Sales Account Executive

Description

This role requires a strategic and consultative sales approach, where internal and external cross-functional stakeholder collaboration is necessary to deliver comprehensive solutions. Incumbents will leverage in-depth industry and product expertise, business acumen and Customer Relationship Management (CRM) proficiency to independently and proactively generate opportunities to achieve growth, retention and yield revenue targets, with a high level of care and consistency.

Responsibilities

• Independently negotiate complex contracts and strategic multi-year renewals for customers that involve a variety and combination of products.

• Achieve assigned sales quota which includes both growth, retention and yield targets through Share of Wallet (SOW) growth and Net New logo acquisition activity. market-specific research, understanding industry trends to enable growth, and cross-functional internal collaboration to support client requirements.

• Manage client and prospects ranging from $150k-5M in addressable annualized transportation spend.

• Actively strategize to meet retention targets for their book of business.

• Train and mentor new and existing sales associates.

• Sell all lines of business and collaborate with other departments to expand business such as Freight, Purolator International and Logistics.

• Manage sales pipeline through SFDC to achieve quarterly targets.

• Apply account management and development efforts including, tracking customer account performance metrics, vertical and market specific research and understanding industry trends to enable growth, and cross-functional internal collaboration to support client requirements.

• Proactively synthesize multiple data points weekly to assess overall territory health and act on an ongoing basis to address customer risk and offset possible decline.

• Conduct Monthly/Quarterly Business Reviews (QBR’s)with all customers and create joint development plans to address growth opportunities, escalation resolution and industry trend analysis.

• Use predictive analytics to accurately forecast business opportunities for financial planning, resource planning and operational planning purposes.

• Accountable for driving the full sales cycle. Engage and strategize with internal partners to determine their needs, provide the value proposition via online demo. Utilize consultative selling methodologies to manage client objections and engage in professional negotiations

Additional Responsibilities

• Participate in customer-generated RFI, RFQ and RFP’s and spot opportunities while ensuring all RFQ opportunities follow the Tender Management process including timely pre-RFQ strategy and alignment with business.

• Identify new areas for revenue growth principles; leveraging business solutions for growth.

• Periodically assume supervisory responsibilities.

• Perform insightful, detailed data-driven reviews with internal teams to identify opportunities and discuss risks.

• Jointly work with the multiple levels of the customer’s organization to understand and document their business and facility goals and how success is measured.

Qualifications

• University Degree in Business/Commerce, Marketing or Business Administration or an equivalent combination of education and related experience.

• Solution selling certification and a minimum of 2 years demonstrated proficiency in Solution Selling.

• Demonstrated Salesforce.com proficiency.

• Minimum 5 years successfully achieving sales targets in B-to-B experience.

• Minimum 2 years within Purolator Field Sales or similar transportation sales.

• Minimum 2 years successful management of a territory consisting of assigned clients OR History of 100%+ territory plan attainment in assigned territory.

Education

Experience

Skills