Senior Account Executive

Position Summary This expert-level position is responsible for identifying and qualifying clients to pursue for complex or major accounts across several vertical markets or multiple geographic areas. Position Details Identifies and qualifies clients to pursue for complex or major accounts across several verticals or multiple geographic markets. Contracts profitable business with qualified clients. Develops a business plan that outlines key strategies and activities necessary to secure work and grow business opportunities. Meets with prospective clients to understand their business needs and provide creative performance-based energy and infrastructure solutions. Proactively qualifies and manages a robust and balanced sales funnel. Provides accurate forecasting of projected bookings using the company's CRM system. Develops and maintains new and existing client relationships through industry contacts, professional organizations and partnerships. Researches best practices and models behaviors for other team members including peers. Targets contacts and builds long term relationships with policy makers and influential stakeholders within the client and industry vertical markets. Develops project-specific and strategic client pursuit management plans. Engages the necessary internal and external resources to help support the qualification and pursuit of opportunities. Provides guidance, training and coaching to less experienced Account Executives. Travel up to 50% Qualifications Bachelor's degree from four-year College or University or equivalent combination of education and sales experience. 10+ years' experience in applicable industry or role combined with proven sales record. Significant experience in third party financed performance contracting with excellent ability to develop written proposals that can clearly articulate the benefits of recommendations both technically and financially. Ability to map out a client's organizational path and understand how the client's political environment will/can influence the pursuit. Strong interpersonal and communication skills. Effectively works with other people, including teams and groups, formally and informally. Proficient at creating and delivering clear, effective and engaging presentations. Highly effective at time management, prioritizing, and focusing on most important tasks while managing constant changes in planned schedules to meet prospects' changing requirements and deadlines. Strong ability to manage large, complex accounts (existing and new) to effectively maintain positive relationships and continued work from the assigned existing client base, while adding new large accounts to the portfolio. Proficient with Microsoft Outlook, Word, Excel, and Power Point. Highly effective collaboration skills internally and externally, with strong problem-solving abilities & an ability to focus on goal achievement. Ability to train and mentor less-experienced Account reps. Benefits 401(k) plan with 50% company match (no cap) and immediate 100% vesting Medical, dental, and vision insurance (100% paid for employee) Annual bonus program based upon performance, achievement, and company profitability Term life, AD&D insurance, and voluntary life insurance Disability income protection insurance Pre-tax flexible spending plans (health and dependent care) Paid parental leave Paid holidays, vacation, and personal time Training/professional development opportunities and company-paid memberships for professional associations and licenses Wellness benefits About Southland Industries As one of the nation's largest MEP companies, Southland Industries is built on the foundation of great people. Since 1949, we have put our people first, enabling growth, professional achievement, and innovation. To learn more about careers at Southland, explore our career opportunities ( follow us on social media ( and check out our website ( If you want to join a fast-paced environment where you're engaged, challenged, and valued. Southland Industries and all its subsidiaries are an Equal Opportunity Employer and prohibits discrimination and harassment of any kind. We are committed to the principle of equal employment opportunity for all employees and to providing our employees with a safe work environment free of discrimination and harassment. All employment decisions at Southland Industries are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, gender, national origin, ancestry, age, disability, medi #J-18808-Ljbffr