Account Executive

Account Executive 

Job Summary:  

The Government/Higher Education Account Executive will work with EVP & Sales to develop sales leads through industry publications, client referrals, channel partners, Salesforce, and internet research.  The Account Executive will focus on sales and marketing in their assigned market, which typically involves extensive database management, preparing documents for clients, support of the sales goals and lead generation through various industry sources.  The Account Executive will also be responsible for negotiating, creating, and overseeing execution of sales contracts and RFPs.  

Duties/Responsibilities: 

• Develop and maintain strong client relationships.
• Set client facing appointments. 
• Engage in onsite client meetings and presentations. 
• Develop client facing sales presentations, quotes, and proposals. 
• Cross-sell current and new solutions across client base. 
• Accurately manage opportunities and opportunity pipeline.
• Accurately forecast weekly sales numbers to the leadership team. 
• Work with inside sales team to manage and support clients. 
• Develop prospective client contact information through internet research and industry communications. 
• Service existing accounts to fill client’s requests for company information or proposals. 
• Ability to learn business practices and have informed conversations with clients. 
• Maintain professional and technical knowledge by reviewing professional publications, establishing personal networks and participating in professional societies. 
• Service existing accounts, obtain orders and establish new accounts by planning and organizing daily work schedule to call on existing or potential clients. 
• Submit activity and results reports, such as daily call reports, weekly work plans and monthly and annual territory analyses. 

• Monitor competition by gathering current marketplace information on pricing, products, new products, delivery schedules, merchandising techniques, etc. 
• Recommend changes in products, service and policy by evaluating results and competitive developments. 
• Resolve client complaints by investigating problems, developing solutions, preparing reports, and making recommendations to management. 
• Maintain professional and technical knowledge by attending educational workshops, reviewing professional publications, establishing personal networks, and participating in professional societies. 
• Provide historical data by maintaining records on area and client sales. 
• Contribute to team effort by accomplishing related results as needed. 
• Document activities in the CRM/Salesforce according to procedures and other documented guides. 

Requirements and Preferred Experience: 

• 1 – 4 years of proven successful sales experience selling in a high-volume market. 
• Must be located within a 1-hour radius of a major airport.  
• Experience selling services or to large commercial accounts preferred.
• Ability to work independently and within a team on special, nonrecurring, and/or ongoing projects. 
• Ability to professionally interact with clients and staff, along with the ability to build relationships.  
• Professional presentation skills, and excellent written and verbal communication skills.
• Demonstrated ability to interact and communicate effectively with all levels of the organization, clients, and staff. 
• Maintain professional, timely communication with customers.  
• Consistent focus on meeting or exceeding sales goals.  
• Closing skills.  
• Self-starter, excellent listener and completes tasks independently and efficiently and with limited direction. 
• Extensive experience with Microsoft Office Suite, including Outlook, Word, Excel, PowerPoint, and Calendar.

• Ability to learn all software systems used throughout the company.
• Territory management experience, prospecting skills, and negotiation skills.   
• Flexibility: extended hours, nights and/or weekends must be covered as necessary in this role.  
• Ability to travel and rent cars nationwide on a frequent basis.  

Education: 

• Bachelor’s degree, or 3 – 5 years experience in a related field

Physical Requirements: 

The physical demands described here are representative of those that must be met by an associate to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.    

• The associate is regularly required to stand; walk; sit; use hands to finger, handle, or feel objects, tools, or controls; reach with hands and arms; climb stairs; balance; stoop, kneel, crouch or crawl; talk and hear.   
• Must be able to lift and/or move up to 20 pounds occasionally.   
• Working extended hours, including evenings and weekends may be required.  

Additional Requirements:  

• Must be 21 years of age. 
• Must have a valid driver license.   

Perks and Benefits: 

• Medical, Dental, and vision coverage
• 401(k)/Roth with company match
• Work-Life Balance: PTO (Paid Time Off), paid holidays, and balanced work schedule 

Variations:  

• Senior Account Executive
  • More Experience required.

EEO, including disability/vets