Account Executive

Summary

The primary role of the Account Executive is to generate revenue from potential industrial process customers and increase wallet share through networking, customer visits, calls, and other business development activities. They are responsible for growing and retaining existing accounts by planning persuasive approaches and presenting new solutions and services that encourage customers to increase their business volume with the company. In addition, the Account Executive is expected to drive new business development efforts by identifying and pursuing new customer opportunities to expand the company’s market presence. The Account Executive works closely with senior leadership, business development managers, inside branch sales, technical staff, and marketing teams.

Responsibilities

• Actively promotes the company’s products and services utilizing the company’s selling process and communicating our value propositions to customers
• Provides exceptional personal customer service to all internal and external customers
• Uses company provided selling tools to jointly develop account strategies and tactics with the team and to maintain accuracy in customer data and the sales funnel
• Listens to and manages resolution of customer concerns by investigating problems, developing solutions, and making recommendations to the team for supporting the customer’s and the company’s shared goals
• Proactively conducts sales calls, utilizing probing questions to identify the customer’s needs and opportunities, learn about the customer’s business, our competitor’s actions, our technology and the customer’s industry
• Meets and maintains all minimum sales activity levels to include attainment of sales revenue/margin quotas, calendar activity, quote, opportunity and project lead follow up monthly, quarterly and annually
• Develops and implements sales planning strategies to achieve all goals and total spend opportunity associated with assigned accounts
• Works collaboratively with team members as necessary to maximize sales opportunities while not diverting from core sales responsibilities
• Coordinates customer visits with internal leadership, subject matter experts, and vendor visitors
• Handles objections by clarifying, emphasizing agreements and working through differences to a positive conclusion
• Presents new products and services and enhances existing relationships
• Works with technical staff and other internal colleagues to meet customer needs
• Using knowledge of the market competitors and our selling process to identify and develop the company’s unique selling propositions and differentiators
• Develops a thorough technical knowledge of products in the company catalog as well as products our suppliers offer
• Participates in training opportunities and self-study to increase product, technology and industry knowledge and to improve personal performance
• Tracks and records activity on accounts in order to close deals to meet targets
• Creates and maintains account management plan for all assigned accounts

Qualifications

• To perform this job successfully, an individual must have thorough knowledge of the Industrial Process market, the solutions/services the company can provide, and the company’s competitors
• They must understand the role of the Company’s customers, OEMs, integrators, engineering firms, contractors, and end users as well as a thorough knowledge of Industrial Process applications and products
• The individual must also be able to demonstrate the ability to communicate with clarity and a proficiency in customer service skills and proactive telephone and face-to-face selling skills, with the ability to interpret customer responses in order to increase business development and attain maximum wallet share

Benefits

• Medical, vision, and dental insurance
• HSA
• FSA (medical and dependent care)
• 401(k) with employer match up to 4% with immediate vesting
• Employer-paid short- and long-term disability coverage
• Employer-paid basic life and AD&D insurance; supplemental life for employees and dependents available
• Paid time off and paid holidays