Pro AV Account Executive - Corporate

Position Summary

The Account Executive - Corporate is responsible for technology consultation leading to specific sales functions in an assigned territory.  The focus of this position will be on generating revenues with all corporate verticals. The Account Executive is responsible for managing a territory and achieving established sales and gross profit targets. They will also develop a pipeline, forecast, solicit, secure orders from potential and existing customers, and provide customer service as needed. Overnight travel is required based on customer needs and for training/ industry tradeshows.

Responsibilities

• Achieve monthly, quarterly, and annual sales and gross profit targets. 
• Retain existing customers and develop new business
• Maximize overall performance utilizing ‘effort-based” metrics such as frequency of contact, account penetration, pipeline, and retention
• Manage the overall sales cycle: identify, strategize, present, close & execute
• Understand & present Tierney’s capabilities, products, services, and overall value proposition to new and existing clients
• Identify new opportunities and present high value solutions that meet current needs and future needs, to new and existing accounts
• Feature products and services within Tierney’s core capabilities
• Effectively handle customer’s requests for pricing, specifications, information, and other services
• Determine pricing, develop specifications, and provide information for clients
• Return customer phone calls, web leads, manufacturer leads in an appropriate timeframe defined by sales management
• Schedule and perform client demonstrations at the client site
• Deliver and explain proposals over $20,000

• Prepare and lead meetings to engage internal design team:  kick off meeting, client site walk through, quote finalization, and pre-order meetings
• Present project narrative to clients to confirm design and solution requirements
• Work with systems integration team to develop solutions to a variety of moderate to complex problems
• Work closely with the systems integration team to ensure timely responses to bids & RFPs
• Work to ensure that all projects result in a win for the client, a win for Tierney, and a win for Tierney team members

• Work directly with sales coordinators to provide customized quotes to clients
• Approve/review pricing prior to final quote and order placement
• Timely attention to pipeline development, daily call reporting, commission reports and monthly expense reporting utilizing NetSuite (CRM)
• Support finance department with credit term and accounts receivable communications

• Join industry groups and associations to support business development in vertical market segment
• Participate in the TBI Training program which includes obtaining CTS and other manufacturer certifications
• Read industry periodicals and attend industry specific trade shows as scheduled

Education & Skill Requirements

• A completed post-secondary degree
• Minimum 3-5 years sales experience, preferably within the technology industry
• Ability to read, analyze, and interpret technical journals, financial reports, professional journals, general business periodicals, government regulations and legal documents
• Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, and percentages
• Ability to define problems, collect data, establish facts, and draw valid conclusions
• Ability to write a standard business communication
• Persistence and strong interpersonal skills
• Demonstrated sales and negotiation skills
• Knowledge of technology and audio-visual products
• Strong attention to detail
• Excellent verbal communication and listening skills
• Strong computer skills
• Frequently required to lift up to 50 pounds