Mid Market Account Executive, Retail

Job Title: Mid-Market Account Executive - US Retail

Department: Sales

Location: Remote

Country: US

Level: Individual Contributor

Reports to: VP Sales – US Retail

Contract Type: At will

Contracted Hours/Days: 37.5 hours

About Us

At Reveal, passion meets purpose. Our body-worn video solutions are more than just technology; they're a testament to our commitment to safety, innovation and change. Rooted in the UK, we've become a trusted ally for many police forces, local authorities, retailers and private organisations; helping to pioneer and drive the application of body-worn video in settings and geographies where we can see exciting potential. With an influence now spanning over 40 countries, our mission to make a positive impact continues to gain momentum.

Purpose of the Role

The Mid-Market Account Executive has a responsibility:

• To manage mid-market retail customers through the entire life cycle from initial lead to pilot to successful commercial deal and account growth.
• To support customer pilots within the mid-market segment, providing support and guidance as required to ensure the success of the trial.
• To proactively identify and develop commercial opportunities within the mid-market retail sector which build on and expand our customer base.
• To deliver and aim to exceed agreed revenue targets.
• To ensure all sales processes are correctly adhered to.

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Key Responsibilities

The following outlines the principal responsibilities of the role. This list is not exhaustive and may be updated to reflect business needs, provided it remains aligned with the overall purpose of the position.

Customer Success

• Following up warm leads and developing opportunities to pilot stage within the mid-market retail segment.
• Supporting the pilots, providing product knowledge, in person training and guidance, as required to ensure the success of the trial.
• Ensuring potential customers have a strategy to effectively measure success of the trial.
• Building and maintaining strong relationships with newly onboarded mid-market customers.

Business Development

• Identifying and researching potential new mid-market retail customers.
• Identifying the key decision makers in the new businesses.
• Contacting decision makers with a view to creating business opportunities.
• Manage new enquiries and leads and follow up, as appropriate.
• Updating and maintaining salesforce with all relevant details of new accounts.
• Working with the Sales Team - US Retail, to create appropriate business development strategies for the mid-market sector.
• Preparing and delivering high quality sales presentations and proposals – conveying the value proposition of the product simply and persuasively.
• Negotiating commercial deals and closing sales.
• Managing the sales pipeline.
• Attending industry events, conferences, trade shows, webinars, as appropriate.
• Networking and connecting with industry contacts.
• Keeping abreast of market trends and competitor activity

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Account Management

• Managing and developing ongoing customer relationships within assigned mid-market accounts.
• Building understanding of customer challenges, needs, and issues.
• Monitoring the refresh and contractual extension opportunities with existing customers
• Proactively identifying any addtional use case opportunities within the customer base
• Collating information on any additional or new requirements and feedback to the development team

Product and Customer Knowledge

• Using the internal Knowledge Hub to build your product knowledge and access the most up to date product information.
• Working closely with internal colleagues to expand your knowledge and learning about the product and the wider business.
• Providing feedback from customers to appropriate internal teams.
• Communicating retail industry needs for technology/and or service as they are identified.
• Assisting the marketing team with intelligence to support their marketing strategy .

Financial Forecasting and Reporting

• Providing accurate management information, as required
• Providing accurate and realistic forecasts, as required.

Learning and development

• We encourage continuous professional development and support learning through on-the-job experience, feedback and access to relevant training opportunities. You are expected to take ownership of your development and maintain up-to-date knowledge of sector trends, technology and best practice relevant to your role.

Qualifications, Skills and Experience

Essential

• 2+ years in a sales and business development role
• Previous experience of selling solutions into the retail sector
• Ability to travel (minimum 30–40% travel)
• Full driving licence
• IT fluency across Microsoft Office
• Strong communication and interpersonal skills, with the ability to build effective working relationships.
• Demonstrates a growth mindset, with adaptability, curiosity and a commitment to continuous improvement.
• Strong emotional intelligence, including self-awareness, empathy and sound judgement.

Desirable

• Ability to identify customer needs
• Goal focused and target driven
• Proven experience of building relationships at multiple levels within customer organizations
• Excellent negotiating skills
• Ability to manage objections
• Excellent verbal and written communication skills
• Able to deliver effective and compelling customer presentations

Key Metrics for Success

The key metrics to be successful in this role are:

• Pipeline Generation
• Account Growth and Retention
• Pilot Generation
• CRM and Operational Discipline