Field Sales Executive (Managed Services Account Executive)

About the position

You will leverage your understanding of the retirement services industry, business, financials, and customer needs to drive ftwilliam.com Managed Services/Business Process Outsourcing (BPO) sales within your territory. You will play a key role in achieving revenue targets and cultivating lasting relationships with our customers.

Responsibilities

• Sell ftwilliam.com Managed Services offerings in a defined territory made up of a specific geography of states within the U.S.
• Partner with the Managed Services Team and the territory Account Manager to ensure customer retention/success.
• Partner with the Managed Services Account Executive Team Lead on new sales opportunities to ensure accurate prospecting & discovery of new opportunities.
• Develop an understanding of the retirement plan administration market, our customers (TPAs, CPAs, Law Firms, etc.), and their daily workflow.
• Partner with the territory ftwilliam.com Software Account Executive to ensure customer or prospect is properly licensed for the software products needed to support Managed Services.
• Prospect and develop new Managed Services business in both existing accounts and new accounts.
• Maintain and update information in Salesforce.com including accurate monthly forecast, activities, demos, and pipeline management.
• Constant pipeline growth and management, including opening new opportunities and booking new appointments to support achievement of sales goals.
• Accurate monthly new sales forecasting, including a commit to the business that supports sales goal attainment.
• Utilize sales tech stack including CoPilot (AI), Outreach.io, Gong.io, SalesIntel.io, LinkedIn/LinkedIn Sales Navigator, etc. in daily sales workflow.
• Establish and maintain solid and high activity prospecting practices; meeting or exceeding assigned outbound email and call key performance indicators (KPIs).
• Ensure that customer and prospect meetings include all relevant stakeholders from the Managed Services, Leadership & Software teams.
• Attend national and local tradeshows to provide booth coverage. This includes learning and executing our trade show processes.
• Attend in-person customer prospect meetings in defined territory.
• Develop relationships with major players in each of your large metro markets.
• Submit timely reports as requested by the Sales Manager and/or Executive Management.
• Contribute and exchange ideas and best practices to other members of the sales team.
• Immediate and thorough follow-up on inquiries from customers and prospects using the applicable sales tech stack application(s).
• Work closely with the assigned Account Manager, Customer Service and Billing to solve billing/service issues that could affect the renewal of a Managed Services subscription.
• Support team, Business Unit, and corporate goals.

Requirements

• Bachelor’s Degree or equivalent experience.
• 3+ years of quota-driven sales experience.
• Knowledge of and experience in the Retirement industry preferred.
• Proficiency with office software including Microsoft Office and Salesforce.com (or similar CRM).