Sales Executive
COMPANY PROFILE:
Our client helps companies accomplish more with their print, electronic, data-driven and critical communication programs. Their solutions combine the latest online technology with numerous capabilities in marketing, document management, and product supply chains.
For over 90 years, they have been a recognized leader in developing, building, and executing marketing solutions within regulated and highly secure environments. These include healthcare, financial, medical-device, government, retail, and other essential businesses.
POSITION OVERVIEW:
As a Sales Executive, you will be responsible for driving revenue by selling the company’s products and services. This role focuses on identifying, developing, and closing new business opportunities with key decision-makers, while managing long-term relationships and expanding within existing accounts. Your primary goal will be to meet or exceed revenue targets by demonstrating the value of solutions and building deep partnerships with clients.
RESPONSIBILITIES:
- Have a thorough knowledge and understanding of the capabilities of the company; accurately articulate the appropriate value proposition; investigate and research each opportunity in order to ensure the solution is packaged in a compelling and meaningful way.
Development of new business:
- Research and develop a pipeline of qualified prospective clients; proactively targeting and cultivating relationships with key contacts; initial introduction, discovery, opportunity qualification, scoping, positioning and demonstrations which ultimately results in the close of new business.
- Understand client’s unique needs and business models to negotiate deal structures/contracts and close opportunities.
- Assist in team development of formal proposal and presentation strategies; present and clearly articulate all customer opportunities/needs to internal support teams; communicate industry opportunities to management and help facilitate internal enhancements designed to best position the company for success.
Account management of existing business/accounts (40 named accounts/$2M+ in revenue)
- Learn/research history and current state of each inherited account. Quickly build a relationship with key contact and build customer trust.
- Develop and implement account business strategy and plan to achieve short and long-term business objectives for growth, budget targets, and profitability.
- Monitor the execution of the account’s plan and take corrective actions.
- Plan and forecast sales for assigned accounts.
- Develop and maintain team-based relationship networks at multiple levels within accounts.
- Contract management and negotiation.
- Prepare and present cost estimates and price quotations to accounts within set pricing policy.
- Ascertain and assure that all elements and necessary documents are complete and correct so that specifications, change orders and invoicing are accurate and receivables collected in accordance with the understanding with the customer.
- Maintain sales expense reporting process.
- Pursue an active program of self-development by keeping abreast of evolving industry technology, business trends, and current events and by working toward definite personal, civic, and/or corporate goals.
- Other duties as requested or assigned.
PREFERED PROFILE:
- At least 5-10 years professional experience in consultative sales in the Commercial Printing industry – litho printing, digital printing, bindery and mailing services.
- Strong track record in building a pipeline of new business and exceeding established sales targets in a high-value, consultative selling environment.
Skills and Abilities:
- Strong knowledge of the printing industry and technical expertise.
- Strong analytical and problem solving skills, including market strategy, customer requirements and success factors, and a value based selling process.
- Excellent written and verbal communication skills, creation of convincing and strategic sales approach, proposal, documentation, and presentation.
- Strong interpersonal skills and the ability to effectively inform, motivate, and organize at times a multi- person sales effort.
- Self-motivated with strong organizational and time management skills.
- Strong customer service relationship skills.
LOCATION: Seattle, WA
Job ID# 3122506
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