Account Executive

The ideal candidate will possess strong sales, interpersonal and organizational skills. Generates leads, qualifies potential customers, closes sales, and ensures high customer satisfaction with each job, in order to meet revenue and profit goals. Promote and reflect the Workscapes brand and values.

Responsibilities

1)   Generates leads through networking, researching local businesses, and participating in dealership events. Records all lead data in client relationship management (CRM) system on a timely basis.

2)   Cold calls leads in person or by telephone to generate new prospects.

3)   Regularly contacts referral sources, prospects, and existing clients to uncover new business opportunities.

4)   Conducts a thorough needs analysis and qualifies leads to determine the scope of the need and the chance to win.

5)   Takes the lead on all bid responses. Reads and interprets the bid; determines the best angle for response in product, service, and offer; and directs the assigned team to compile all data and details for response.

6)   Determines pricing for products, delivery, installation, and other services, including discounting, within Workscapes guidelines.

7)   Orders fabric and finish samples as needed to assist in closing sales.

8)   Requests assignment of Project Manager depending on scope of job.

9)   Coordinates preparation of all client presentation materials, including proposal, typicals, budget, quotation, terms and conditions, credit application, and other applicable documents. Ensures that all documents are accurate, professional, and consistent with Workscapes branding.

10) Presents proposal to prospective client, coordinates revision process with internal team to meet customer needs, and negotiates with client as needed within Workscapes guidelines in order to close sale.

11) Obtains customer sign-off on all required documents, such as proposal, Terms and Conditions, credit application, space plan, and finishes.

12) Provides complete, accurate order entry form to Project Coordinator after customer sign-off.

13) Collects client deposits.

14) Proactively communicates with client regularly throughout job, keeping client informed of status, answering questions, and resolving issues.

15) Responds promptly to all inquiries from clients, prospects, and referral sources.

16) Represents Workscapes professionally in all meetings and communications, following all Workscapes guidelines such as dress code and e-mail format.

17)   Reviews backlog report at least weekly of jobs not yet installed and invoiced. Takes action to resolve any issues or delays.

18)   Reviews Accounts Receivable Aging report regularly and follows up on all outstanding accounts with the client to ensure timely payment, with support from the Accounting Department.

19)   Enters client and prospect data in Team Design and other systems on a timely basis. Generates reports of sales activity as requested by mangement.

20)   Develops and executes short-term and long-term plans to manage time effectively and meet sales goals, including coordinating current jobs, closing new business, and maintaining a full pipeline of prospects.

21)   Maintains current knowledge of all product lines, dealership services and processes, industry trends, and sales best practices.

22)   Assists with special projects and performs additional duties as assigned.

Required Education and Experience :

1)   Minimum three years’ successful business-to-business sales experience, preferably in contract furniture or a related industry.

2)   Bachelor’s Degree in business or a related field.

Required Knowledge, Skills, and Abilities :

Proficiency in Microsoft Word, Excel, Outlook, and PowerPoint; familiarity with client relationship management software.

Physical Requirements and Working Conditions :

1)   Working conditions are normal for an office environment. Must be able to operate computer for most of workday with appropriate rest periods.

2)   Valid driver’s license and driving record which meets Company insurance carrier requirements.