Senior Sales Executive

Job Description

Job Description

Senior Sales Executive

Job Description

I. Summary of Position:

The Sales Executive position is responsible for the sale of the Organization in a territory (geographic or specific accounts) defined by the Manager of Sales and Marketing. This position sells the Company's products and services by identifying customer needs and pain points using technical, organizational, and customer knowledge to influence customers and assist them in applying the products/services to their needs resulting in revenue generation. The position also provides input and participates in the marketing, market planning and technical development of products and services.

In addition, the Sales Executive must gain an intimate knowledge of the TRIUNE history and culture. One of the ways Triune differentiates itself in the marketplace is through our history- the basis on which the company was founded, and the compassionate “People helping People” culture. In a marketplace full of venture capital money looking for a return on their investment, a second generation, family-owned venture resonates with many buyers.

II. Synopsis of Correct Sales Relationships

Successfully performing the job of a sales executive means above all that the relationship with every customer and prospect entrusted by TRIUNE to the executive is being correctly cultivated and maintained. Failure to do so is equivalent to not fulfilling essential job duties for this position. Some of the aspects of an acceptable relationship with each account and prospect include but are not limited to:

• Intimate knowledge of the customer operations e.g. organization structure, details about team members and supervisors, corporate setup.
• Detailed intel on customer needs: claim counts, areas covered, current service needs, competitors being used, prospective nurses utilized.
• Frequent contact, at minimum of once a month, with the customer or prospect. These communications should be of value, and not reduced to social interactions at restaurants or other venues. Social interaction is only one small part of the sales cycle. All interactions should be evaluated and a business plan created to focus the meeting on account growth, gathering information on the company or industry and/or other intelligence.
• There should be quantifiable business growth through the relationship, whether it is a direct increase in revenue derived or the identification of opportunities which clearly show increased value over time.

III. Sales Executive Goals

TRIUNE Health Group holds the goals established for Sales Executive in a place of particular importance. While there are numerous activities an Executive can engage in which seem to be beneficial, the only way to truly measure the success of a Sales Executive is by whether they are reaching the established goals.

To that end, each Sales Executive has a goal of referrals expected on a weekly basis, which will be taken as a rolling average for each year in consideration. This goal will be established by the Sales Manager and agreed upon annually. The goal will be reviewed twice each year. Failure or success in meeting this goal on an ongoing basis is the primary metric for performance for each Sales Executive. In addition to the referral goal, other benchmarks include revenue and new growth goals as well as team responsibilities- i.e. training, meeting attendance and participation and submission of requested work. (See attached spreadsheet sample.)

III. Essential Duties and Responsibilities:

• Actively seek out new sales opportunities through various means, including but no limited to cold calling, networking and social media
• Build networks and spheres of influence in order to grow prospect lists
• Conduct market research to identify selling possibilities and evaluate customer needs
• Set up meetings/presentations with potential clients to present products and services, negotiate and close deals
• Report to sales manager about goals, sales and prospects
• Submit annual and quarterly sales plans including sales goals
• Handle client complaints and concerns
• Participate in events and conferences on behalf of the company
• Create a schedule of regular follow-up with current customers to establish relationships, create a steady pipeline for referrals and to address any questions or concerns
• Meet established sales quotas and revenue goals.
• Perform other duties as assigned.

IV. Job Qualifications:

To perform this job successfully, an individual must be able to perform each essential duty, satisfactorily. The requirements listed below are representative of the knowledge, skill, and or/ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Skills and Abilities:

• Excellent verbal and written communication skills, including the ability to interact well with customers and fellow employees via the phone, email and formal sales presentations.
• Strong analytical and organizational skills, including the ability to multitask with attention to detail.
• Thorough understanding of marketing and negotiating techniques
• Proficient in Microsoft Office and customer relationship tools such as HubSpot
• Maintain a friendly, professional attitude at all times.
• Exercise initiative and be solution oriented, while keeping Management up-to-date on current situations or opportunities.
• Dependability and adaptability.
• Able to travel including overnight

Education and Experience:

• Bachelor's Degree or three or more years of related experience and/or training; or equivalent combination of education and experience.

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