Bachelor's degree in a related field preferred or equivalent education and work experience
3 - 5 years of progressive outside sales experience
Experience in the business-to-business fire and life safety industry
Proven track record of advancing prospects through a structured sales process
Strong ability to identify high-value prospects and convert them into customers
Responsibilities
Attract and convert prospects into new customers by articulating the CertaSite value proposition
Follow established sales strategies and processes to transition prospects into customers
Develop tailored fire and life safety solutions for targeted prospects
Manage time effectively to focus on activities that drive quota realization and EBITDA expansion
Monitor competition and understand buyer decision-making processes
Drive revenue by establishing and selling solutions through CertaSite's product offerings
Collaborate with marketing to keep the CertaSite value proposition relevant
Benefits
Opportunity to join a collaborative and transparent sales team
Ground floor building opportunity for career growth
Supportive market development and demand generation strategy
No overnight travel required, allowing for a better work-life balance
Controlled climate office environment with local travel
Full Job Description
ROLE OVERVIEW
We are looking for an account executive, who will join a strong sales team that values collaboration, communication and transparency. This individual is required to prospect in an assigned geographic territory. The account executive must convert prospects into customers using a defined process and market development sales activities. He/she will lead the effort to accelerate prospect acquisition by leveraging the company's highly differentiated value-adds through selling to targeted prospects. This proactive sales approach is supported by a savvy market development and demand generation strategy. The account executive must link the sales to the operational capability of CertaSite. This is a ground floor building opportunity for an enthusiastic and ambitious person. This role reports to Regional Sales Manager.
WHAT YOU WILL BE DOING
Attract and convert prospects into new customers by consistently articulating the CertaSite value proposition
Follow the established sales strategy, processes and programs to shift prospects into new customers within the CertaSite Customer Relationship Management (CRM) platform
Develop fire and life safety solutions that are a fit for each targeted prospect
Demonstrate efficient time management by spending time on activities that increase the chance of quota realization with a concern for EBITDA expansion, while also being value and mission driven
Maintain the pulse on competition, as well as understand how the buyers of CertaSite products and services make purchasing decisions
Drive revenue to CertaSite through prospects by establishing and selling solutions through the CertaSite platform of products and services
Establish scale and profitability by helping professionalize the Company's go-to-market strategy and sales function
Facilitate optimization of gross margin throughout the organization
Partner with marketing to ensure the CertaSite value proposition and selling "story" remains relevant
Gather all information needed to make informed recommendations
Persuasively sell ideas to gain support and buy-in
Use various communication techniques to gain cooperation in a negotiation
Demonstrate the ability to remain resolute and resilient under stress
Leverage contacts to stay informed of new company developments
Balance new requests with established priorities
QUALIFICATIONS
Bachelor's degree in a related field preferred or equivalent education and work experience
3 - 5 years of progressive outside sales experience
IDEAL QUALITIES
Business to Business fire and life safety industry experience driving revenue and helping build strong GTM strategies
Demonstrated track record of uncovering opportunities and advancing prospect opportunities to close by following a prescribed selling campaign process
Strong orientation to delivering winning outcomes and possessing an emotional engine that is contagiously felt throughout the organization
Proficiency in identifying high value prospects, running a disciplined sales campaign and converting prospects into CertaSite customers
WORKING CONDITIONS & PHYSICAL REQUIREMENTS: Controlled climate, office environment, local travel as needed; no overnight travel required, visit customer locations and may have meetings in field settings, required to sit for long periods of time, eight hours or more per day and being frequently required to use monitor, keyboard, and phone
About CertaSite
CertaSite is a fire and life safety company that provides inspection, testing, and maintenance services for commercial and industrial buildings. The company's services include fire alarm and suppression system testing, emergency lighting and exit sign inspections, and fire extinguisher inspections. CertaSite was founded in 2018 and is headquartered in Chicago, Illinois.
