Account Executive - Institutional (Sales)

WOLF-GORDON INC.

107d

About The Position

The Account Executive is responsible for the growth of Wolf-Gordon’s Healthcare and Institutional opportunities in the Washington DC/Northern Virginia Region. This position will be an intricate part of the identification, qualification, procurement, problem resolution, and maintenance of accounts within these sectors. Working with various members of our Sales team to cultivate growth opportunities, stimulate new business and fostering strong relationships with current customers is crucial to this role.

Requirements

• Proven success within the Architect and Design industry, ideally within the Healthcare and Institutional sectors.
• Demonstrated ability to build partnering relationships with customers.
• Demonstrated experience creating and implementing successful sales strategies.
• Experience implementing, measuring, and improving KPI’s.
• Leadership, performance management and team building skills.
• Commercially astute – sales, financial and business management skills.
• Hands-on approach to developing new business and following up on leads.
• Results orientated, commitment to achieving high standards.
• Strong communication skills; both written and verbal.
• Ability to present information to small informal groups, as well as large groups.
• Ability to work autonomously, employ initiative to find solutions, prioritize and exercise discretion.
• Good problem solving and decision-making skills.
• Team player: collaborative approach.
• Ability to develop flexible strategies to meet local requirements.
• Willing and able to work extended hours to meet deadlines.
• Willing and able to travel domestically.
• Self-motivated with strong relationship management and personal drive.
• High level of resilience – able to deliver within tight deadlines.
• Reliable and efficient.
• Good presentation and grooming.
• Ability to work with all levels of management and staff.
• Proficient in Microsoft Office suite of products.
• Must be in proximity to work territory.

Responsibilities

• Meet and exceed sales targets; achieve maximum sales in assigned territory through facilities, government, architect, and design practices, purchasing and end-user groups.
• Make an appropriate number of quality weekly sales calls on architect and design practices, purchasing and end-user groups.
• Prioritize targeting of accounts by potential dollar revenue, product volume, profitability, cost to sell and probability of success.
• Allocate time and call frequency based on the above.
• Make the appropriate number of calls on existing customers versus prospects.
• Identify potential growth opportunities and open new accounts while ensuring maximum customer retention.
• Increase market share by calling on the widest possible universe of customers and prospects to conduct product training and educational seminars, present new products, and services, and collect competitive information.
• Resolve any complaint issues as a matter of urgency.
• Convert opportunities as expeditiously as possible through the specification and design process.
• Work in conjunction with assigned company design and project management personnel to achieve specification deliverables, reach approval and order stage in the most timely and efficient manner possible.
• Continually learn new product knowledge and acquire better selling skills.
• Undertake training courses as instructed by the company.
• Stay abreast of competition, competitive issues, products, and existing and potential markets for Wolf-Gordon products.
• Attend and participate in sales meetings, conferences, marketing seminars and trade shows.
• Work a basic 40-hour, five-day week. Standard window to be 9.00 am to 5.00 pm, with additional hours to be worked as necessary when appropriate.
• Undertake weekend duties and overnight travel as necessary.
• Maximize percentage of time in front of customers.
• Work within assigned territory so calls are achieved geographically within clusters.
• Thoroughly maintain customer and project profiles in CRM (Salesforce).
• Submit the following in a timely manner: call schedule reports, sales plans, forecasts, expense reports.
• Communicate competitive information to corporate marketing.

What This Job Offers

• Job Type: Full-time
• Number of Employees: 101-250 employees