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The keys to success in R2B.

By: Verizon Careers

Why consider a career in Retail-to-Business (R2B)? Six of our R2B rock stars share how to be successful in the retail B2B sales channel.

What happens when the worlds of retail and business come together? You get our retail-to-business (R2B) roles! Introducing small and medium business customers to the latest high-tech 5G products and services that solve their unique business needs, our R2B reps demonstrate the value of our products and services by introducing end-to-end technology solutions to energize their businesses.

“It’s a unique role where you’re able to sell within business-to-business (B2B), but also support and develop business sales on the retail side. You’ll be able to have key relationships with both retail and B2B.”

Rosaland Echols, Associate Director - Retail and SMB - Business Sales

In this role, communication and organization are key to generating new business through prospecting, networking and working leads and referrals. Want to know what else it takes to join our team? Hear from six leaders as they discuss their keys to success that led them to a rewarding career in R2B.

Meet our R2B rockstars.

Tessa Strother, Manager - Retail and SMB - Business Sales

As her first job out of college, Tessa started in 1994 as a retail sales rep. She went on to become a store manager and then a district manager for 17 years. Tessa moved to the R2B side of the business in March 2021.

Rosaland Echols, Associate Director - Retail and SMB - Business Sales

Rosaland started in 2004 as an Inside Sales supervisor and later re-entered Retail as a solutions manager. She played a major role in building the R2B program in Georgia and today she is an R2B associate director in Florida.

Robert Moelter, Associate Director - Retail and SMB - Business Sales

Robert has been with Verizon since 2009 in the retail space. Before becoming an associate director in R2B, he was a District Manager of Retail Sales in Central Arkansas. Prior to joining Verizon, Robert served as an officer in the United States Air Force for seven years and completed two combat tours in Iraq.

Deshonna (Dee) Howard, Manager - Retail and SMB - Business Sales

Dee has been a proud V Teamer for four-and-a-half years, starting off her career in retail. Following a conversation with her general manager on career mapping and goal setting, Dee later decided to go into small- and medium-business sales (SMB). From there, she moved into Verizon Business Group, and she says it’s the best career decision she has ever made.

Shelby Kline, Manager - Retail and SMB - Business Sales

Shelby started at Verizon seven years ago as a retail rep. From there, she progressed into management roles and later moved into the R2B side of the business. Currently, she is a manager on the team.

Timothy Shelp, Manager - Retail and SMB - Business Sales

Timothy joined the V Team as a retail sales rep in 2016 after he heard great things about the culture, benefits, and ability to advance your career here. He’s been a proud V Teamer ever since.

What are three pieces of advice you'd give to someone looking to pursue an R2B role at Verizon?

“R2B really helps sharpen your sword in a multitude of categories that will help grow. Beyond that, the networking and exposure you get in this channel far exceed anything I have seen previously. I love it here!”

Dee Howard, Manager, Retail and SMB - Business Sales

Explore retail-to-business jobs at Verizon.

Q&A with R2B leaders.

Robert Moelter: I was in retail for about eight years, so I was looking for something different to do in the company to help me expand my skill set. I wanted to get out of my comfort zone and learn something totally different than what I was doing. The R2B role was different because I had to learn a business skillset while leveraging my retail background. 

Tessa Strother: After 26 years in the same channel, I wanted to step out of my comfort zone and learn another piece of the business. Personally and professionally, it’s pushing me to another level and that’s been super exciting. 

Rosaland Echols: After being in Inside Sales, I knew that I was interested in business and thought R2B would be the best vehicle for me to try a different career area because it had that retail aspect. I can’t express how much I’ve learned and grown, and I’m so grateful that I made this decision. 

Shelby Kline: For me, it was the opportunity to jump into a different channel and hit a goal that I never even thought of before. You can jump in any direction that you set your mind to and succeed. 

Rosaland Echols: Embracing change. Our organization is ever-changing, so you have to be very agile. You have to be able to continually improve to make an impact and influence on your partners across channels. As one of my peers used to always say, “The key to R2B is salesmanship and leadership.”   

Dee Howard: We tend to have many projects in the works, so time management and organization are critical to the job. I look for someone who has razor-sharp communication skills and can articulate how solutions will work with a diverse demographic of businesses. Another big one for me is someone who is ready to join a family. My team treats each other like family, and teamwork is one of our biggest strengths.

Shelby Kline: Being able to have key relationships with your customers. The best salespeople give a great customer experience. If you build those relationships, the sales will follow because those customers trust you. 

Timothy Shelp: We get to partner with small-business owners and help them with their technology needs. Someone who can connect with their customers and clients is going to do really well in this role, but they also need to be able to connect with the retail teams. We’re in the stores every day — sometimes multiple stores. You’ll have to interact with general managers and sales reps. It’s a unique position where you get to drive results through strong relationships.

Rosaland Echols: It’s an opportunity to network and develop skills that are going to propel you into different areas. You have the opportunity to take control of your career and focus on your strengths and move into different opportunities within Verizon. The skills, traits, and relationships you build in R2B can propel you in so many different directions. 

Shelby Kline: What’s amazing about the R2B role is seeing Verizon in a different light. You get to see different technology and how it can help customers. This definitely sets it apart from what people commonly think about Verizon. 

Robert Moelter: We get to interact with a huge portion of the company. We’re not siloed — we have our arms in a little bit of everything. If you want a deeper understanding of the company and how we serve customers in multiple channels, this is a great place to be. 

Rosaland Echols: Relentless — we don’t give up. At the end of the day, we want to see everyone win and grow, and we do not stop until we get there. 

Tessa Strother: I call my team #Unstoppable. No matter what comes our way, we know that we’ve got this. We put in the work, we’re passionate, and we’re just unstoppable.  

Robert Moelter: The word I would use is flexible. Our role requires us to support businesses in our assigned prospecting territories, as well as businesses that walk into retail stores. Our team needs to be able to adapt quickly to different selling situations based on where and how we are interacting with our customers. 

Timothy Shelp: Driven because we’re driven to meet our customers’ needs. We have the unique privilege of sitting down with small-business and showing them what Verizon can provide them to meet their technology needs. We’re driven to see our customers succeed and help their businesses grow.

Tessa Strother: Our culture is incredible. We’re performance-driven and we move very fast, but our channel has done a phenomenal job of driving a culture of learning, openness and celebrating the wins. 

Shelby Kline: Our team is like a second family. We all want to see each other succeed. Every single person brings something different to the table, and that’s what makes it so special.   

Timothy Shelp: Our culture is a strong one. I think it’s evident even in how individuals are recognized for their successes. On our bi-weekly team call across the territory, individuals are recognized for their performance, leadership, and for driving results. That recognition and celebration is really a strong part of our culture.


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