Account Executive/Outside Sales-Pacific Northwest Territory

ACCOUNT EXECUTIVE, Pacific Northwest Territory

The Account Executive (AE) performs field promotional work to sell and develop new business accounts. Assigned to an established territory or market, the Account Executive assesses customers’ needs and uses his/her advanced knowledge of IEWC's products and services to meet those needs. The quintessential salesperson, the AE is an ambassador of IEWC in the field, developing relationships both outward facing and inward facing. The AE manages the prospective customer profile in 20/20 Vision. The AE maintains contacts with customers and ensures their needs are served within the context of our Company goals.

KEY RESPONSIBILITIES:

Sales Planning (Identification, Qualification & Preparation)--Develop a territory/market annual sales plan, consistent with the goals and objectives of the Company, to be reviewed and updated quarterly with the Regional Manager.--Develop and implement sales strategies for prospecting and acquiring new customers within his or her assigned territory.--Identify prospects garnered in the field and enter them into 20/20 Vision. --Review prospects identified from internal and external partners and sources. --Qualify prospective customers utilizing the tools and information provided from marketing and/or 20/20 Vision;--Conduct pre-call preparation and appointment confirmation--Work in partnership with marketing to become fully informed about the prospective customer prior to the face-to-face meeting.--Develop a quarterly travel schedule in consultation with the Regional Manager, balancing time spent with both prospective accounts and existing customers. Sales Calls (Attention & Information) --Meet face to face with customers and prospects at least 80% of time on the job.--Utilize strong sales skills of engaging the prospect, asking key questions, and listening for opportunities.--Utilize strong knowledge of IEWC products and services to analyze customer needs and opportunities.--Deliver the “IEWC Story” to communicate our competitive advantage, communicating the answers to “Why partner with IEWC?”--Demonstrate products and Company capabilities, with special emphasis on quality of service.--Profiling solutions and services depending on the needs identified and utilize various marketing material to secure understanding. --Trial close and listen for objectives--Update 20/20 Vision with outcomes as appropriate. Marketing Support --Keep the Regional Manager and Marketing Manager informed about competitive products, promotional matters, sales techniques, pricing and marketing programs. Personal & Team Development --Actively participate in opportunities to improve individual knowledge of the company, products, markets and systems. --Follow a path of continuous improvement, using both internal and external resources to enhance technical knowledge and sales skill levels.QUALIFICATIONS INCLUDE:Education and/or Experience--A bachelor’s degree and three to five years of related experience; or a combination of education and experience.  Preferred knowledge in the wire and cable industry or distribution sales.  Needs to reside in the Pacific Northwest territory(N. CA, OR, ID, WA & MT locations), 80% travel and be able to work out of their home office. Sales and Marketing Knowledge--Knowledge of principles and methods for showing, promoting and selling products and services. This includes marketing strategy and tactics, product demonstration, sales techniques and sales control systems. Computer Applications Skills--Ability to work in SAP and Windows environment and with standard current computer applications, such as MSWORD, MSPowerPoint and MSEXCEL.  Ability to gain proficiency in SAP ant the CRM.  Use of PDA and cell phone. IEWC is an Equal Opportunity EmployerTo apply for this position please visit our website at www.iewc.com and select Careers.