What are the responsibilities and job description for the Sales Account Development position at Carrot-Top Industries, Inc.?
Company Summary
Carrot-Top Industries, a 44-year-old leader in American flags and patriotic products, is evolving from traditional mail-order processing to a growth-focused model. This transition emphasizes direct account management and outbound Account Development to acquire new key accounts and re-engage lapsed customers.
Role and Objectives
The primary objective of Account Development is to drive Net New business growth. Carrot-Top Industries serves B2B customers across diverse segments, including government (federal, state, and local), education, hospitality (hotels, casinos, and cruise lines), fast food franchises, regional gas distributors (e.g., Circle K, Sheetz), and general businesses.
We are looking for a self-motivated candidate who is inquisitive and communicative, proactive and passionate about hunting and prospecting, and willing to become an expert in a consultative product sales environment. Account Developers will build mutually beneficial relationships with customers, always striving to find the products that best fit the client's needs.
To succeed in this position, candidates should be part of a team that thrives in a collaborative environment. They must have exceptional skills in quickly assessing markets and seeking new opportunities to garner sales. You must possess excellent communication, computer, and problem-solving skills. You should be a self-starter and resourceful, analytical, adaptable, and organized, able to build rapport with clients to close deals. You will directly manage your Sales Development Representative SDR resource, collaborating to set meetings, prospect and build your pipeline. This is a Quota driven role.
The primary tools used by Account Development will be 70% phone-making cold calls to build a pipeline and 30% email to stimulate follow-up. This is a hunter role, leveraging BANT and providing service by answering prospects' questions, recommending products, and processing bids, quotes, and orders. You will become an expert knowledgeable of Carrot-Top products to provide excellent product solution recommendations based on customer requirements and respond to questions.
Must have extensive experience working with tools like HubSpot with phone systems and using computers to navigate across various tools and systems needed in daily operations. Must maintain a positive attitude and courteous demeanor during all activities.
Essential Functions
- Sales, inside sales, marketing or related
- Ability to collect, track, and analyze large amounts of data to see trends to prioritize daily efforts
- Adaptability and strong problem-solving skills
- Excellent active listening skills, note-taking and recording pertinent conversations to demonstrate activity
- Ability to build rapport quickly and collaborate with others within the company and externally
- Understanding of business behaviors and industry trends
- Willing to make 50 outgoing calls daily
- Make necessary follow-up calls to probe for opportunities across various departments and to convert open quotes to orders
- Answer incoming prospect calls and follow up on leads from customer service
- Respond to quotes, proposals, and bids.
- Set up necessary access to purchasing system accounts for federal, state, and local procurement so that you can be included in bids or requests for information.
- Recommend products to suit best the customer’s intended use, environment, and weather conditions
- Verify customer data captured in the order entry system, process quotes, place orders, set up credit terms, take orders
- Once the business is closed, stay involved in the sales process by quickly transitioning the account to the service team for maintenance and customer care.
- Experience with being measured by quota attainment.
- Experience working with and directing an SDR resource to help prospect and build your pipeline to garner results
Qualifications
Bachelor's Degree preferred
Knowledge, Skills, Attributes
Key KPI's
Achieve 50 outbound calls daily @90% or better
Maintain Monthly reports -provide scorecard updates weekly
First-year Quota 650 750K
Achieve targeted Net New business of 1000K annually within 18 months
Achieve 4-6 appointments daily
Add 6-10 net new companies monthly
