Account Executives (AEs) have a wide range of responsibilities requiring a wide-ranging set of skills. In short, the goal of AEs is to grow sales revenue and profits for the business by providing exceptional client service from initial interaction through project completion and beyond.

AEs handle both inside and outside sales, leveraging channel partners and existing clients for opportunity flow, as well as proactively and strategically finding new business opportunities that align with INF value and core competencies. Upon identification of a potential sales lead, the AE qualifies the lead and opens the conversation with the customer. All client interaction follows best practices including prompt responses, clearly defined agendas when setting meetings, and follow-ups with action items and next steps.

In development of opportunities, AEs have sufficient technical knowledge to perform site walks and site meetings to gather site details and required information including existing infrastructure. AEs take the lead in working with engineering to determine site design and a proposal offering that maximizes client value, meets current client needs, and provides the client with long-term success as future electrification and decarbonization is implemented.

The AE is responsible for configuring a solution according to the project needs and gathering pricing for all aspects of the project. The AE compiles the site design, project scope, and pricing to create a proposal that represents the professionalism and attention to detail that clients expect from INF Associates.

While managing the opportunity pipeline, the AE is responsible for all data entry and updates on Monday.com to ensure accurate record keeping and forecasting for both internal and external stakeholders.

Overall, the AE is responsible for all aspects of opportunities from the top to the bottom of the sales funnel, while maintaining and managing client relationships after project completion to ensure customer satisfaction and repeat business.

The key areas of responsibilities include:

• Lead Generation: Developing sales leads through existing and new sales channels, expanding existing client business, and prospecting new clients. 

• Management of Monday CRM: Inputs new lead information along with client contact information. Maintains and updates opportunity information through the sales process ensuring accuracy of sales stage, revenue, and cost, expected close dates, and forecast probability.

• Opening Client Conversations: Upon identification of an opportunity, opens a conversation with the client to understand their business, needs, challenges, and project goals. Introduces INF to the client and presents the value we bring to our clients. Explains the overall process and what the next steps are.

• Site Walk and Site Design: Performs site walks to meet with on-site personnel to gather additional information to enable further design and strategy development.

• Sales Strategy Development: Creates strategies that leverage INF differentiators to maximize client value to increase hit rate while meeting the financial goals of the business.

• Cost and Incentive Estimation: Gathers pricing for all aspects of the project and populates the project workbook. Collaborates with project team and engineering for support in seeking bids from qualified electrical subcontractors. Determines available incentives and client eligibility and estimates the maximum incentive value to decrease client out-of-pocket costs.

• Proposal Development: Builds a professional proposal for the project that includes project scope, hardware and software details, incentive information, commercial pricing, clarifications and exceptions, and terms and conditions.

• Forecasting: Provides both internal and external sales forecasts to stakeholders such as hardware partners and distributors.

• Negotiating and Closing Deals: Works with customer buying influences and decision makers to gather feedback on the proposed offering, adjusts as necessary, and drives the opportunity to closure.

• Project Kick-off: Sends project kick-off summary to internal team and holds a kick-off meeting to coordinate project hand off to the project management / execution team.

• Incentive Paperwork: Requests necessary information from the client as required for securing incentives and completes utility cost break-down sheets for submission by the incentive team.

• Change Order Communication: When project management identifies a need for a change order, the sales team receives the notification from project management and communicates the change order to the client to receive their acceptance.

• Customer Relationship Management: Addresses issues that arise during project execution and ensures a positive client experience through project completion and beyond. Also works with the client to address any invoicing or payment issues that could arise and assists accounting in resolving delinquent payments from customers.