Responsibilities

POSITION SUMMARY:

The Account Executive is responsible for developing and executing strategic sales plans and establishing strong relationships with key clients in conjunction with the company’s overall strategic sales and growth profit objectives.

POSITION RESPONSIBILITIES:

• Execute strategic sales plan, annual sales budget, and interim forecasts.
• Develop clear and achievable comprehensive sales strategies, objectives, and tactical plans based on key account growth, A-client prospecting, client acquisition, and segmentation.
• Identify and develop relationships with key corporate leadership representatives through prospecting, marketing leads, networking opportunities, and other means.
• Utilize networking, cold calling and other prospecting techniques to generate leads and build a diverse sales pipeline.
• Collaborate with team members to ensure relationships are maintained and client growth expectations are achieved.
• Understand key client project objectives, scope, deliverables, and other requirements to create contract proposals in accordance with company guidelines.
• Meet or exceed defined sales goals and financial targets.
• Leverage existing network of influencers and decision makers within targeted end markets.
• Prepare and deliver compelling sales presentations and proposals.
• Monitor and report sales activities and performance metrics.
• Track actual performance against budgets and forecasts.
• Utilize the company’s CRM and other software systems to document sales activities.
• Understand and analyze market trends, competitive landscape, and customer needs to stay informed about industry trends, competitor activities and client needs.
• Attend trade shows, conferences, and association events for the purpose of networking and business development.
• Attend scheduled and ad hoc meetings with SLs, pipeline review, operations/project review, etc.
• Complete time reporting weekly to include appropriate allocation and expense reporting monthly following approved procedures and using available technologies.
• Facilitate an environment that promotes the company’s culture and Core Values.

Qualifications

REQUIRED EDUCATION AND EXPERIENCE:

• Bachelor's degree in business administration, or a related field, or equivalent experience in a sales/business development role.
• Experience in a formal B2B sales/business development role
• Experience selling to large national organizations.
• Experience with using CRM technologies to manage the customer and project relationship.
• Experience setting short-, mid-, and long-term goals aligned with business outcomes.
• Experience executing key account growth strategy that incorporates multilevel relationships, upselling, and cross selling.
• Experience with sales planning and forecasting.
• Valid drivers’ license.

PREFERRED EDUCATION AND EXPERIENCE:

• Experience with Salesforce CRM.
• Experience selling consulting and/or staffing services.
• Licenses or certifications in a safety-related field.
• Construction industry and/or safety management experience.
• Experience in selling safety services, professional services, or intangible products (B2B)

KNOWLEDGE, SKILLS & ABILITIES:

• A proven track record of success in growing sales and expanding relationships within large accounts.
• Excellent written and verbal communication skills.
• Excellent interpersonal skills (listening, empathy, and approachable).
• Excellent problem solving and decision-making skills, quick and effectively.
• Excellent computer skills including Microsoft Office Suite.

• Excellent organizational skills, including time management.
• Ability to effectively use a variety of virtual technologies.
• Ability to prioritize tasks based on urgency and importance and adapt to changing situations.
• Ability to be flexible when dealing with a variety of stakeholders.
• Ability to learn quickly and apply lessons learned.
• Ability to plan strategically and tactically.
• Ability to negotiate and influence others by building trust and confidence.
• Ability to delegate tasks utilizing inter- and intradepartmental communication.
• Ability to remain humble while conducting themselves with a high degree of self-confidence.
• Demonstrated passion and high energy as related to driving business performance.
• Demonstrated knowledge on how to navigate difficult hierarchies, pursue leads with limited information, and overcome resistance.
• Demonstrated success as both a team player and team leader.
• Knowledge of gross profitability, profit margin, and factors contributing to them.
• Willing and able to learn from others and effectively coach others.

PHYSICAL REQUIREMENTS:

• Travel by car and plane.
• Working extended hours as needed, including occasional evenings and weekends.
• Stand and sit for prolonged periods of time.
• Use of phone for communication.
• Extensive manual dexterity (keyboarding, mouse, phone).

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.