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Form of workThe Account Executive role is phone-based and focused on net revenue growth, retention, and relationship development within a defined portfolio of accounts. Account Executives are responsible for renewing contracts, protecting against termination or loss of revenue, and growing their portfolio through upselling and cross selling. This role requires superior communication skills, completing individual goals while working in a team environment, and the ability to multi-task while managing priorities. The role is part client advocate, part sales professional, part support, and part product expert, leading our clients on their records and information management journey from initial transaction through expansion and renewal. AE’s must demonstrate a capacity to make connections with all types of people and build rapport easily over the phone. AE’s should have a strong desire to be trained and mentored, excited about building a team, have a track record of success, and motivated to build their careers from the ground up.
Primary Functions:
• Create valued business partnerships with clients within assigned account portfolio and convey a firm understanding of customers’ business
• Articulate compelling value propositions around Access services and solutions
• Deliver information on programs, promotions and products via phone, email, Teams, etc. to pipeline of potential sales opportunities within assigned accounts
• Create account plans for action to support relationships, retention and revenue goals for assigned accounts
• Develop and maintain a sales pipeline to meet and exceed annual revenue quotas
• Follow Access’ sales methodology to maximize revenue and profitability
• Utilize consultative selling techniques, ensuring customers recognize and agree our solutions meet their needs
• Use Salesforce automation tools to manage client interactions, pipeline, and forecast to ensure accurate reporting and dashboards for tracking and management visibility
• Prepare and distribute client communications & engagement including price increase notifications, issue resolution and follow-up
• Negotiate positive contract renewals, including at risk customer defense and client save efforts
• Host scheduled business reviews with assigned clients and proactively engage with client organizations
• Coordinate with Client Care team for service level requests and follow-up to ensure completion
Education and Years of Experience:
• 2-4 years of relevant work experience in customer success, client experience or sales development
• 1 year of Experience using Sales Automation tools such as Salesforce.com
• Bachelor’s degree in marketing, business, technology, or relevant field of study or equivalent experience
Knowledge, Skills and Abilities:
• Excellent organizational, time management, and follow-up skills
• Strong problem-solving skills with solution-oriented focus
• Exceptional phone/verbal and written communication skills
• Positive, enthusiastic, and self-motivated with the ability to work on own initiative
• Highest level of integrity and respect for others
• A team player who thrives working in a tight-knit company where their activities directly affect the bottom line
• Strong interpersonal and leadership abilities across departments, such as client care, sales, and operations
• Ability to forge relationships with company leadership, internal resources, sales leaders, and reps
• Ability to identify and build relationships with decision influencers and key decision makers
• Skilled in business communications, client presentations, and influencing without formal authority
• Success in qualifying opportunities involving multiple key decision makers
• Ability to make connections with diverse types of people and build rapport easily over the phone
• Strong problem identification and objection resolution skills
• Proven ability to identify and translate customer needs into solution requirements with powerful value propositions aligned with key customer priorities
Salary: 60k + commission
About Access Corp
Access offers services, technologies and subject matter expertise to help clients be more efficient and more compliant through better management and activation of their critical business information. From the boardroom to the file room, Access is a full-service information lifecycle partner deeply committed to our clients, our communities and our colleagues. Our solutions include Information Governance advisory services, retention policy creation and implementation, records management and storage, scanning and information activation, software for document management and workflow automation, secure shredding and more. We are a proud member of the Inc. 5000 for ten consecutive years. For more information, go to https://www.accesscorp.com/
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Access considers all applicants for employment without regard to race, color, religion, sex, gender preference, national origin, age, disability, or status as a covered Veteran in accordance with federal law. In addition, Access complies with applicable state and local laws prohibiting discrimination in employment in every jurisdiction in which it maintains facilities. Access also provides reasonable accommodation to individuals with a disability in accordance with applicable laws.
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)Sales
