United States onlySummary: This position is responsible for driving profitable growth by developing geographically identified account prospects into customers using the Performance Systems Integration (PSI) Opportunity Management (OM) process and market development sales activities. The AE develops and leads a geographically based team to identify and pursue expansion opportunities while retaining the customer. They develop and lead a dynamic, results-oriented go-to-market strategy in tune with the complexities of growing revenue by identifying, targeting, designing, and selling to the top named prospects and customers that can find value in PSI’s products and services by performing the following duties.
Job Duties
Be accountable for driving profitable growth by developing enterprise level prospects into customers using the PSI Opportunity Management process and market development sales activities
- Be accountable for retention, cross-sell and upsell in assigned PSI customers
- Develop and lead a dynamic, results-oriented, go-to-market strategy in tune with the complexities of growing revenue by identifying, targeting, designing, and selling to enterprise level customers and prospects
- Lead the effort to accelerate customer acquisition by leveraging the PSI’s highly differentiated value-adds through selling to the enterprise level customers and prospects
- Develop a measurable, scalable, high-velocity, and proactive sales approach supported by a savvy market development and demand generation strategy
- Link the sales to the operational capability of PSI
- Make our new customers successful to sustain growth
- Be responsible for building a sales POD territory and developing the necessary resources to attain aggressive growth targets
- Required to prospect for new opportunities on a consistent basis and retain and grow customers to drive profitable revenue while exceeding quota
- Lead a team of sales professionals in collaboration with other PSI functional areas to retain and grow revenue in the assigned sales POD territory
- Maintain a good positive relationship with the customer and pass on information to the appropriate personnel for follow up, quotes, questions, or concerns
- Ensure that all internal and external customers and co-workers receive outstanding service by providing a friendly environment
- Maintain a safe and secure work environment by following OSHA and company safety programs
- Adhere to company policies and procedures as well as local, state, and federal regulations and laws
- Other duties and projects as assigned
Supervisory Responsibilities
This position has no supervisory responsibilities.
Qualifications
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily with or without reasonable accommodation and without posing a direct threat to the safety or health of the employee or others. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential duties.
Education & Experience
- High School Diploma or equivalent required
- Bachelor’s degree in Marketing, Business Administration preferred; MBA is a plus; can be substituted with equivalent work experience
- Proven and battle-tested Account Executive with an established track record of selling value-based fire and life safety benefits to improve a customer’s value.
- Fire and life safety industry experience is a plus
- Demonstrated track record of building and cultivating revenue at Top Named companies with Senior Executives
- 10+ years of progressive, proven sales experience preferred; recent senior-level sales executive experience is a plus
- Demonstrated comprehensive commercial skill set including helping establish and even build sales and go-to-market strategies
- Experience in a larger company, “blue chip” environment with more recent experience in a middle market business or otherwise highly entrepreneurial organization that develops, sells, enables and maximizes revenue growth inside of companies using fire and life safety solutions a plus
Certificates, Licenses and/or Registrations
- Valid state issued driver’s license with acceptable driving record
Skills and Abilities
- Possess knowledge of market research, sales, and negotiating principles
- Possess excellent communication/presentation skills and ability to build relationships
- Able to drive sales process from start to finish
- Able to articulate the distinct aspects of services and products
- Ability to position products against competitors
- Ability to work collaboratively and effectively in a team-oriented environment
- Possess knowledge of how to develop client-focused, differentiated, and achievable solutions
- Ability to multi-task, problem-solve and adapt to change in a fast-paced dynamic environment
- Possess excellent organizational skills, attention to detail, and territory management skills
- Able to follow oral and written directions
- Ability to provide excellent customer service
- Able to be empathetic towards customers or coworkers
- Ability to anticipate work needs and interact professionally with customers
- Able to communicate effectively with coworkers, management, and customers, and display excellent interpersonal skills and awareness of controversial and/or sensitive issues
- Ability to comply with safety requirements of the position and actively promote safe work practices
- Self-motivated and ability to work independently
