Key Responsibilities and Required Skills for MDU Territory Sales Representative

🎯 Role Definition

The MDU Territory Sales Representative is responsible for identifying, qualifying and closing fiber, broadband, or other connectivity solutions for property management companies, HOAs, co‑ops and large residential complexes within an assigned geographic territory. This role combines strategic account development, hands‑on field sales, partner management, and cross‑functional coordination to accelerate penetration of multi‑dwelling units while meeting or exceeding revenue and subscription targets.

Key search terms: MDU sales, multi‑dwelling unit, territory sales, broadband sales, fiber to the building, property management, HOA, account executive, outside sales, telecom sales, B2B selling.

📈 Career Progression

Typical Career Path

Entry Point From:

Inside Sales Representative (Telecom / Broadband)
Account Executive — SMB or Residential
Business Development Representative with field coverage experience

Advancement To:

Senior MDU Sales Manager / Regional Sales Manager
Area Sales Director (Residential & MDU)
Strategic Accounts Manager — Enterprise or Property Partnerships

Lateral Moves:

Channel / Partner Manager (Developer & Property Partnerships)
Construction / Program Manager for MDU Deployments

Core Responsibilities

Primary Functions

Own a defined geographic territory and develop a comprehensive territory plan to identify high‑value multi‑dwelling unit (MDU) prospects, prioritize accounts by revenue potential, and map decision makers across property owners, HOAs, and property management firms.
Prospect proactively using cold calls, email campaigns, door‑to‑door outreach, local networking, and referrals to build a robust pipeline of MDU opportunities and consistently replenish qualified leads to meet monthly and quarterly quotas.
Conduct consultative sales meetings and on‑site property assessments with property managers, owners, and executive boards to understand current service gaps, articulate value propositions for fiber/broadband services, and position tailored solutions.
Prepare and present professional, data‑driven proposals and commercial agreements that include pricing models, installation timelines, equipment requirements, and take‑rate forecasts to facilitate board/owner approvals.
Negotiate contracts and master service agreements with property owners, HOAs, and management companies to secure exclusive or preferred provider relationships and protect company interests while maximizing revenue and long‑term ARR.
Manage the full sales cycle from lead qualification through close, coordinating cross‑functional teams (sales engineering, construction, provisioning, legal) to ensure seamless onboarding and timely service activation.
Achieve and exceed assigned subscription, revenue, and gross margin targets (monthly, quarterly, annual) while tracking progress in CRM and providing accurate sales forecasts and pipeline reports.
Build and maintain strong, long‑term relationships with property managers, real estate developers, owners, building engineers, and other on‑site influencers to drive renewals, upsells, and word‑of‑mouth referrals.
Execute community engagement programs (residents’ nights, HOA presentations, resident promotions) to drive take‑rate, educate residents, and convert local interest into signed customers.
Coordinate site surveys, right‑of‑way access, and permitting activities with internal deployment teams, municipal authorities, and third‑party contractors to accelerate construction timelines and minimize delays.
Collaborate with marketing to design targeted local campaigns, collateral, and promotions designed to increase brand awareness and conversion within MDUs.
Track competitive activity within your territory, identify differentiators and objections, and feed market intelligence to product and pricing teams to adjust offers and promotions.
Maintain detailed and up‑to‑date CRM records (opportunities, contacts, activities, deal stages) to ensure pipeline hygiene, enable accurate forecasting, and support territory analytics.
Drive adoption of upsell and cross‑sell strategies by identifying adjacent revenue opportunities (bundled voice, managed Wi‑Fi, security, IoT services) in existing properties and coordinating offers with account teams.
Conduct regular business reviews with key property partners to measure satisfaction, present adoption metrics, and recommend initiatives to increase resident penetration and lifetime value.
Troubleshoot pre‑ and post‑sales escalation items, working closely with technical support and operations to resolve service quality, installation, or billing issues that could impact retention and reputation.
Lead contract approval presentations to board meetings and owner associations, preparing supporting materials (ROI analysis, resident benefit summaries, infrastructure plans) to secure written approvals.
Optimize route and call schedules to maximize face‑to‑face meetings, reduce travel inefficiencies, and increase the number of property interactions per week.
Mentor and influence local channel partners, referral sources, and commissioned sub‑agents to amplify lead generation and accelerate market penetration across MDU communities.
Monitor KPIs such as average time to close, pipeline conversion percentage, take‑rate per property, and install lead time; implement process improvements to improve performance and customer experience.
Ensure compliance with all company policies, contractual obligations, local ordinances, and industry regulations (including permitting and right‑of‑way practices) when coordinating deployments.

Secondary Functions

Assist in pilot program launches for new product offerings in MDUs and provide field feedback to product management for iterative improvements.
Support ad‑hoc market analysis projects to validate new neighborhood opportunities or developer partnerships.
Participate in weekly sales huddles and cross‑functional standups to align on deployment schedules, escalations, and competitive tactics.
Provide input on pricing strategy and promotional offers based on territory feedback and negotiation outcomes.
Help prepare executive‑level summaries of territory performance and competitive threats for quarterly business reviews.
Attend industry conferences, local business association meetings, and developer events to expand professional network and source new partnership opportunities.
Act as the resident expert on MDU unit economics and installation constraints to support internal training and onboarding for new sales hires.

Required Skills & Competencies

Hard Skills (Technical)

Demonstrated expertise in MDU sales cycles: site assessment, right‑of‑way coordination, permitting, and deployment sequencing.
Proven track record using CRM systems (Salesforce preferred) to manage pipeline, forecast revenue, and report territory metrics.
Proficiency preparing sales proposals, commercial contracts, and basic financial analyses (ROI, take‑rate modeling, projected ARPU).
Familiarity with broadband, fiber, cable, FTTH/FTTB, and managed Wi‑Fi product offerings and technical constraints relevant to MDUs.
Experience coordinating with construction teams, engineers, and third‑party contractors on scope of work, staging, and installation schedules.
Strong data literacy: ability to interpret take‑rate analytics, conversion metrics, and use mapping tools (GIS, Google Maps) to plan territory coverage.
Competence with digital sales tools: calendaring/route planning, e‑signature platforms (DocuSign), and presentation software (PowerPoint, Keynote).
Knowledge of local permitting processes, municipal rights‑of‑way requirements, and property regulatory frameworks.
Ability to use sales enablement platforms to run targeted campaigns, track resident engagement, and measure campaign ROI.
Vehicle readiness and ability to travel within the assigned territory daily, including flexible availability for evening or weekend community meetings.

Soft Skills

Consultative seller mindset with exceptional ability to uncover stakeholder needs and align technical solutions to business outcomes.
Strong negotiation skills, comfort closing multi‑party deals and navigating HOA/board dynamics.
Excellent verbal and written communication, with ability to deliver polished presentations to executive boards and resident groups.
Relationship builder with demonstrated empathy, persistence, and the credibility to influence property owners and managers.
Highly organized, with strong planning skills and the discipline to maintain accurate pipeline hygiene and follow‑up routines.
Resilience and tenacity to operate in a door‑to‑door, field‑sales environment with frequent rejection.
Team collaborator who can coordinate across product, construction, legal and marketing teams to drive complex installations.
Problem solver with an analytical approach to diagnosing sales barriers and recommending process improvements.
Time management skills to balance prospecting, meetings, admin, and territory travel efficiently.
Professional presence and business acumen to represent the company in board meetings, industry events, and community forums.

Education & Experience

Educational Background

Minimum Education:

High school diploma or GED required.

Preferred Education:

Bachelor’s degree in Business, Marketing, Communications, Telecommunications, Real Estate, or related field.

Relevant Fields of Study:

Business Administration
Marketing / Sales
Telecommunications / Network Engineering
Real Estate / Property Management

Experience Requirements

Typical Experience Range:

2–7 years of outside sales or territory sales experience, with at least 1–2 years focused on MDU, multifamily, or property management channels.

Preferred:

3–5+ years of direct MDU, broadband, or telecom sales experience with demonstrated quota attainment.
Experience closing multi‑unit agreements with property management companies, HOAs, and developers.
Prior success managing a field territory, working with construction/deployment teams, and using Salesforce or similar CRMs.
Valid driver’s license and reliable vehicle; willingness to travel extensively within assigned territory.