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Senior Account Executive
Job Code:2019-07-72-01
Department:Sales & Administration
FT/PT Status:Regular Full Time

Job Responsibilities:

The Senior Account Executive is responsible for generating and maintaining long-lasting relationships with our clients. This person will exist as a dedicated resource that is committed to cultivating and preserving our clients’ trust; producing creative solutions; effective problem solving; and demonstrating sales excellence. The Senior Account Executive will engage in activities to understand our clients’ business goals and assume the role of a strategic advisor in order to demonstrate how our services will directly meet their needs. Duties related to this role are as follows:

Sales Prospecting
 -  General Sales Activities: Cold Calling; Lead Follow Up; Conference/Trade Show Attendance & Follow Up
 -  Networking: Participation in Associations and Attendance at Industry Conferences
 -  Referrals from Former & Existing Clients

Sales Marketing
 -  Effective use of social media, e-mail, and content marketing activities.
 -  Prepare and conduct sales presentations, e-mails, and proposals that explain product specifications and applications.

Product & Industry Knowledge
 -  Complete product and development training as required in order to successfully pass related certification exams.
 -  Recommend and propose correct products based on analyses of clients’ needs and on technical knowledge of
    product capabilities and limitations.
 -  Read related publications in order to obtain information about market conditions, business trends, and
    industry developments.

Quotes, Contract Negotiation, Billing
 -  Quote and negotiate prices, credit/payment terms, etc. of license agreements.
 -  Prepare sales contracts for new and renewal orders, submit orders for processing, and arrange for billing.

Account Management
 -  Maintain accurate client records in CRM system by tracking customer interactions and transactions; recording
    details of inquiries, complaints, and comments; and noting any actions taken by clients.
 -  Follow up with clients to ensure that appropriate actions were taken to resolve client problems.
 -  Provide clients with ongoing tier-one and tier-two support through coordination and/or referral to designated
    departments in order to resolve grievances and attend to client needs.
 -  Complete expense reports, sales reports, and other paperwork in a timely manner.

Sales Leadership
 -  Demonstrate leadership by modeling exemplary performance while also motivating and guiding others to
    perform their jobs effectively.
 -  Lead collaboration with colleagues to exchange information such as selling strategies and marketing information.
 -  Reach or surpass new sale quotas and renewal ratios set for the Senior Account Executive position.
 -  Provide feedback to the company's research department and marketing team so that products can be tailored to
    clients' needs.

Travel Expectations
-  Senior Account Executives can expect to travel from 50% to 60% of the time as they attend sales meetings,
    trade shows, conferences, and visit client establishments to maintain and grow accounts.

Job Qualifications:

 -  A minimum of three to five years of relevant business development and account management experience is required.
 -  Experience in a high-tech, database subscriptions, or industrial equipment/ service industry is strongly preferred.

 -  Bachelor’s Degree from a Four-Year College or University (Preferred)


 -  Strong technical skills as well as an ability to quickly learn new tools are mandatory. This includes the use of Microsoft
    Office Suite, web browsers, and other specialized software.
 -  The Senior Account Executive should also possess all skills outlined in the competency statements listed below.

 -  Active Listening: Ability to actively attend to, convey, and understand the comments and questions of others.
 -  Autonomy: Ability to work independently with minimal supervision.
 -  Business Acumen: Ability to grasp and understand business concepts and issues.
 -  Customer Oriented: Ability to take care of the customers’ needs while following company procedures.
 -  Goal Oriented: Ability to focus on a goal and obtain a pre-determined result.
 -  Negotiation Skills: Ability to reach outcomes that gain the support and acceptance of all parties.
 -  Persistence: Ability to complete tasks or continue in a course of action in spite of opposition or discouragement.
 -  Presentation Skills: Ability to effectively present information publicly.
 -  Sales Ability: Ability to use appropriate interpersonal styles and communication methods to gain acceptance of a
    product, service, or idea.
 -  Technical Aptitude: Ability to comprehend complex technical topics and specialized information.
 -  Verbal Communication: Ability to communicate effectively with others using the spoken word.
 -  Written Communication: Ability to communicate in writing clearly and concisely.

Other Job Information (if applicable):

Reasonable Accommodations Statement

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Reasonable Accommodations may be made to enable qualified individuals with disabilities to perform the essential functions. To build a diverse workforce Industrial Info Resources encourages applications from individuals with disabilities, minorities, veterans, and women. Equal Opportunity Employer M/F/D/V.