What are the responsibilities and job description for the Account Executive- K-12 Market position at Performance Services?
Founded in 1998, Performance Services (PSI) is a design and construction firm specializing in constructing and renovating education and government facilities utilizing guaranteed energy savings (performance contracts) and the design-build procurement method. The company is a leading design-builder of infrastructure improvements for cities and towns. Headquartered in Indianapolis, the company has regional offices in 16 additional states.
PSI is growing its Illinois branch, and we are looking to add a Business Development Manager (Account Executive).
This individual will focus on selling new commercial construction, infrastructure improvements, and/or HVAC upgrades or retrofit projects. This individual will be focusing on selling those projects to K-12 school districts throughout Illinois. They will be working directly with the school district's main decision-makers. (Superintendents, CFO, Business Officers, etc.)
PSI is targeting someone with experience calling on end users and capable of building trust and rapport. Able to manage a complex sales cycle. While also explaining our capabilities and processes. As well as a good understanding of different funding mechanisms, as well as the RFQ & RFP process.
This Sales Account Executive will be responsible for creating/developing relationships to help win new business & expand existing accounts. They will be working with potential & current customers.
They will be involved in executing strategic selling initiatives, as well as planning and executing bid and proposal activities.
They are also responsible for collaborating with Project Engineers and Project Managers for the synchronized effort of all internal and external resources to accomplish business development and sales objectives.
Performance Services pays a very competitive base salary and has a very strong commission structure (with no cap!). In addition to great benefits, PSI covers 100% of health insurance premiums.
(Compensation listed below is for base salary. Commission for most BDM's is usually 100%-200% of base)
DUTIES, TASKS, AND RESPONSIBILITIES
Sales Planning and Execution
- Builds sufficient pipeline to meet or exceed annual sales goals
- Develops and uses strategies and pre-call plans to maximize sales call effectiveness
- Qualifies early and disengages from deals that aren’t a fit for PSI or the customer
- Cultivates relationships to win new business and expand existing accounts
- Orchestrates the appropriate PSI & customer resources to take control of the deal
Sales Knowledge
- Tailors the sales message to resonate across multiple buying audiences
- Conveys industry & technical expertise with decision makers and influencers
- Educates customers on ways to improve their business (“Commercial Teaching”)
- Designs strategic and creative business solutions in collaboration with the team
- Teaches for differentiation to justify PSI methodologies and to handle objections
Customer Interaction
- Generates an emotional attachment to PSI’s value with decision makers & influencers
- Uses insightful discovery questions to identify and influence business needs
- Challenges customer’s conventional thinking to create new opportunities
- Crafts business justifications that address financial responsibilities to the community
- Creates compelling events & navigates customer through a committee buying process