Major Account Consultant - Houston

UniFirst•Wilmington, MA

8d•$120,000 - $200,000

About The Position

The UniFirst Major Account Consultant (MAC), is responsible for generating new Major Account Sales within a defined territory. The MAC is charged with managing the entire sales process including identifying target accounts, setting appointments with key decision makers, understanding the needs and roles of all buying influences, creating value through a deep understanding of our prospect’s challenges and presenting a compelling solution that will improve their business.

Requirements

Minimum of 3 years’ experience in B2B hunting sales or Sales Management in a service industry.
Proven track record of sales success, President’s Club or equivalent achievement.
High level knowledge and experience managing the entire major account sales process including, identifying target accounts, setting appointments with key decision makers, understanding the needs and roles of all buying influences, creating value through a deep understanding of the prospect’s challenges and presenting a compelling solution to improve their business.
Experience in contract negotiations with major account prospects at the Executive or “C” decision making level.
Proven track record of pipeline management and forecasting.
Must possess an autonomous, progressive “take-charge” attitude, able to work under pressure and meet deadlines with minimal supervision.
Must be able to multitask, understand, recognize and prioritize workload.
High level use of sales force automation “CRM” tools, Microsoft Office, Microsoft Teams.
Must reside in the assigned Market Area.
Willingness and ability to travel overnight in Market Area.

Responsibilities

Generate a minimum of $11,180 in weekly rental revenues during each UniFirst fiscal year.
Identify key decision makers and navigate through complex buying environments to insure we are positioned for success.
Use our Total Cost Evaluation process to meet with key operational contacts within target accounts in order to complete a thorough site level needs analysis.
Develop custom solutions for target accounts and quantify process improvements and savings.
Effectively present to a diverse audience including large committees and Executives.
Negotiate service requirements, pricing, and other terms and conditions conducive to creating a long-term partnership.
Align the necessary internal groups and departments to make sure we meet and exceed the prospect’s expectations.
Utilize Dynamics to effectively qualify and prioritize opportunities based on contract expiration dates, market conditions, and our competitive strengths and weaknesses.
Effectively use the available prospecting tools (Phone, Email, Seismic, Seeding, On-Site Visits, LinkedIn, etc.) to reach high level decision makers and generate interest early in the sales process.
Work with our Market Research and Development (MRD) group to efficiently manage your database and increase the number of prospects and quality of information.
Urgently engage with MAC Leads from the field, and provide leads not meeting MAC criteria to local teams.
Submit prospects that meet National Account criteria to National Accounts Division.
Constantly monitor the competitive market conditions, sales and pricing strategies, and buying trends in order to devise effective strategies to counter strengths and take advantage of weaknesses.
Maintain an accurate funnel, forecast and monthly activity report.
Achieve a minimum of 90% to quarterly commitment.
Meet or exceed the minimum sales activity requirements.
Conduct oneself in a professional manner and comply with UniFirst’s Code of Ethics.
Maintain a line of open communication with Management.