The Position:The position of
Assistant Vice President of Sales, Enterprise Account Executive is responsible for growing Thomas and Company's unemployment cost control, employment verification and tax credit services through the acquisition of new customers by deploying an aggressive sales process which includes setting appointments and conference calls within the assigned territory and driving consistent stage progression through to deal closure.
Key Responsibilities- Focus sales efforts on enterprise level employers based on the company's defined employee-size criteria.
- Meet or exceed annual sales quota determined by the company
- Work closely with the leadership team to generate new client sales
- Lead role in identifying and qualifying prospective new clients
- Deploy smart, value-add engagement to set new calls with companies in preferred industries with high turnover
- Whether remotely or on-site, lead the preparation and delivery of introductory/discovery meetings and conference calls, drive assessments and information gathering with prospects, prepare and deliver status reports to sales leadership, participate in follow-up/clarification meetings, and maintain prospect account and opportunity information in salesforce.com
- Cultivate long-term relationships with senior contacts at key accounts, deploying full range of engagement tactics, to include all value-add touch points, remote and in-person, to grow the prospects' understanding of Thomas and Company differentiators and benefits
- Work independently to design the business case that will allow the prospect to attract interest from appropriate stakeholders within their organization
- Develop incisive, tailored account-based marketing, leveraging Sr. Director of Employer Solutions and creative/design consultant as-needed, to justify the decision to partner with Thomas & Company by applying T&C's unique value propositions to the prospect's organization
- Finalize deal terms (scoping and pricing) collaboratively with the VP of Sales and CRO to ensure key terms are documented during contracting and profitability goals are achieved while maintaining all opportunity details in CRM (Salesforce)
- Work with prospect to secure contracts
- Participate in trade shows, as requested
- Participate in the development of sales and marketing plans, materials, references, and endorsements
- Other duties as required
Requirements and Qualifications- Bachelor's Degree required.
- 10+ years' experience in direct sales to corporations, with clear progression of complexity in buyers and prospects, measurable achievement and resume of Fortune 500 wins.
- Proven team leader in all categories of sales performance and KPIs
- Achieve/exceed sales quota targets as assigned
- Proactively identifies and implements ways to secure and grow business with customers by adopting a consultative sales approach that focuses on customer needs and solutions
- Acts as the primary point-of-contact for assigned prospects (i.e. regular visits, high-quality presentations, develop and present business cases, and facilitate networking opportunities.)
- Acts as the primary point of contact and key customer advocate who builds and owns the account plan and has a strong grasp of the span of business in place, including the product pipeline, with their accounts.
- Builds and sustains a pipeline of new business opportunities, recording progress with customers in CRM via SalesForce.com
- Identifies, qualifies and prioritizes opportunities based on key criteria (e.g. decision-makers' description of business need, revenue/margin potential, existing contract terms/timeline, ability to buy)
- Demonstrates consultative selling capabilities and results (i.e. solves customer business issues rather than solely selling products.)
- Seeks out and creates opportunities to engage with prospects in the field.
- Facilitates the contract and pricing negotiation process by eliminating obstacles to purchase, remaining hyper focused on value, and ensuring the process for the customer is seamless.
- Negotiates relationships and processes with internal customers to build support for identified opportunities with product team and operations, in an atmosphere of respect
- Ability to travel up to 15%, or as required to develop opportunities and achieve quota.
Special Considerations and Prerequisites- Proven history of sales success achieving quota
- Excellent communication skills (verbal/written)
- Self-starter with high energy and diligent to sales process
- Demonstrated experience presenting to C-level and VP-level executives in Human Resources, Payroll, Tax and Finance departments
- Strong networking, negotiation, and organizational skills
