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Form of workJob Description
The primary role of the Business Development & Account Executive is to prospect for new clients by networking, cold calling, advertising or other means of generating interest from potential clients. They must then plan persuasive approaches and pitches that will convince potential clients to do business with the company. The Account Executive will oversee daily sales activity of associates as well as make contact with potential clients.
They must develop a rapport with new clients, and set targets for sales and provide support that will continually improve the relationship. They are also required to grow and retain existing accounts by presenting new solutions and services to clients. Account Executives work with mid and senior level management, marketing, and technical staff.
He/she may manage the activities of others responsible for developing business for the company. Strategic planning is a key part of this job description, since it is the business manager's responsibility to develop the pipeline of new business coming into the company. This requires a thorough knowledge of the market, the solutions/services the company can provide, and of the company's competitors.
New Business Development
- Prospect for potential new clients and turn this into increased business.
- Cold call as appropriate within your market or geographic area to ensure a robust pipeline of opportunities. * Meet potential clients by growing, maintaining, and leveraging your network.
- Identify potential clients, and the decision makers within the client organization.
- Research and build relationships with new clients.
- Set up meetings between client decision makers and company's practice leaders/Principals.
- Plan approaches and pitches. * Work with team to develop proposals that speaks to the client's needs, concerns, and objectives.
- Participate in pricing the solution/service.
- Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion. * Use a variety of styles to persuade or negotiate appropriately.
- Present an image that mirrors that of the client.
- Be familiar with and use CRM Platforms such as Hub Spot, Sales Force, etc.
Client Retention
- Present new products and services and enhance existing relationships.
- Work with technical staff and other internal colleagues to meet customer needs.
- Arrange and participate in internal and external client debriefs.
Business Development Planning
- Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends.
- Present to and consult with mid and senior level management on business trends with a view to developing new services, products, and distribution channels.
- Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in sales.
- Using knowledge of the market and competitors, identify and develop the company's unique selling propositions and differentiators.
Management and Research
- Submit weekly progress reports and ensure data is accurate.
- Ensure that data is accurately entered and managed within the company's CRM or other sales management system.
- Forecast sales targets and ensure they are met by the team.
- Track and record activity on accounts and help to close deals to meet these targets.
- Work with marketing staff to ensure that prerequisites (like prequalification or getting on a vendor list) are fulfilled within a timely manner.
- Ensure all team members represent the company in the best light.
- Present Business Development training and mentoring to business developers and other internal staff.
- Research and develop a thorough understanding of the company's people and capabilities.
- Understand the company's goal and purpose so that will continual to enhance the company's performance.
You'll learn early we value transparency. Here are the some of the base performance goals for the Business Development & Account Executive position:
- (4) four new qualified Leads/Opportunities each month
- (2) two new deals closed each month within business line being targeted
- Maintain detailed Business Development pipeline tracker and locate all opportunities within CRM
- Deliver a monthly business review to leadership
- Building, maintaining and presenting accurate weekly sales forecasting
Education & Experience Requirement
- Bachelor's degree and 3+ years of sales or marketing experience OR; 5+ years sales or marketing experience within the Security Industry.
- Military and/or Law Enforcement Experience is a plus, but not required
Other Skills and Qualifications
Networking, Persuasion, Prospecting, Public Speaking, Research, Writing, Closing Skills, Motivation for Sales, Prospecting Skills, Sales Planning, Identification of Customer Needs and Challenges, Territory Management, Market Knowledge, Meeting Sales Goals, Professionalism, CRM, and Microsoft Office.
Salary
This position is a sales goal driven position, with a tiered achievement pay grade increase, with full base salary earning potential possible at 24 months. After 24 months, annual salary will be maintained upon continue sales goal achievements, and salary will be reviewed and increased on an annual basis, as part of the companies regular salary review processes.
Starting Base Salary: $55,000/year ($2,115/bi-weekly) + Commissions
Sales Goals Achieved by Month 12 - Salary Increase after 12 Months: $73,333/year ($2,820/bi-weekly) + Commissions
Sales Goals Achieved by Month 24 - Salary Increase after 24 Months: $91,666/year ($3,525/bi-weekly) + Commissions
Travel Requirement
This position will require local travel within the region 100% of the time. A company vehicle may be assigned/provided if available, or the employee may be issued a fuel card and reimbursed for mileage accordingly.
