Northeast Client Executive

Description

The Client Executive (CE) will focus on selling within a given geographical territory generating new opportunities through prospecting, in-person meeting, WebEx sessions, trade shows, etc.

The CE will be responsible for generating new business as well as maintaining continuing renewal efforts for a specific set of clients within the region through portfolio, cross selling, and program growth.

The job requirements entail completing the necessary sales metrics of sales revenue, prospecting, prospect development, and sales presentations.

This role’s success is heavily measured by the achievement of all sales metrics (sales revenue, customer retention and incremental growth, product mix, prospecting calls and new business / logos) on a continual basis, driving enough new business and renewal activity to achieve the targeted revenue quota for a 12-month period.

MAJOR FUNCTIONS :

• Researching companies above 250 employees (total) within a given region.
• New customer development through an outbound prospecting and face-to-face sales approach to identify new Learning & Development solution opportunities
• Conducting customer presentations, solution selling, implementation and renewal (full sales cycle)
• Managing discovery, contracts, pricing, negotiations, and territory
• Responsible for territory strategy, design and management of given geographical region
• Engaging in proposal writing, contracts, internal meeting, training, and other administrative duties
• Achieving assigned sales quotas within a monthly, quarterly and annual timeframe
• Maintaining a pipeline of three times the annual goal at all times.
• Prospecting accounts in the territory to uncover new opportunities
• Renewing, maintaining, and growing the current base revenue stream
• Working with customer opportunities to identify business goals for measuring program success
• Working with Tooling U-SME internal teams including but not limited to Customer Service, Business Development, Content, and Learning Services to drive revenue and customer satisfaction
• Developing and maintaining account profiles within SalesForce.com
• Documenting all activities and new business forecast within SalesForce.com
• Other duties as assigned

Requirements

MINIMUM EXPERIENCE, SKILS, EDUCATION :

• Bachelor’s degree required
• Minimum of 5 years of sales experience
• Experience selling to middle- and senior-level managers in a consultative sales environment; experience selling to manufacturing Executives preferred
• Experience selling training and development solutions a plus
• Experience working in a team selling environment that consists of, but not limited to, business development, sales support staff, and other sales professionals
• Experience working from a remote office
• Experience managing large sales territories
• Experience utilizing a CRM system to track activity; SalesForce.com preferred
• Prior major account management experience required
• Experience in prospecting and growing new business
• Excellent time and territory management skills
• Excellent presentation and communication skills
• Strong notetaking and follow up skills
• Strong negotiation skills
• Good organizational skills
• Able to work within a team environment
Working Conditions :
• Home office
• Home office
• Up to 60% Travel

Summary

POSITION TITLE : Client Executive

GROUP : Tooling U - SME

FLSA CLASSIFICATION : Exempt

SME is an Equal Opportunity Employer