Sales Executive, Strategic Accounts

Job Description – Business Development Executive – Strategic Accounts

Division / Department: Sales Reports to (position): Director of Sales Level / Grade: Individual Contributor Location: Assigned territory Employment Type: Full Time, Exempt Work Conditions: Remote Travel: Up to 40% Telecommute: This is a remote position performing work in assigned territory Minimum Educational Req: Four-year college degree in the area of Business Administration, Sales, Marketing or related field, or equivalent combination of education and experience Years of Experience: 5-7 years in sales and/or channel sales.

Position Summary:

The Business Development Executive – Strategic Accounts position is a national “hunter” role focused on driving net new revenue from the largest insurance organizations where AD Banker does not yet have a partnership. This role will own a targeted list of top-tier insurance accounts on a national basis (not limited to a geographic territory) for which we will develop and execute strategies to penetrate new enterprise-level prospects. Deals may involve complex, multi-step sales cycles involving multiple stakeholders, including senior and executive-level decision makers. You’ll serve as an overlay to our existing sales team, collaborating closely with regional reps and internal stakeholders, while concentrating your efforts on securing new, high-value strategic partnerships.

Essential Functions / Job Responsibilities:

• Achieve sales quota through new business development with emphasis on account planning and strategy. Core focuses include identifying decision makers, business drivers, and custom solutions within target organizations.
• Directly lead high-stakes projects while owning the entire sales cycle from prospecting and qualification through proposal, negotiation, and close.
• Build and manage sales funnel effectively to maintain organization and detail, ensuring awareness of all key opportunities.
• Formulate tailored value propositions and account strategies for each account, aligning target products to client needs.
• Coordinate internal resources (content development, tech, marketing, product) to support prospect meetings, demos, RFPs, etc.
• Act as a strategic overlay to existing territory-based sales team to ensure a coordinated approach to top accounts
• Develop a working knowledge of competitive products, programs, and pricing structures. Sales and industry trends should be monitored with appropriate recommendations to internal stakeholders to ensure long-range planning needs are met.

Minimum Requirements:

• Proven experience in a hunter type role with a focus on winning net-new business (prospecting, selling, closing, managing)
• Success in managing longer, complex sales cycles with multiple stakeholders
• Ability to link solutions to client business outcomes
• Proven effectiveness of establishing and maintaining strong relationships resulting in collaborative strategies to drive growth
• Experience in, and working knowledge of, financial services industry needs and trends preferred but not required

Skills Required:

• Ability to influence and persuade others to achieve desired outcomes
• Strong analytic, problem solving, and negotiation skills
• Excellent oral and written communication and presentation skills
• Excellent organizational, planning, and prioritization skills
• Excellent interpersonal and relationship-building skills. Feels at home visiting clients on a daily basis
• Ability to work with minimal supervision and excellent attention to detail

Technical Skills Required:

• Proficiency in MS Office Suite of products (MS Word, Excel, PowerPoint)
• Experience with Salesforce or similar CRM Software
• Experience with video conferencing (Zoom, GoToMeeting, etc.) and general A/V knowledge to effectively present to clients on site
• Comfortable with learning and adapting to new technologies

Supervisory Responsibility:

This position does not supervise the work of others.

Internal and external interaction:

This position interacts with peers both in and out of department and their immediate manager on a regular basis. They interact with customers directly in daily interactions as well as escalation or support situations in a defined geographical area. They may interact with managers in other departments and vendors.

Physical Requirements:

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

Employment benefits granted upon hire date:

• Tuition reimbursement, subject to approval
• Paid company holidays (9 days off per year)
• Flexible Time Off (FTO), as described in the employee handbook
• Remote and collaborative work environment

Employment benefits granted the first of the month following 30 days of employment include:

• Voluntary participation in Career Certified’s medical, dental, and vision plans, as well as supplemental insurance options
• Voluntary participation in Career Certified’s 401k plan

Compensation: $125,000-$135,000 total compensation *includes base salary plus variable commission.