Sales Account Executive

Position Purpose

Business Development Managers work to grow Performance Services by identifying business opportunities, strategically building relationships with clients, and winning business contracts. Business Development Managers provide a seamless process from the first meeting throughout the guaranteed period, providing sole accountability for all projects to clients.

Duties, Tasks and Responsibilities

Sales Planning and Execution

• Builds sufficient pipeline to meet or exceed annual sales goal
• 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 client
• Cultivates relationships to win new business and expand existing accounts
• Orchestrates the appropriate PSI & client 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 clients 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
  
  

Client Interaction

• Generates an emotional attachment to PSI’s value with decision makers & influencers
• Uses insightful discovery questions to identify and influence business needs
• Challenges client’s conventional thinking to create new opportunities
• Crafts business justifications that address financial responsibilities to the community
• Creates compelling events & navigates client through a committee buying process
  
  

Behavioral Competencies

Core Competencies

• Integrity - We act with integrity; truthful, fair and honest.
• Continuous Learning – Is a continuous learner focused on constant improvement; embraces new technologies.
• Exceed Expectations - Work hard to exceed client expectations.
• Compassion – We are stewards of PSI supporting its growth & ability to help those in need.
• Accountability – We take responsibility for our actions and decisions.
  
  

Position-specific Competencies

• Results Oriented – Puts direction on achieving results which are aligned with the larger picture of the organization and its strategic goals. Demonstrates assertiveness in achieving personal and team goals.
• Initiative – Stays focused on results and objectives, despite environmental and organizational changes. Exhibits executive polish when presenting with decision makers and influencers.
• Decision Making – Makes decisions that are practical, timely, and aligned with the beliefs and values of the company. Decisions are action-oriented and collaborative.
• Results Driven – Possesses the confidence to purposely drive toward results while constantly problem-solving and engaging the commitment of others. Fosters win-win relationships through collaboration and consensus building.
• Communication – Collaborates in a way that is goal oriented, yet motivates and engages others in an enthusiastic way. Puts emphasis on building rapport and relationships with individuals and groups in a persuasive and poise communication style. Earns trust by keeping promises and living up to commitments.
• Adaptability – Recognizing and adapting to changing conditions. Achieves balance between working independently and being a good teammate.
  
  

Working Conditions

• Office functions will primarily be performed at PSI’s main business office or local branch.
• Some overnight travel will be required.
• Travel encompasses 20%-40% of the position.
  
  

Minimum Qualifications

Education/Experience

• Bachelor’s Degree required.
• 5 years of experience with working on project teams required.
• 3 years of experience with leading project teams required.
• 3 years of executive level sales experience required.
• 5 years of business development experience preferred.
• Experience in working with K-12 school corporations, municipalities and/or higher education preferred.
  
  

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. The employee is occasionally required to sit; climb or balance; and stoop, kneel, crouch or crawl. The employee must frequently lift and/or move up to 10 pounds and occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus. Travel requirements include the ability to travel via airplane and drive an automobile up to 30,000 miles/year. This job description in no way states or implies that these are the only activities to be performed by the individual occupying this position. While this job description is intended to be an accurate reflection of the job requirements, management reserves the right to modify, add or remove duties and assign other duties as necessary.