Position Summary

The Account Executive is instrumental in maintaining a healthy connection between Connors Group and our client partners. This requires time and attention in a multitude of ways including, but not limited to, prospecting future opportunities, pre-sales account management, closing new deals and contracts, developing accurate and policy compliant project cost estimates and contacts, developing trusted advisor relationships, successful project delivery, and client satisfaction. In addition, the Account Executive is expected to support business growth through active participation in team-wide communication meetings and surveys.

Duties and Responsibilities

Our expectation is that you model the core values by which the Connors Group operates:

• Always demonstrate professional and ethical behavior
• Provide exceptional value to our clients
• Provide the highest quality of service through your work
• Contribute to making Connors Group a great place to work
• Contribute to helping make our communities better places to live

Job Responsibilities:

• Proactive management of a sales cookbook using the KARE model (Keep/Attain/Recapture/Expand).
• Daily focus and tracking of leading indicators (FTO/FTA/Referrals). Researches customer prospects, identifies key players and generates interest. Continues relationships with current customers and offer/discuss new ways to grow the partnership.
• Develops and manages strategic account plans and key executive relationships, including growth opportunities, action planning, day-to-day relationships, and business growth forecasting.
• Provides timely and accurate reporting of HubSpot deals to maintain accurate information on key categories, including but not limited to: Category, Deal Size, Deal Amount, Close Date, Staffing Complement.
• Represents Connors Group and actively participates at national and local trade shows and conferences.
• Contributes to marketing initiatives through development of content-rich and focused materials (white papers, blogs, speaking opportunities, etc.).
• Delivers professional sales presentations to potential customers with the ability to persuade and grow the business.
• Forecasts new and existing account growth and revenue for the business.
• Negotiates and finalizes deals in accordance with, and with partnership/guidance of the Practice Leads, company’s contract guidelines and policies.
• After completion of the sale, remain connected and available to provide the project team, and customer, guidance, and leadership to ensure successful project delivery.
• Approval of project time and travel expenses reported in SAP.
• Actively manages goals and objectives within the performance management system for the Project Director and/or Project Manager.
• Stays up to date with key industry trends to make recommendations for growth opportunities within our Practice areas year over year.
• Travels occassionally (20-60%), and sometimes independently, throughout the US and Internationally

Competencies:

• Demonstrates clear understanding of the Sandler Selling system and actively uses it with daily customer activities.
• Demonstrates an expert understanding of the capabilities and technology that exist within all industries.
• Demonstrates clear competency with use of HubSpot (or related CRM software).
• Successfully communicates to educate employees, clients, partners, on how we currently serve our clients and our strategic roadmap for growth.
• Exceptional ability to multi-task and re-prioritize based on frequently changing variables.
• Earns the respect of clients as an expert consultant and trusted advisor. Models the standard for effective communication to all stakeholders.
• Develops a clear understanding of existing clients' business and how our services and existing (or potential) partnerships can help and support their business. Develops meaningful business relationships with clients.
• Develops comprehensive presentations at the appropriate level of detail.
• Effectively acts as an industry expert and technical leader.
• Effectively writes technical summaries to explain your work.
• Contributes to Marketing initiatives through written content, supplying a roadmap of future topics, and translating your industry knowledge to our delivery team.
• Demonstrates initiative, responsibility, and analytical thinking.

Qualifications

• Bachelor of Science degree in Industrial Engineering, Business Administration, Marketing, Communications, or another related field
• 6 years’ experience in strategic sales or business development role with proven success in building and managing strategic partnerships across multiple industries.
• Excellent understanding of Industrial Engineering, Workforce Management Software, Warehouse Management Software and Labor Management Software.
• Outstanding relationship-building, networking aptitude, communications, and presentation skills.
• Excellent organization, time management and multi-tasking skills.
• Strategic thinker to create long-term goals for growing partnerships.
• Proven ability to prospect new customers to increase revenue and contracts.
• Proven ability to persuade and negotiate with high level executives.
• Knowledge of and experience in implementing end-to-end project solutions, including industry and customer research, creating strategy and project vision, design and development of solution meeting SOW, and associated change management practices.
• Demonstrated leadership – with internal teams and clients, maintaining a positive attitude.
• Demonstrated ability to assess and solve problems.
• Ability to understand and create accurate cost estimates for professional services and travel & living expenses.
• Knowledge of performance management program and practices, providing feedback to project teams, especially Project Manager performance
• Strong work ethic and capability to work independently.
• Excellent knowledge of MS Office including Word, PowerPoint, Excel, and Outlook
• Excellent knowledge of CRM systems such as HubSpot, Accounting software, such as SAP, and other software critical to operating Connors Group’s business.

Working conditions

• Flexibility to work alternative hours, including evenings and weekends. Access to reliable auto transportation and a major US airport.
• Directors, at times, must work in challenging, non-standard environments. This could include:
  • Time of day: Evenings (5 PM - 10 PM), overnight shifts (10 PM – 6 AM),
  • Day of week: Weekends (Saturday/Sunday)

This job description is not intended to be all-inclusive. Employee may perform other related duties as assigned to meet the on-going needs of the organization.