

Preferred:

  • Direct experience in MDU sales for a cable or telecommunications provider is highly desirable. Experience selling products or services directly to property management companies, real estate developers, or HOAs is a significant advantage.
Explore More Careers