Sales Executive

Sales Executive

This position is responsible generally for creating sales and revenue for the company.  There are many responsibilities listed below that collectively comprise a complex and significant role for the company.

Job Statements

Sales Territory Planning

  • Participate with company management and other sales team members to determine accounts to be included in the Sales Executive’s territory.
  • Categorize the accounts in the territory identifying the top 10 Key Accounts
  • Develop annual sales projections for the territory
  • Present quarterly Territory account status to company management

Key Account Planning

  • Identify key decision makers within the account with the ability to buy services
  • Identify the key technologies deployed within the account
  • Identify key IT partners and their account representatives
  • Identify the key IT challenges facing the account
  • Develop annual sales projections for the account
  • Develop strategy for achieving the sales projections
  • Identify activities to be completed in support of achieving the projections
  • Execute What If Why Not process and Present results
  • Present quarterly Key Account status to company management

Lead Generation

  • Participate in online and offline networking groups and opportunities
  • Provide support for the company’s marketing “above the funnel” activities
  • Make sales appointments
  • Interview contacts to determine pain/gain opportunities

Sales Process Management

  • Quarterback all aspects of the sales process including contract management, vendor management system responses, pipeline management, staffing assignments, RFP responses, and preferred vendor list applications.
  • Accounts Receivable/Collections support activities including identifying who the client Accounts Payable representative is at contract start and introduction to company’s billing and AR representatives.
  • Participate with technical staff in determining fit for staffing assignments
  • Own the account relationship

Sales Activity Reporting

  • Fully engage with the company’s CRM system
  • Record all sales activities including meetings, phone calls and other interaction with prospects and clients

Quota Achievement

  • Participate with company in determining annual sales quota
  • Personally own and be responsible for achieving the quota
  • Respond to out of compliance notification with corrective action plan

Sales Methodology Training and Adoption

  • Understand how to position the company
  • Be able to tell the company story
  • Master the company elevator pitch
  • Read the company’s Sales Methodology
  • Present to company management and other sales team members the core principles of the Sales Methodology
  • Demonstrate a thorough understanding of the Sales Methodology
  • Conduct mock sales interviews


Employee Statements

Knowledge/Experience

  • Bachelor’s Degree in Marketing or other Business related
  • Minimum 5 years of experience in Selling Information Technology Services

Abilities

  • Dealing with individuals with a range of moods and behaviors in a tactful, congenial, personal manner so as not to alienate or antagonize them.
  • Talking with and/or listening to and/or signaling people to convey or exchange information; includes giving and receiving assignments and/or directions
  • Gathering, collating, or classifying information about data, people, or things.  Reporting and/or carrying out a prescribed action in relation to the evaluation.
  • Examining and evaluating data and presenting alternative action to be taken on the basis of analysis of data, including prioritizing multiple responsibilities and/or accomplishing them simultaneously
  • Exchanging ideas, information, and opinions with others to formulate policies and programs and/or jointly arrive at decisions, conclusions, solutions, or solve disputes.
  • To combine or integrate data to discover facts and/or develop knowledge or creative concepts and/or interpretations.
  • More than willing to be a Team Player, but having a need to be part of a team as a necessary ingredient to job satisfaction and a feeling of success
  • Value relationships more than winning or losing or being right or wrong
  • Fluent in Covey’s 7 Habits of Highly Effective People – Key Habits
  • Proactive
  • Seek first to Understand, then to be understood

Personality Strengths

  • Consistency – Keenly aware of the need to treat people the same, no matter what their station in life, believing that people function best in a consistent environment where rules are clear and applied everyone equally.
  • Empathy – Ability to sense the emotions of others and feel what they are feeling as though they are your own, an instinctive ability to understand.
  • Discipline – Your world needs to be ordered and planned, so you impose structure through routines and focus on timelines and deadlines which all help create a feeling of control