DescriptionWHAT YOU WILL DOThe Senior Account Executive role is above an entry role with the Business Development Team at Flexware and will report to the Industry Principal Lead for the Industrials Vertical.
In this role, the Sr. Account Executive will own the Steel and Specialty Metals business and work with the Industry Principal Lead to define and lead the business development strategy for the sub-vertical (examples: integrated and EAF steel producers, long products, wire and bar, tubular, specialty alloys and metals processing). The Sr. Account Executive will also work collaboratively across the service & products delivery teams (BI, Systems Integration, Automation, etc.) to identify and execute opportunities.
A successful candidate will also ensure the pipeline remains healthy, drive forecast accuracy, and continue to develop within a well-trained best-in-class sales team.
The position will require exceptional intrapersonal, communication, team, and networking skills to ensure long-term success. Successful candidates will lead with energy, a sense of urgency, and clear direction, following ethical practices and putting Flexware Innovation at the center of all activities.
As the Senior Account Executive, you will be responsible for:- Manage and own the Steel and Specialty Metals sub-vertical and develop sales strategies
- Develop and maintain account package plan to achieve annual goals and sales forecasts within an assigned account package.
- Aid the Industry Principal Lead in developing and achieving annual goals and sales forecasts within the Industrials Vertical.
- Identify opportunities for the company to deliver value, strategic motivators, main stakeholders, buying processes and forecasted sales.
- Account owner for 1 Strategic Account, 10- 15 Focused Accounts, & 3-5 Target Accounts.
- Account Management Responsibilities:
- Establish new and grow existing customer relationships and secure contracts that achieve assigned sales quotas and targets.
- Research assigned clients and possible contacts to grow accounts
- Identify target accounts to prospect for new business within Steel and Specialty Metals
- Drive the entire sales cycle from initial customer engagement to closed sales
- Develop and drive business initiatives for future success
- Identify sales opportunities using various direct methods such as calling and face to face meetings, and indirect methods such as networking
- Qualify opportunities against company criteria for ideal customers, projects, and sales
- Consult with prospects about business challenges and requirements, as well as the range of options and cost benefits of each
- Sell to plant operations, process control, engineering, maintenance, and IT/OT leaders at mills and metals processing facilities
- Participate in Flexware Introductions to new customers or new contacts
- Pursue and respond to RFIs, RFPs, and bid walks, partnering with technical resources on scoping and proposals
- Maintain a high level of relevant domain knowledge in steel and specialty metals production (melt shop, casting, rolling, finishing, heat treat) to have meaningful conversations with prospects
- Work with delivery & products (engineering services teams), technical staff, operations, and product specialists where required to address customer requirements, problems, and opportunities
- Utilize Salesforce to create and manage opportunities, accounts, and contacts
- Utilize Microsoft Teams to manage internal communication for each Account & Opportunities
These are just some of the things you may be involved in on a daily basis, but we are looking for individuals that embody our 4 Core Values and are willing to step in where necessary and help our clients be successful. We are looking for individuals that are not afraid to get their hands dirty and be of service to others.
**Please note that we are not interviewing candidates that require sponsorship now or in the future**WHAT YOU MIGHT HAVE DONE BEFOREOur people are a rare breed. They come from varied backgrounds but typically have some of the following traits
- Received a technical Bachelor's degree such as computer technology, computer systems technology, information systems, or similar technical degree.
- Bachelor's degree in Computer Science, Engineering, and/or equivalent work experience
- Minimum of 5 -10 years experience in new sales activities and client acquisition.
- Solid English verbal and written communication skills.
- Strong understanding of the steel and specialty metals industry
- Have a base understanding of at least 1-3 (preferably all) of Flexware's technical disciplines (Automation, Integration, Software Development, Business Intelligence and Products)
- Experience selling engineering, software, industrial automation, or operational technology solution services to the manufacturing industry, preferably steel, metals, or other heavy process industries
- Familiarity with mill and plant systems such as Level 1 / Level 2 automation, MES, SCADA, historians, and product traceability
- Prefer candidate to have an established history selling to C-Suite / senior management level
- Progressive track record of driving profitable revenue growth year-over-year
- Excellent written and verbal communication skills, including skill in delivering persuasive presentations in a variety of settings, ranging from customers to board/ senior management level
- Demonstrated success pursuing agreed to sales quotas, long term goals, and short-term objectives using creativity and understanding of financial implications
- Excellent planning skills to organize, manage, and develop an account package
- Excellent track record of establishing strong customer relationships
- Up to 25% Travel Required
