Account Executive – Regional Territory
Reports To: VP Sales and Marketing
Location: Oregon
Travel: Local within state for customer meetings and product demonstrations. Occasional overnight travel within state or to the corporate HQ in Spokane or for product training by Manufacturers within the USA and Canada
Mission:
· Develop supplier relations to have the highest quality of products
· Meet or exceed the customers’ needs by embracing innovation in equipment, use of technology, and methods of distribution
· Hire and retain employees who put the customer first
· Maintain a customer-centric culture that does business in an honest and ethical manner
Primary job duties:
· Serve as a key member of the sales team that drives the primary customer activities for a large and expanding base of customers
· Successfully achieve sales goals.
· Research and target accounts that fall within the Municipal, State and Commercial target accounts.
· Refine the target list and develop account plans for each account relative to their equipment needs, budgets and decision cycles
· Identify and source the contact information for key decision makers and influencers
· Follow-up immediately on all assigned and marketing qualified leads generated from inbound or other teams
· Research the unique aspects of the prospect that align with Company's value proposition and design / customize an account plan and outreach strategy to compel the prospect to accept meetings.
· Schedule appointments (calls, virtual, F2F) to gain an in depth understanding of the opportunity and unique challenges they face which forms the basis for an effective sales process.
· Effectively qualify all prospects to ensure mutual alignment and future success with SWS operational capabilities
· Creatively and expeditiously prioritize and execute prospecting and pipeline development, along with active opportunities, and the launch of new customers for revenue achievement
· Manage multiple large opportunities with limited resources
· Successfully communicate and work with the Sales Support Team members
· Become proficient at developing quotes to customers that strategically position the company as the number one solution for the customer and identifying key performance metrics for each opportunity.
· Manage complex contract negotiation and work with Operations and legal counsel as required to strategically develop solutions that meet the customer’s needs.
· Collaborate and support marketing and sales admin functions with input on collateral, sales tools, training, prospect messaging and templates to ensure materials are accurate, current, and compelling.
· Support marketing events and functions for brand awareness, demand creation and industry networking (i.e., tradeshows, webinars, roundtables, etc.)
· Drive disciplined, timely and accurate use of SalesForce.com
· Develop and update quality forecasts for your sales pipeline using SalesForce.com
· Provide market intelligence to executive management, marketing, and sales comrades.
· Be a driving force in the success of the company’s goals and objectives.
· Be a role model for the company culture, live the company’s core values.
· Develop a solid understanding of Company's core verticals and market: products, competitors, technologies, and key contacts in related markets.
· Accountable to sales goals such as activity metrics, pipeline and opportunity revenue levels, and overall revenue achievement to assigned quota
Requirements:
· Minimum 5 years of direct Sales experience is required
· Successful experience in selling large equipment or other large value sales with long sales cycles
· Exceptional track record of success against sales objectives; consistently met or exceeded planned objectives
· Adept at working as a team player
· Comfortable and credible selling to governmental and commercial decisionmakers and influencers of various disciplines in addition to internal communication, presentations and high-pressure questions from executive leadership, peers, and customers.
· Ability to build into the leadership position with all municipal clients
· Excellent written and oral communication/phone skills
· World-class sales & negotiating skills.
· Detail, Goal and Metrics-driven and highly motivated
· Proven analytical and problem-solving skills
· Strong work ethic, attention to detail and organizational skills
· Proficient with Microsoft Office applications, CRM and sales enablement tools
· Flexibility to travel up to 20%
· Bachelor’s degree
Desired:
· Experience selling large equipment
· Experience operating large equipment
· CDL drivers license
What we offer:
· Competitive salary and compensation aligned with sales performance
· Health, dental, vision benefits
· 401k
· Laptop and company phone
· Car Allowance
· Advancement opportunities to in a fast-growing organization.
· Flexible schedule provided performance metrics are met, and customers are happy.
· An environment where creativity and performance are rewarded!
· A culture where you have a say in how best to run all aspects of the operations within your territory. We don’t micromanage!
All qualified applicants will receive consideration without regard to race, age, color, sex (including pregnancy), religion, national origin, disability, sexual orientation, gender identity, marital status, military status, genetic information, or any other status protected by applicable laws or regulations. GPAC (Growing People and Companies) is an award-winning search firm specializing in placing quality professionals within multiple industries across the United States since 1990. We are extremely competitive, client-focused and realize that our value is in our ability to deliver the right solutions at the right time.
