Account Executive Enterprise Sales

JOB SUMMARY

The Account Executive is responsible for growing the client base within our national print & mail manufacturing footprint. They will be responsible for driving sales revenue and growing market share through new client acquisition. The Account Executive will incorporate a creative and analytical approach to find new prospects and upsell existing clients to drive value for the organization.

ESSENTIAL RESPONSIBILITIES

• Research and identify prospects based on their need to outsource Customer/Member communications in physical and digital formats

• Ability to conduct Vice President and above outreach within IT and Procurement

• Deliver consistent sales results to meet or exceed their assigned revenue target

• Meet or exceed their KPI’s for sales activity and performance

• Utilize the company CRM to maintain detailed records of sales activity

• Oversee the onboarding (contracting, negotiation, implementation) of new clients

• Ensure that all client engagements are managed effectively to ensure satisfaction and retention

• Maintain effective communication between departments to maximize client success

• Conduct thorough needs assessments to prepare compelling proposals

• Create and present business cases and justifications persuasively

• Provide weekly updates on sales forecasts, activities, deal advancements, opportunities, competitor information, market trends, etc.

• Track and report on sales metrics, including “wins and losses” to capture product gaps and best practices to inform product/service development

• Attend industry events to network and promote the company’s products and services

• Perform other duties as assigned

EDUCATION

Required

• Bachelor’s degree in Sales, Marketing, or related field or relevant experience and/or education as determined by the company in lieu of bachelor’s degree

Preferred

• None

EXPERIENCE

Required

• 5 years of experience in a B2B sales environment, specifically developing relationships with executive-level contacts and lead generation in large organizations.

• Experience servicing a specialized market, such as: Financial Services, Utilities, Property and Casualty Insurance

• CRM utilization

Preferred

• Transactional print and mail and digital delivery experience

• Presenting at industry events and conferences

• Proficiency in price negotiation and informing contracting process

• Knowledge of RFP/RFI process and rules of engagement

LICENSES or CERTIFICATIONS

Required

• None

Preferred

• None

SKILLS

• Agility in a fast-paced manufacturing and services-based organization

• Must be coachable and possess a positive attitude

• Excellent verbal and written communication

• Excellent Powerpoint and presentation skills

• Knowledge of CRM (Salesforce is a plus)

• Good organizational skills and be proficient at activity management

• Strong prioritization skills

Language (Other than English)

None

Travel Requirement

40%

PHYSICAL, MENTAL DEMANDS and WORKING CONDITIONS

Position Type

Most On-The-Road Position

Non-Office Based Position

Teaches / trains others regularly

Rarely

Travel regularly from the office to various work sites or from site-to-site

Constantly

Works primarily out-of-the office selling products/services (sales employees)

Constantly

Physical work site required

No

Lifting: up to 10 pounds

Rarely

Lifting: 10 to 25 pounds

Rarely

Lifting: 25 to 50 pounds

Rarely

Disclaimer: The job description has been designed to indicate the general nature and essential duties and responsibilities of work performed by employees within this job title. It may not contain a comprehensive inventory of all duties, responsibilities, and qualifications required of employees to do this job.

Compliance Requirement: This position adheres to the ethical and legal standards and behavioral expectations as set forth in the code of business conduct and company policies.

As a component of job responsibilities, employees may have access to covered information, cardholder data, or other confidential customer information that must be protected at all times. In connection with this, all employees must comply with both the Health Insurance Portability Accountability Act of 1996 (HIPAA) as described in the Notice of Privacy Practices and Privacy Policies and Procedures as well as all data security guidelines established within the Company’s Handbook of Privacy Policies and Practices and Information Security Policy. Furthermore, it is every employee’s responsibility to comply with the company’s Code of Business Conduct. This includes but is not limited to adherence to applicable federal and state laws, rules, and regulations as well as company policies and training requirements.

The Account Executive is responsible for growing the client base within our national print & mail manufacturing footprint. They will be responsible for driving sales revenue and growing market share through new client acquisition. The Account Executive will incorporate a creative and analytical approach to find new prospects and upsell existing clients to drive value for the organization.

Pay Range Minimum:

Pay Range Maximum:

Base pay is determined by a variety of factors including a candidate’s qualifications, experience, and expected contributions, as well as internal peer equity, market, and business considerations. The displayed salary range does not reflect any geographic differential Highmark may apply for certain locations based upon comparative markets.

Highmark Health and its affiliates prohibit discrimination against qualified individuals based on their status as protected veterans or individuals with disabilities and prohibit discrimination against all individuals based on any category protected by applicable federal, state, or local law.

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