Account Executive - Sales

Vestis Uniforms and Workplace Supplies | Canadian Linen & Uniform Service | Québec Linge Service D’Uniformes•Tampa, FL

About The Position

The Account Executive - Uniforms develops new business for Vestis’s Uniforms Division by targeting potential customers, prospecting, cold calling, setting appointments, presenting programs and solutions, and achieving sales quotas. The role manages an assigned geographic territory, qualifies leads, generates revenue and market share, and builds relationships with customer decision makers and other influencers. The Account Executive communicates Vestis’s value proposition and whole-product solution, researches the market and competition, and works to become a trusted business partner. This is an outside sales position requiring the incumbent to spend most of their time in the field. The Account Executive works independently to plan territory activity and structure productive days, while coordinating with their manager and collaborating with colleagues across the Company. The role uses sales force automation and scheduling systems to manage sales activities and customer appointments, and requires adapting to organizational change while maintaining focus on sales goals.

Requirements

18–36 months or more of successful outside B2B sales experience selling value-added, whole-solution products in consumer goods, services, or another transferable industry.
Documented track record of success in B2B sales, such as a brag book.
Previous President’s Club recognition and demonstrated annual quota attainment.
Strong prospecting skills and proven ability to develop new business, generate sales leads, manage a territory, and execute sales activities.
Superior interpersonal and written and oral communication skills, including the ability to coordinate activities and work cooperatively with others.
Ability to solve problems, collect data, establish facts, draw valid conclusions in a timely manner, negotiate win-win solutions, and close sales.
Ability to use CRM and other sales technology effectively.
Ability to communicate and work with cross-functional teams and all organizational levels.
Results-oriented approach and ability to deliver products and services accurately, completely, and on time.
Intermediate proficiency with Microsoft Word, Excel, PowerPoint, Outlook, Internet tools, and proprietary software.
Excellent presentation skills for small and large groups.
Ability to keep up with industry trends and sales practices and apply them to Company products.
Willingness and ability to work in the field and/or regional market center with little to no supervision.
Strong self-directed organizational skills and ability to manage daily and weekly time effectively.
Demonstrated ability to execute a plan and drive results.
Ability to maintain and upgrade skills through continuous learning and market awareness.
At least 21 years of age.
Valid driver’s license and access to an operational motor vehicle.
Ability to travel overnight (10%).
Willingness to spend the majority of work time in the field and maintain professional/business attire.
Ability to perform customer facility needs assessments and customer sizing, which may involve bending.
Ability to lift up to 10 lbs to carry and deploy samples.

Nice To Haves

Bachelor’s degree in Sales, Marketing, or a related field.
Experience with market development concepts, including adoption lifecycle, market development checklists, and segmenting, targeting, and positioning (STP).
Experience with customer relationship management systems; Salesforce is preferred.

Responsibilities

Build a customer base by identifying prospects and cultivating relationships through product materials and cold calling.
Develop and qualify leads within the territory through lead-generation campaigns.
Initiate and maintain customer engagement using creative approaches.
Secure first appointments with target customers’ decision makers.
Manage the prospect funnel, including prospect lists, appointment calendars, callback status, and closed-business ratios.
Follow through on selling activities to maximize the close ratio and meet sales targets.
Use persuasive selling, closing, target-selling, and strategic-selling skills.
Conduct presentations that communicate current and future customer benefits.
Build relationships with customer decision makers and other customer influencers.
Use Company resources, tools, and technology to promote customer satisfaction and loyalty.
Anticipate customer problems, address situations proactively, and work to resolve issues before they escalate.
Conduct competitive market analysis and research on territories, customer types, competitors, and products.
Prepare presentations, research prospective customers, monitor existing customers, gather competitive intelligence, and manage sales results and time.
Use the Company’s proprietary sales force automation software to manage daily sales activities.
Collaborate with appropriate parties across Company segments, communicate territory plans, and share sales opportunities and best practices.
Update the manager weekly on prospect information, prospect-stage movement, and next actions.
Use a scheduling system to manage time and customer appointments, and respond to internal and external inquiries promptly.
Work independently and manage the assigned territory, including individualizing a territory plan and choosing focus areas to achieve sales goals.
Recognize when a strategic pivot is needed and adapt to organizational changes while remaining productive.
Apply the Company’s Guiding Principles to support customer experience and awareness of Company values.
Maintain professional/business attire and conduct customer facility needs assessments and customer sizing as needed.
Travel overnight as needed and carry and deploy product samples.