Account Executive at Scantron in Akron, OH

POSITION SUMMARY:

The Account Executive will identify and develop new customer relationships in the technology sector to meet or exceed the stated sales goals of the company. The Account Executive will also have account management responsibilities for a very small number of existing accounts. The territory for the Ohio/Philadelphia Account Executive includes Ohio, Pennsylvania, Delaware, Virginia, Maryland, District of Columbia, West Virginia, and North Carolina. This role works with Mid-Market / SMB (defined as 0 - 999 employees). Solutions are mostly geared toward Managed IT Services but also include Cybersecurity, Managed Print Services, Hardware Maintenance Services, and IT related projects.

ESSENTIAL RESPONSIBILITIES (include the following; other duties may be assigned):

Customer Related

• Make necessary contact and communication (written and oral) to ensure customer satisfaction and maximize customer retention
• Perform large account status meetings as required in a thorough and timely manner
• Work with customer to sign up add-on maintenance and maintain accurate lists of equipment under service
• Forward new product opportunities to management for evaluation
• Request sales leads via customer referrals

Prospect Related

• Initiate contact via telephone, email, video email, social media, written correspondence, and/or personal visits to begin the sales process
• Utilize SPIN Selling techniques during face to face sales calls to identify the customer needs
• Prepare thorough, professional, and timely proposals to qualified prospects
• Follow up as required to move prospects through the sales process
• Close the sale
• Request additional sales leads via referral

Business Partner Related

• Maintain regular contact with business partners in a specified geographic area
• Work with the appropriate business partner coordinator to foster additional business and maximize our business partner relationships
• Identify and forward qualified dealer leads to the appropriate dealer coordinator

General

• Update and maintain our sales database according to our established procedures
• Complete prescribed sales forecasts, travel schedules, large account reports, new equipment approvals, and other designated activities in a timely and thorough manner
• Participate in sales training and sales meetings as necessary
• Demonstrate good judgment pertaining to expense control
• Use good judgment and care to maintain company assets in your possession. These assets may include vehicles, computers, price books, as well as other company provides resources
• Attend trade shows and conferences as necessary
• Meet all attendance requirements.
• Work with all facets of the organization to help meet our defined corporate objectives.

REQUIRED SKILLS/EXPERIENCE

• 5 years successful sales experience in the technology (Copiers, Software, telecom, managed services, etc.) space
• Prospecting intensity (hunting role)
• Critical thinking abilities
• Adept at relationship building
• Strong organizational skills
• Current Drivers License
• Ability to travel overnight 1-2 days per week

EDUCATION and/or EXPERIENCE

• Bachelor's degree (B. A.) from a four-year college or university; or minimum 4 years related experience and/or training; or equivalent combination of education and experience

KEY ATTRIBUTES

• Influencer – Consensus-building; change management; motivator
• Accountability – Own the work; resolve conflicts; decisiveness; consistency in follow through
• Teamwork – Unify and motivate groups; collaborate with others on problem solving; actively listen to others; and respect individual talents and differences; go above and beyond own area of responsibility
• Customer Focus – Passion for understanding market and customer needs and providing better solutions to our end-customers’ toughest issues
• Relationships – Outstanding interpersonal/relationship management skills
• Brave – Takes personal risks and is prepared to challenge and take a stand
• Imaginative – Innovates by turning good ideas into action
• Integrity – Demonstrates the willingness and ability to do the right thing