Position Summary
Focused primarily on the multi-family vertical, the National Account Executive is responsible for developing and managing client relationships (owners, management company leaders, industry association contacts) through a consultative and targeted selling approach. Primary responsibilities include cold calling, prospecting, new account acquisition, site plan design, project management assistant, account management, upgrade/cross selling along with exceptional customer service. Additionally, a National Account Executive is responsible for spearheading national initiatives via coordination and collaboration with local Account Executives.
Reporting to the Senior Vice President, a National Account Executive will strategically partner with multiple local Account Executives, District Sales Managers and Senior Management. Additionally, National Account Executives will work collaboratively with Solutions Engineering, Sales Operations, Monitoring, Customer Service, Accounting and Legal.
Key Duties/Responsibilities
Sales
Ø Prioritize activities and territory management to ensure optimum penetration and profitability, including developing Strategic Account Action Plans
Ø Quarterbacking national strategic initiatives through coordinating and collaborating with local Account Executives
Ø Aggressively prospect and maintain a proactive new business development discipline
Ø Employ traditional lead/opportunity generation activities including cold calling, internal/external referrals, direct digital outreach of promotional packages, industry event participation, etc.
Ø Build and maintain a robust sales pipeline/funnel
Ø Consistently meet/exceed designated Sales targets
Ø Develop innovative proposals and deliver strategic sales presentations
Ø Diligently maintain client information and sales activity in designated CRM
Ø Build, develop and leverage widespread network of useful industry contacts
Ø Attend and participate in industry events and associations to further expand on industry knowledge and relationships
Ø Provide exceptional customer service
Ø Be viewed as an industry expert in Security and Remote Monitoring solutions by internal and external stakeholders
Special Projects
Ø Manage special projects and related research with enthusiasm and strong work ethic
Customer Excellence
Ø Provide the best possible customer service
Ø Be professional, courteous, offer solutions, and involve the correct people to resolve any customer concerns
Ø Maintain high standard of sales calls as per policy and procedures
Integrity
Ø Be honest and respectful in all dealings with clients and internal team
Accountability
Ø Be a punctual and a reliable member of the team
Teamwork
Ø Operates in a manner that promotes team success in conjunction with individual success
Ø Communicates effectively in ways that enhance productivity and builds respectful relationships
Ø Demonstrates active listening, written and verbal skills
Ø Shares all relevant information as needed
Continuous Improvement
Ø Take initiative to learn new tasks
Ø Bring forward recommendations for improvement
EDUCATION
Required:
Ø A post-secondary degree/diploma in business or comparable experience
EXPERIENCE
Required:
Ø 7-10 years outside sales experience, with a minimum of 3 years handling “C” Suite and executive level clients for top National Multi-Family organizations
Ø Verified acknowledgement of previous exceptional sales performance (ie: exceeding quote, president’s club, etc.)
Ø Completed formal sales training (corporate)
QUALIFICATIONS
Ø High energy with a “sense of urgency” and a “take charge” attitude
Ø Excellent communication, presentation, and interpersonal skills
Ø A demonstrated ability to operate with grace under pressure
Ø Excellent MS Office skills
Ø CRM (Salesforce) experienced
Ø Able to communicate with multiples layers of Organizations, including Senior Leadership
Ø Through a constant presence, becomes aware of changes in a customer’s organization and alters sales plan accordingly
Ø Team player with high level of influence and strong management skills, able and willing to be assertive when necessary
Ø Able to recognize the various stages of opportunities, recognize buying signals, can effectively trial close and is able to close for the customer’s commitment
Ø Ability to understand the nuances of managing a project from start to finish, including delivery, set up, site and design issues while maintaining margins
Ø Well organized, able to handle multiple tasks at once
Ø Superior English oral and written communication skills
Ø High level of energy and self-motivation
Role Competency
Ø Collaboration (Strength) – Reaches out proactively to build strong cross-functional relationships; builds consensus across relevant stakeholders when making important decisions; focuses on solving cross-functional problems while also meeting individual and departmental objectives; credits others for their accomplishments.
Ø Communication (Strength) – Communicates persuasively (without manipulation) to find common ground; adapts messages and personal style based on audience needs and expectations; shares important information openly, directly, candidly, and proactively; helps others craft effective messages.
Ø Critical Thinking (Strength) – Reaches insightful conclusions by evaluating data from different frames of reference; breaks down complex problems into simpler and easier to handle pieces; identifies, evaluates, and prioritizes different information to support analysis; anticipates the impact of various potential solutions before reaching conclusions.
Ø Customer Focus (Strength) – Recognizes and prioritizes different customer expectations to satisfy each interest; solicits data to measure and improve service level; anticipates and addresses potential or evolving stakeholder needs; uses insights to influence customer requirements and assumptions.
Ø Sense of Urgency (Strength) – Operates comfortably with minimal planning; drives through to the finish line despite obstacles; builds effective working teams to meet deadlines and commitments; allocates controlled resources to make urgent progress on critical priorities.
Ø Results Orientation (Strength) – Delivers expected results against important initiatives while operating within our core values; balances competing priorities by making appropriate trade-offs; anticipates potential problems based on history and adapts approach to better drive results; builds appropriate vehicles to facilitate reliable outcomes against complex requirements.
Working Conditions
Ø Up to 25% overnight travel expected (Client Meetings, National Trade Show, Corporate training, etc.)
Ø Home office, field, and office work environment