The Account Executive is responsible for selling systems and software to Public and Academic libraries in the assigned territory. Expectations are to meet or exceed financial objectives, while performing both account management and winning new clients.
Duties
To perform this job successfully, an individual must be able to execute the following satisfactorily; other duties may be assigned. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The Account Executive will be responsible for, but not limited to the following duties :
Client Facing Responsibilities
- Focus on Public Libraries and Academic Libraries in the territory.
- Develop opportunities from our robust lead generation process.
- Sell all product lines, hardware, software, digital, mobile, subscriptions and services.
- Present new products to all accounts in the territory.
- Post Covid-19 return to meeting in person with the defined customer and prospect set. In the current climate, execute on high activities using available tools for remote interaction.
- Utilize HubSpot daily to manage the territory business. Prepare quotes and close opportunities in a timely manner, as defined by manager.
- Participate in 3 – 5 events or tradeshows per year.
Skills Mastery
Strategic Selling - Understand the needs and strategic direction of all clients and prospects, develop relationships with key decision makers, and demonstrate the value of Bibliotheca solutions in terms of achieving defined library outcomes.Challenger Selling – Help libraries understand future trends and how they can best prepare for a changing industry.Time Management – Strong skills to manager personal effectiveness.Communication and Internal Cooperation
Own the customer input, feedback, and demonstration / presentations for bids. Work cooperatively with manager and bid team to provide content details for responses.Work cooperatively with and leverage product specialists to educate prospects for success.Attend and participate in sales and company required calls and meetings.Communicate actively with manager on prospects, activities and monthly, quarterly and annual objectives.Assist in helping customer with key requirements to be incorporated in RFPs.Supervisory Responsibilities : N / A
Travel Demands : Anticipated travel is approximately 50% in assigned territory, trade shows, etc.
QUALIFICATIONS :
To perform this job successfully, an individual must be able to perform each essential duty :
Excellent verbal and written communication skillsProficiency in common mobile & business technologiesAbility to manage multiple priorities in a fast-paced environmentHighest level of professionalism and ethicsEDUCATION / EXPERIENCE :
Bachelor’s Degree from an accredited college / university in Sales, Business or related degree.4 – 10 years' experience in outside sales or account management preferably in technology arena.COMPUTER / TECHNICAL SKILLS :
Proficient with Word, Excel, Outlook, PowerPoint and Adobe Creative Suite products.REQUIRED SKILLS :
A genuine interest in the library industry.Must possess a “hunter” mentality.Confidence and a positive “can-do” to work within a small yet dynamic global team.Ability to think quickly and to react with good business sense to challenging situations.Work collaboratively and efficiently to deliver projects by agreed deadlines.Possesses exceptional attention to detail and is committed to delivering quality output.Able to quickly learn new technology applications, company products and library industry.Strong verbal and written communication skills and outstanding presentation skills.Self-motivated with a strong work ethic and demonstrates a highly committed attitude.
