Account Executive - Sales

Vestis Uniforms and Workplace Supplies | Canadian Linen & Uniform Service | Québec Linge Service D’Uniformes•Cherry Hill, NJ

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About The Position

The Account Executive - Uniforms strategically targets potential customers to generate and grow new business in Vestis’s Uniforms Division. The role focuses on prospecting, cold calling, setting appointments, presenting programs and solutions, and meeting sales quotas. The Account Executive develops customer relationships, qualifies leads within an assigned territory, generates revenue and market share, and positions the Company’s value proposition and whole-product solution to build strong customer relationships and become a trusted business partner. The position requires strong business and market awareness to prospect an assigned territory and report on related marketing activities, including competitive market analysis, competitive intelligence, and other sales-related research. It is an outside sales role requiring the incumbent to spend most of their time in the field, work independently, and manage their territory with little to no supervision. The Account Executive coordinates sales efforts with their manager and develops an individualized territory plan to achieve sales goals.

Requirements

Superior interpersonal and written and oral communication skills, including the ability to cooperate and coordinate effectively with others.
Proven success developing new business and generating sales leads through territory management and selling activities.
Problem-solving, negotiation, and win-win solution development skills, including gathering data, establishing facts, drawing valid conclusions, and closing sales.
Ability to use CRM and other sales technology, such as Salesforce and LinkedIn Navigator.
Ability to communicate and work with cross-functional teams and all levels of the organization.
Results-oriented approach to delivering appropriate products and services accurately, completely, and on time.
Intermediate proficiency with standard personal-computer word processing and spreadsheet software, including Microsoft Word, Excel, PowerPoint, Outlook, the Internet, and proprietary software.
Excellent presentation skills before small and large groups.
Ability to keep abreast of industry trends and sales best practices and understand how they interact with Company products.
Willingness and ability to work in the field and/or the region’s market center, structuring a productive day with little to no supervision.
Strong self-directed organizational skills and ability to manage time effectively on a daily and weekly basis.
Ability to execute a plan and drive results.
Ability to maintain and upgrade skills through continuous learning and market awareness.
18–36 months or more of successful outside B2B sales experience selling value-added, whole-solution products in consumer goods, service, or another transferable industry.
Experience with market development concepts, including adoption lifecycle, market development checklist, and STP (segmenting, targeting, and positioning) for sustaining products and innovations.
At least 21 years of age.
Documented track record of success in B2B sales, such as a brag book.
Valid driver’s license.
Access to an operational motor vehicle.
Willingness to maintain professional or business attire.
Ability to assess customer needs and facility sizing, which may involve bending.
Ability to lift up to 10 pounds to carry and deploy samples.

Nice To Haves

Bachelor’s degree in Sales, Marketing, or a related field.
Experience with Salesforce.
Previous President’s Club participation and demonstrated annual quota attainment.

Responsibilities

Develop a customer base using a systematic business development process to identify prospects and cultivate relationships through product materials and cold calling.
Develop and qualify leads within the territory to drive sales opportunities through lead-generation campaigns.
Initiate creative ways to establish and maintain customer engagement.
Secure first appointments with target customers’ decision makers.
Maintain an appropriate prospect funnel, minimize opportunities moving to callback status, and track prospect lists, first appointments, and closed-business percentages.
Follow through on selling activities to maximize the close ratio and demonstrate persuasion and closing skills.
Manage target selling and strategic selling, including phone-blocking, phone calling, and door knocking.
Build and enhance relationships with new customers’ key decision makers and other political influencers.
Present current and future customer benefits.
Promote customer satisfaction and loyalty using available company resources, tools, and technology.
Address situations proactively, anticipate potential problems, and work to resolve them before they become issues.
Conduct competitive market analysis of the territory, customer types, and competing products.
Prepare presentations, research potential prospects, monitor existing customers, conduct competitive intelligence, and manage time and sales results.
Use the Company’s proprietary sales force automation software to manage daily sales activities.
Collaborate with appropriate parties across Company segments, communicate the territory plan to obtain buy-in, and share sales opportunities and best practices.
Update the manager weekly on prospect information, prospecting-stage progress, and next actions.
Use a scheduling system to manage time and customer appointments effectively.
Respond to internal and external inquiries in a timely manner.
Work independently and manage the assigned territory.
Adapt to organizational changes while remaining flexible, productive, and focused on sales goals.
Incorporate the Company’s Guiding Principles: Valuing Relationships, Succeeding through Performance, Thriving on Growth, and Operating with Integrity.
Individualize a plan for the territory, choose focus areas to attain sales goals, and recognize when a strategic pivot is needed.