Account Executive - Outside Sales

 

Account Executive



OUR CLIENT:

 

Our client has been a recognized leader in business improvement.  They’re the business improvement company that produces measurable results for our customers.  We provide innovative solutions that move sales people to sell more, customers to buy more and employees to create a competitive advantage.  Our client’s performance improvement programs utilize communications (marketing and loyalty programs), training (meetings, workshops, and e-learning) and incentives (rewards, recognition, and retention) as stand alone services or as part of an integrated program to help client companies achieve their goals. We provide innovative solutions that move sales people to sell more, customers to buy more and employees to create a competitive advantage. 

 

 

POSITION SUMMARY:

 

This is a very unique and lucrative Outside Sales position in the Business Improvement industry.  It is responsible for the development and execution of “hunter” sales strategies that will drive new business revenue/profit growth in national corporate accounts by selling an extensive suite of customized business/performance improvement solutions.

 

“HUNTER” NEW BUSINESS REVENUE DEVELOPMENT, FROM A “ZERO” CLIENT BASE, IS THE PRIMARY RESPONSIBILITY OF THIS POSITION

 

The role of the Account Executive is, first of all, to target potential clients, develop an account entry strategy, conduct the “hunter” prospecting campaign, develop relationships and discover the client’s business/performance issues that challenge their critical strategic business objectives.

 

Having earned the trust of the client, the AE works closely with an internal team of “subject matter experts” discovering, developing and presenting customized proposals and creative presentations that drives sales and channel performance, create customer preferences and builds employee engagement.

 

A network of marketing and product professionals supports the AE in the pre-sale phase (program “discovery” and “design”) as well as during the post-sale phase (program “definition” and “delivery”).  Finally, the AE seeks ways of renewing the program, expanding the account revenue/profit and growing the relationship.

 

 

COMPENSATION:

 

· Initial compensation approximates current earnings based on W-2 statements ($90k - $125k range), plus benefits 

· It is a three year, substantially-guaranteed earnings program 

· 80% of the initial package is guaranteed, 20% is leveraged against sales activities performance.  An additional opportunity exists to leverage income with sales results/participation.

· Total compensation is not capped, highly leveraged and is tied to performance

· Top AE’s are earning $175k - $350k annually

· Additional benefits:  New AE’s are automatically eligible for a full suite of performance management reward programs, including an annual President’s Club travel award.  Other benefits include class-leading car allowance, company laptop computer, mobile wireless reimbursement and full expense account for client entertainment.  There is a well established 401k plan with “company-matching” of a portion of contributions

 

 

 

 

 

 

 

 

 

POSITION REQUIREMENTS:

 

“Hunter” New Business Development:  Candidate is clearly a “hunter”, selling DIRECTLY into the B2B marketplaceResponsible for the development and execution of new business development sales strategiesCurrent/most recent position/performance includes personal responsibility for driving new business revenue/profit growthDevelops an account-entry strategy through account research, knowledge and networkingActively targets new clients and is engaged in a high level/variety of prospecting/new business development sales activitiesAn inherent sense of urgency toward sales activitiesStrong focus on maximizing “prime” selling time to connect with prospects/customersHistory of penetrating brand new accounts from multiple points, “high and wide”

 

“Consultative” Selling: Demonstrated ability to build rapport through “consultative” selling, at all corporate levels Demonstrated business acumen with the ability to discover/understand complex business issues and define creative solutions Viewed as a Strategic Partner/Trusted Advisor by clients and indispensable to achieving critical business objectives

 

Account Management:  Strong ability to lead, and collaborate with, “internal” support resources to manage new and ongoing business opportunities/solutionsA passion for exceptional customer service/satisfaction, with a history of client retention and revenue growthManages a “book” of business with multiple accounts

 

Track Record of Results: Strong track record of overachieving sales quotas, as an individual contributor  History of income growth and professional recognitionOn the way up in their sales career development

 

Compensation:  Last three year’s W2 earnings have been in the $90k - $125k rangeIncome derived, primarily, through highly leveraged (50/50 ratio) commissions & bonuses  Has operated with compensation plans of mostly “uncapped” incentives, tied to performance

 

Desire to Succeed:   Views sales as a lifestyle and career commitment  Demonstrates a high level of initiative, drive, self-reliance and motivationCompletes non-selling tasks (admin, research etc.) outside of “prime” selling timeExtremely high energy level, strong work ethic and commitment to investing the time necessary to get the job doneDeveloped both short-term and longer-term personal & professional goalsHas a clear plan, and conducts appropriate activities, to achieve goals

 

 

POSITION REQUIREMENTS (continued):

 

Experience: Minimum of five years direct B2B solutions sales experienceHigh revenue sales experience ($250k+) per saleSales involve longer selling cycles of 3-12+ monthsHistory of working with “C” level suite or senior level executives in Fortune 1000 companiesExhibits a strong ability to creatively build and maintain relationships at multiple corporate levels and leverage them into business results Uses a variety of traditional relationship eventsConducts non-traditional entertainment events outside of normal work hoursBuilds/leverages client relationships, creates mentors/coaches to champion/network them into decision-making levelsCalls on large companies in the Sales & Marketing arenaExperience with participation in a creative solution design processLeadership of a team of internal “subject matter experts”, discovering, developing and presenting customized proposals & creative presentationsSold Marketing Services (Advertising, PR, Direct Marketing, Loyalty or CRM programs)Business/Performance Improvement industry experience and success is a plusHistory of required travel in the 20% - 30% range

 

Communication/Interpersonal Skills: Excellent speaking and listening skills – conversation is comfortable and enjoyable  Strong interpersonal skills to develop and maintain relationships

 

Unique Selling Points and Value-Add: Has an established business network in the marketplaceCreates/maintains the highest level of customer satisfaction by consistently providing personal memorable service to prospects and clients  Experience with individual, small and large group presentationsHas an entrepreneurial spirit

 

Employment Status: Currently employed with a maximum of (3) companies in the last (10) years Sales positions must have been “hunter” sales positions, not Channel or support positionsIf unemployed, must be for no more than (6) months

 

Education: Bachelor degree or equivalent in education or experience.  While an undergraduate degree is not a requirement, it is highly desirable

 

 

 

 

 

POSITION RESPONSIBILITIES:Provide service that will bring customers the greatest value and enable them to achieve their critical business goalsConsistently overachieve territory revenue, profit and customer satisfaction goalsDevelop an account entry strategy and conduct the "hunter" prospecting campaign Participate in strategic, cross-functional account planningBuild strong personal relationships with account contacts and internal team resources by using a variety of traditional and non traditional entertainment eventsImplement consistent sales activities, maintain prospect pipeline growth and manage the sales cycle from prospect identification through successful solution implementationDisplay exceptional consultative selling skills, including discovery, solution design and ROI developmentDiscover the client’s business/performance issues that challenge their critical business objectives.Lead/motivate internal "subject matter" resources to develop, present and implement customized proposals and creative solutionsBe a team player, solution-oriented and a positive forceConduct individual and group proposal presentations that meet customer requirementsOut of state travel requirements typically in the 20-30% range