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IT Strategic Account Executive



Location: Bloomington, MN
Department: IT
Posted: 08-28-2013
Location Name: Loffler Companies
Wage: Depends on Experience
Position Type: Full Time
Shift: First


Position Objective:

The primary objective of the Strategic Account Executive is to be the chief strategist and sales leader to achieve profitable revenue growth and total client satisfaction within assigned accounts. In addition, the Strategic Account Executive must address client concerns throughout the organization to ensure that contract obligations are fulfilled and the relationship is preserved for years to come.

 

Job Duties Summary:

To achieve 100%+ of monthly sales plan through profitable sale, lease, or rental of office solutions (hardware / software), professional services, and Loffler’s integrated solutions. Develop account relationships to ensure consistent growth for the individual, and the company.

 

Leadership/Professional  Behaviors:

·        Integrity – Fosters openness and trust through personal behavior; follows through on commitments.

·        Accountability / Ownership – Is self directed, takes personal responsibility and is willing to be held accountable.

·        Collaboration – Works effectively across organizational boundaries.

·        Commitment/Perseverance – Maintains the ability to “stay the course” even in the presence of adversity and opposition.

·        Consultative Selling – Articulates the clients’ key business strategies, initiatives and associated critical success factors align those to Loffler solutions.

·        Production Knowledge – Demonstrates sufficient technical acumen to be credible in securing sales.

·        Client Relationship Management – Develops strategies to elevate the Loffler relationship with clients to that of business partner or trusted advisor.

·        Business Acumen – Use account information systems (CRM tools) to develop strategies for expanding the level of business in an account and/or territory. Use client financial measures, reports, and tools to identify business opportunities (web, annual reports etc).

·        Resource Management – Use Loffler partners, specialists, executives to penetrate accounts; networks outside of Loffler to broaden business knowledge and increase personal effectiveness.

·        Account Management – able to prioritize multiple opportunities and manage pipeline appropriately. Displays professionalism in documenting account engagements and client business reviews.

Essential Functions:

¨       Apply sales skills and knowledge as they relate to the sales of technology and technical solutions in order to achieve 100% of assigned budget.

¨       Gain additional market share and retain current customer base within the assigned territory by selling total solutions.

¨       Adhere to business hours from 8:00am to 5:00pm which includes observation of selling hours between 9:00am to 4:00pm

¨       Enter into CRM tool information on qualified prospects which will be continually updated.

¨       Minimal acceptable standard of performance is 100% of plan YTD.

¨       Effectively demonstrate the capabilities and strengths of proposed office equipment and Loffler Companies as they relate to specific customer needs.

¨       Participate in and be a contributing member of the sales team and uphold the company mission statement.

 

Common Performance Standards:

¨       Follow departmental procedures.

¨       Ability to work with minimal supervision.

¨       Plans and schedules work activities to complete assignments in their order of priority and make the most effective use of time.

¨       Contributes to a favorable working climate through a friendly manner and cooperative attitude in dealings with other employees.

¨       Proficient PC skills

 

Minimum Qualifications (External Candidates):

¨       Bachelor’s degree (B.A.) from four year college or university.

¨       Experience and a proven track record in this industry is preferred but not required.

¨       Achievement of exceeding annual sales goals on a consistent basis (100% + of plan).

¨       Minimum of two years of consistent Presidents Club or equivalent level of sales achievement.

 

Minimum Qualifications (Internal Candidates):

¨       Bachelor’s degree (B.A.) from four year college or university.

¨       Experience selling the integrated solution and a proven track record.

¨       Achievement of exceeding annual sales goals on a consistent basis (100%+ of revenue targets, 100%+ of Gross Profit).

 

PHYSICAL DEMANDS The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this Job, the employee is regularly required to talk or hear. The employee is frequently required to use hands to finger, handle, or feel and reach with hands and arms. The employee is occasionally required to stoop, kneel, crouch, or crawl.