Mid-Market Business Development Executive

Access•Peabody, MA

About The Position

The Mid-Market Business Development Executive is responsible for outside sales of new business and the development and expansion of enterprise accounts. The role focuses on demonstrating business value and helping customers achieve digital transformation goals by understanding their business, industry, and challenges. Based in the eastern United States, the position develops opportunities and closes sales to meet assigned opportunity-based sales quotas. The Enterprise account program focuses on developing Access’ Fortune 500 portfolio, onboarding named new Fortune 500 customers, and expanding Access’ presence in under-penetrated current clients. The executive represents Access to prospective clients through customary face-to-face interactions and regular travel within the assigned territory. The role includes building new-account and referral networks, managing a territory and sales pipeline, preparing quotes and sales documentation, maintaining records in Salesforce, and working with Access leadership and market teams on opportunities involving multiple locations or markets.

Requirements

At least 5 years of direct work experience in external sales, focused on larger enterprise accounts.
RIM industry management experience.
Demonstrated ability to convert prospects, close deals, and maintain established sales quotas.
Ability to translate customer needs into solution requirements through value propositions and negotiation.
Accountability and a track record of meeting and exceeding sales quotas.
Experience in opportunity qualification, pre-visit planning, sales presentations, account development, and time and territory management.
Success qualifying opportunities involving multiple key decision makers.
High sense of urgency and strong problem identification and objection resolution skills.
Exceptional verbal and written communication skills.
High level of integrity and work ethic.
Ability to influence and negotiate using sales skills and needs identification to align insights with customer priorities.
Self-motivated, energetic, enthusiastic, and able to work things out independently.
Experience with customer relationship management software.
Working knowledge of Microsoft Office products.

Nice To Haves

Bachelor’s degree preferred.

Responsibilities

Develop strategic plans and execute them to develop new enterprise customers.
Develop and expand Access’ Fortune 500 company portfolio, including onboarding named new Fortune 500 customers and expanding under-penetrated current clients.
Meet assigned invoiced revenue quotas in the current fiscal year and maintain a consistent pipeline to meet or exceed annual quota.
Represent Access to prospective clients through regular face-to-face interactions and act as an industry expert.
Explain product and service features and benefits, quote prices, discuss contracting terms, and prepare sales order forms or reports for potential clients.
Manage an in-person sales visit schedule to adequately cover the assigned territory efficiently.
Use leadership resources and involve the executive team in the sales process as needed.
Travel within the assigned territory to build and foster a network of new accounts and referrals for revenue growth.
Support and implement program initiatives for targeted solicitation of prospective clients.
Review and record territory account activity and maintain up-to-date pipeline records in Salesforce.
Follow Access sales policies for pricing, contracting, and submission for approval of client buyouts.
Communicate with AVPs and Market Leaders about quotes for new business that may involve multiple Access locations or markets.