Account Executive - Commissioned

Description

The Role

The Account Executive is responsible for increasing sales by identifying new business development opportunities and closing the sale either with targeted accounts or existing accounts.  Responsible for specific major accounts and vertical markets. Depending on focus may be an emphasis on Government Accounts, Healthcare Accounts, or New Business Development within the office furniture industry.

What You Will Do

• Generating and increasing sales by identifying and cultivating potential sales and networking opportunities, and by building relationships with potential, new, and existing accounts.
• Implementing a sales plan to support the sales and profitability goals, as well as develop and maintain a sales forecast to help analyze market conditions and/or changes in the market for maximum productivity and sales growth.
• Educating customers on our products, the company’s vision and mission, and generating and increasing sales by conducting product demonstrations, delivering sales presentations, and developing service opportunities.
• Meeting with existing and potential customers by telephone or in person to cultivate business relationships, negotiate a potential sale, or secure a sales order.
• Preparing the sales proposal and order for the customer by including the necessary paperwork.
• Meeting with sales and other departments/team members to review sales bid, sales order, various paperwork, go over deadlines and schedules, etc., to ensure accuracy and completeness.
• Generate profitable sales order by assisting with pricing-reviewing documents; contacting reps and manufacturers for discount, list, net, freight and lead times; obtaining price lists and other necessary information sources; installation quotes and all other net costs.
• Ensuring accuracy of the purchase order from the customer by reviewing and confirming specifications, deadlines, pricing or changes, and the final documentation.
• Developing and maintaining relationships with vendors, purchasing, engineers, quality assurance, management, etc.
• Stay current on existing and emerging products and corporate technology knowledge; attend product training classes to develop superior product knowledge.
• Preparing and submitting a weekly call/activity report, lost business report, territory sales forecast report, and other related reports according to company policy.
• Resolving customer sales and service issues by investigating problems, developing solutions, and communicating updates.
• Develops an effective and productive working relationship with Designers, Project Designers, Project Managers, Account Coordinators, and other support staff, encourages and assists in their training and development when possible.
• Contributing to a team effort by accomplishing related results or projects as needed.

The Qualifications and/or Experience

The ideal candidate will hold a Bachelor’s degree (B. A. or B. S.) from an accredited college or university in sales or closely related field and minimum of 4 years of experience working in sales position managing sales accounts, preferably within the office furniture industry, additional experience may be substituted for degree.

• Demonstrates technical credibility and professional proficiency, having depth of judgment, knowledge, and technical skill important for the position.
• Industry knowledge – developed knowledge of the commercial furniture industry within the given market, the strategies and sales tactics that work in the marketplace, the financial implications of the customers’ decisions and actions, and balancing product and data analysis with judgment and common sense.
• Product knowledge – the company’s products and services, especially industry-specific solutions that can adapt to our customers’ unique needs, how it compares to similar products the company offers, and how it compares to the competitor’s products, its strengths and limitations, and what products may complement it.
• Process knowledge – the work processes within the company as a whole, but especially the sales process - prospecting, preparation, approach, presentation, handling objections, closing, and follow-up. Ability to measure, evaluate, and offer suggestions for redesign of processes to meet or exceed goals.
• Technical skills – Able to use the technological tools to support knowledge, transfer, and use of the various work processes; working knowledge of Microsoft Office Suite, specifically Word, Excel, and PowerPoint on a Windows 10 platform.
• Proven ability to network and prospect by having marketplace awareness, taking a proactive approach to business and social interactions, expanding contacts, finding new sources for customer leads, sizing up opportunities, identifying decision-makers and influencers in the sales cycle, cultivating, and closing the sale.
• Excellent communication and presentation skills - writes, speaks, and presents information accurately, concisely, and compelling across communication settings and to a variety of audiences. Adapts communication and presentation methods based on the situation, obtaining trust and respect.
• Demonstrates customer focus, always acting with customers in mind and dedicated to meeting the customers’ expectations, adjusting the strategy as needed.
• Demonstrates opportunistic approach, spontaneity, and flexibility—willing to be flexible and adaptable, to change course swiftly and purposefully when the needs of the business change or when it will benefit the customer.
• Exhibits engagement and has enthusiasm and emotional commitment to the success of the company and its goals, the customer, and the community in which we live in and serve.
• Possesses interpersonal effectiveness, considering and responding appropriately to the needs, feelings, and capabilities of different people in different situations.
• Demonstrates commitment to providing high-quality professional interactions.
• Successfully manages multiple and competing priorities effectively by managing one’s time and resources while establishing a course of action for self and others to ensure that work is completed efficiently.
• Successful problem solver who seeks continuous improvements.
• Driven to set high standards of performance and excellence for self and others; assuming responsibility and accountability for successfully meeting those standards.

Work Environment and Physical/Mental Demands

The position requires working typically in a professional office environment. This role routinely uses standard office equipment such as office phone/smartphone, computer/laptop/computer keyboard/mouse, photocopiers, filing cabinets, and printers. This position requires the ability to sit for prolonged periods of time, as a driver or passenger in an automobile. While performing the duties of this job, the employee is regularly required to talk or hear. The employee frequently is required to stand, walk, use hands to finger, handle, or feel, and reach with hands and arms. Ability to visit and move around at construction and other customer/work sites, wearing appropriate safety protective gear. Ability to lift, carry, and otherwise transport work-related materials that frequently weigh up to 10 lbs. and that may occasionally weigh in excess of 25 lbs. Ability to work with numbers, research complex issues, and resolve problems. Requires more advanced mathematical skills in order to understand spatial requirements and in doing bids. Must be able to read and comprehend complex written material, as well as have the ability to analyze, compare, evaluate, reconcile, and order data.  

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

Note: This job description is not intended to be an exhaustive list of all duties, responsibilities, or qualifications associated with the job.

Workplace Resource (WR) is an Equal Opportunity/Affirmative Action employer that welcomes individuals from diverse backgrounds and perspectives. Our employees truly are our greatest asset. We value and encourage the diverse talents, skills, and perspectives our employees contribute to our collective effort every day. Workplace Resource prohibits discrimination against individuals on the basis of race, color, national origin, religion, sex, sexual orientation, disability, age 40 and over, status as a veteran or special disabled veteran, gender identity or expression, genetic information, pregnancy, childbirth or related medical conditions, marital status, and any other prohibited characteristic. At WR, neither the employee nor the company is committed to an employment relationship for a fixed period of time. Employment with WR is at-will. Either the employee or management has the right to terminate the employment relationship at any time, for any reason.

Qualifications

Salary : $55,000 - $65,000