Regional Sales Account Executive

The Institutes • Malvern, PA

10h • Remote

About The Position

What You’ll Do: Build and maintain relationships to drive sales revenues with both new and prospective clients Identify opportunities and propose business solutions to fulfill the various learning needs Construct strategic sales plans focused on clients for whom we can have the most significant impact for their organization, the industry as a whole and to garner significant revenue opportunities for The Institutes Execute strategic sales plans in alignment with The Institutes overall sales and marketing initiatives, i jointly produced by the Director of Sales and Head of Sales and Market Development. Develop an intimate knowledge of our customers and offerings. Consultatively position The Institutes as a strategic partner who helps customers achieve strategic objectives and goals - not just as an education provider Cultivate and document relationships with stakeholders and decision makers at all levels within the customer organization and assist them in reaching alignment around The Institutes solutions being offered Execute virtual selling capabilities that are relevant to prospective clients and assigned accounts. Expand customer network to build strategic connectivity across levels and functions Utilize market intelligence, social media and networking opportunities to develop relationships with prospects, stakeholders or influencers within assigned accounts Analyze client reports to draw out opportunity and trends. Create and present business review reports to customers to develop insight-driven growth plans collaboratively Serve as a sounding board by listening to customers, synthesizing insights, and communicating a clear, actionable view of customer needs to relevant The Institutes stakeholders to inform marketing collateral and solution development. Required Competencies Communication: Exceptional oral and written communication skills and ability to communicate throughout all levels of the organization, both internally and externally. Ability to present information and respond to questions professionally and effectively, conversationally and in written communications. Project Management: Manages resources to bring about the successful completion of a specific project. This can include initiating, planning, executing, controlling and closing the project either independently or within a team. Decision Making: Demonstrates the ability to generate, consider, and evaluate multiple options before making decisions, thoughtfully assessing associated risks and rewards. Selects the option with the most appropriate balance and evaluates decision effectiveness after Collaboration : Experience working in a team-oriented, collaborative environment across organizational boundaries. Exceptional interpersonal skills, with a focus on rapport-building, listening, and questioning skills. Technical Knowledge : Demonstrates technical proficiency in areas of responsibility. Ensures the appropriately applied procedures, requirements, regulations, or policies related to specialized areas of expertise in the production of outputs or results. Demonstrates knowledge with Institute content, services, solutions, processes, pricing, strategic initiatives, and Institute systems utilization. Sales : Expert contract negotiation/renegotiation skills with an understanding of contract terms and conditions. Customer Focus: Demonstrates strong customer service orientation by prioritizing customer needs and acting in the best interest of customers when delivering products or services. Data Analysis: The ability to curate reports to identify opportunities and client trends.

Requirements

• College degree required.
• 5 years successful B2B sales experience required
• Must thrive in a work-from-home mode and have strong competence with remote selling and communication platforms (Teams, Skype, Zoom, etc.)
• Must be willing to travel
• Communication: Exceptional oral and written communication skills and ability to communicate throughout all levels of the organization, both internally and externally. Ability to present information and respond to questions professionally and effectively, conversationally and in written communications.
• Project Management: Manages resources to bring about the successful completion of a specific project. This can include initiating, planning, executing, controlling and closing the project either independently or within a team.
• Decision Making: Demonstrates the ability to generate, consider, and evaluate multiple options before making decisions, thoughtfully assessing associated risks and rewards. Selects the option with the most appropriate balance and evaluates decision effectiveness after
• Collaboration : Experience working in a team-oriented, collaborative environment across organizational boundaries. Exceptional interpersonal skills, with a focus on rapport-building, listening, and questioning skills.
• Technical Knowledge : Demonstrates technical proficiency in areas of responsibility. Ensures the appropriately applied procedures, requirements, regulations, or policies related to specialized areas of expertise in the production of outputs or results. Demonstrates knowledge with Institute content, services, solutions, processes, pricing, strategic initiatives, and Institute systems utilization.
• Sales : Expert contract negotiation/renegotiation skills with an understanding of contract terms and conditions.
• Customer Focus: Demonstrates strong customer service orientation by prioritizing customer needs and acting in the best interest of customers when delivering products or services.
• Data Analysis: The ability to curate reports to identify opportunities and client trends.

Nice To Haves

• Experience in risk management, insurance, and/or financial services industry preferred.

Responsibilities

• Build and maintain relationships to drive sales revenues with both new and prospective clients
• Identify opportunities and propose business solutions to fulfill the various learning needs
• Construct strategic sales plans focused on clients for whom we can have the most significant impact for their organization, the industry as a whole and to garner significant revenue opportunities for The Institutes
• Execute strategic sales plans in alignment with The Institutes overall sales and marketing initiatives, i jointly produced by the Director of Sales and Head of Sales and Market Development.
• Develop an intimate knowledge of our customers and offerings.
• Consultatively position The Institutes as a strategic partner who helps customers achieve strategic objectives and goals - not just as an education provider
• Cultivate and document relationships with stakeholders and decision makers at all levels within the customer organization and assist them in reaching alignment around The Institutes solutions being offered
• Execute virtual selling capabilities that are relevant to prospective clients and assigned accounts.
• Expand customer network to build strategic connectivity across levels and functions
• Utilize market intelligence, social media and networking opportunities to develop relationships with prospects, stakeholders or influencers within assigned accounts
• Analyze client reports to draw out opportunity and trends.
• Create and present business review reports to customers to develop insight-driven growth plans collaboratively
• Serve as a sounding board by listening to customers, synthesizing insights, and communicating a clear, actionable view of customer needs to relevant The Institutes stakeholders to inform marketing collateral and solution development.

Benefits

• 401(k) plan with company contribution up to 16%
• Generous time off package that includes paid vacation, personal, sick and holidays
• Paid maternity and parental leave
• Tuition reimbursement
• Medical, dental, vision, and prescription coverage
• Free lunch every day when working on campus, onsite fitness center, and a beautiful 1.25-mile walking path!

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level