As an individual contributor, the Account Executive will partner with the Operations team to provide the best outcome for the customer experience from the sales process to completion of client onboarding. It is expected that this position will participate in and assess all aspects of the Product Line(s), including quoting and pricing, managing sales, project management activities and, occasionally, collections. An integral part of a successful outcome is partnering with all departments for an end goal of customer satisfaction resulting in company success.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
Sales Management:
Conduct sales activities which includes cold calling to generate new business and for acquiring additional business with existing customers.
Develop, conduct and coordinate sales presentations for potential new and existing customers.
Prospect (including through research) and network daily to generate leads, which includes joining or developing applicable Lead Groups and other Business/Social Organizations
Make follow-up calls daily to work the sales process of converting Leads to Accounts, and Accounts to Accounts providing opportunities, and then closing those opportunities, eventually developing New Clients with repetitive business.
Properly complete all necessary and required new client documents including signed agreements, credit checks and A-Sales submissions.
Collaborate with Operations, Product Line Manager and/or Sales Manager for large and multi-location clients, prior to presenting the price and scope to the Client.
Build and maintain successful relationships with all internal departments with active listening, positive attitude, open and honest communication, respect and appreciation.
Compile competitive information and work with Product Line Manager and Sales Manager to formulate competitive strategy and programs.
Perform headquarter calls on key accounts, and perform other client relationship improvement activities on a consistent and relevant basis.
Provide regular reports as requested by management on general activity in all market areas, through the company’s CRM system (Salesforce) and manually when necessary.
Coordinate sales efforts with Sales Manager for maximum sales return.
Customer relationships:
Perform Account Management services, including but not inclusive of: perform walkthroughs for estimation purposes; provide detailed account setup information for the client and for Corodata Operations, manage and properly communicate expectations, both for and of the Client, professionally answer/address customer questions, concerns and escalate issues when necessary.
Strategically partner with all internal departments to ensure customer success, which includes, but not limited to, equipment changes, communications from customer, collections, billing issues and concerns.
Join the Operations team to meet with customers to explain the operations, security and processes for transportation and warehouse.
Compiles competitive information and formulates competitive strategies and programs designed to grow revenue.
May perform Trade Show activities, e.g., booth set up, booth assignments, organize appointment schedule, booth break down, and show follow up.
Makes in-person or virtual calls on key accounts, and performs other client relationship improvement activities on a consistent and relevant basis.
Interact with customers in person and via telephone, video calls, text and email to ensure complete customer satisfaction in all matters related to the operation.
Training and Development:
Become proficient on the company’s chosen Customer Relationship Management software (Salesforce), and then utilize the software program daily to manage the sales process and efficiently generate new business.
Promote Corodata’s Mission and Vision Statements.
Continuously promotes compliance with company policies and procedures.
Maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks.
Committed to diversity, respectful workplace, developing employees and leadership. By example and actions, this position promotes fair and exemplary people practices.
QUALIFICATIONS:
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required.
COMPETENCIES:
PROBLEM SOLVING AND DECISION MAKINGSKILLS - Organization skills, attention to details, and the ability to prioritize in a changing environment. Strong data analysis and reports interpretation and the ability to evaluate data to improve results.
MATHEMATICAL SKILLS - Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals.
REASONING ABILITY - Ability to apply good business judgement to complex customer situations. Ability to deal with problems involving several concrete variables in standardized situations.
CUSTOMER SERVICE – Manages difficult or emotional customer situations well; responds promptly to customer needs; solicits customer feedback to improve service; responds to requests for service and assistance; meets commitments.
COMMUNICATION AND INTERPERSONAL SKILLS – Ability to communicate effectively to customers and coworkers. Focuses on solving conflict; listens to others and seeks to understand; keeps calm and professional; remains open to others’ ideas and tries new things.
TEAMWORK – Balances team and individual responsibilities; exhibits objectivity and openness to others’ views; gives and welcomes feedback; contributes to building a positive team spirit; puts success of team above own interests; able to build morale and group commitments to goals and objectives; supports everyone’s efforts to succeed.
INDUSTRY EXPERTISE – Must be able to accurately estimate record storage needs and frequencies in order to generate quotes for clients. Must be familiar with procedures associated with destroying confidential information including methods, security requirements, industry certifications and procedures.
CONTRACT DEVELOPMENT – Able to outline key variables in a contract and propose solutions for customers. Ability to deal with confidential and sensitive material.
SYSTEM KNOWLEDGE – PC skills including familiarity with Microsoft Excel and Microsoft PowerPoint.
CERTIFICATES, LICENSES, REGISTRATIONS:
May be required to participate in Six Sigma projects.
EDUCATION and/or EXPERIENCE:
Bachelor’s Degree or equivalent of education and experience preferred.
Two - five (2-5) years of outside sales experience required, preferably in a Business to Business service related industry.
Strong business acumen.
Proficient in MS Office, including MS Excel and PowerPoint.
Valid California driver’s license and driving record that meets the company’s insurance carrier’s requirements.
PHYSICAL DEMANDS:
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Individuals are required to be able to sit or stand for long periods as needed throughout the day.
Walking: Requires walking primarily on a level surface, but may also include uneven or inclined surfaces for lengthy periods throughout the day, often up and down stairs.
Reaching: Extends hands and arms in any direction, reaching above shoulder heights, below the waist or lifting as required.
Standing: Remains in standing position if required to perform various functions of the job.
Stooping: Bends body downward and forward by bending at knees or waist.
Vision: Reads paperwork, employment files and records on the computer.
Talking: Communications by phone and in person.
Sitting: Sits at desk. Sits for long periods of time.
May include bending, reaching, squatting, twisting, stooping, and kneeling throughout the day.
WORK ENVIRONMENT:
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. The performance of this position may occasional require exposure to the manufacturing, assembly and construction areas and under certain conditions require the use of personal protective equipment such as safety shoes, safety glasses with side shields and/or hearing protection. This list is not all inclusive.
Temp/Weather: Works in either 1) Office environment - ambient room temperatures, lighting and traditional office equipment, and 2) Warehouse – may be exposed to hot or cold temperature, and construction zones, 3) Outside - may be exposed to wet and/or humid conditions, outside weather conditions and hot or cold.
Noise: Works in office, warehouse, construction zones, or outside environment, with constant or intermittent noise.
POSITION TYPE/EXPECTED HOURS OF WORK:
This is a full-time salaried position, with a minimum expectation of 40 hours per week.
TRAVEL:
50% travel throughout assigned geographical area to meet with customers and walk customer sites.
AAP/EEO STATEMENT:
The Company provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type, without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
OTHER DUTIES:
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.
REASONABLE ACCOMMODATIONS:
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Education
Required
Bachelors or better
Licenses & Certifications
Required
CA Class C License
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)
