Account Executive

SUMMARY

FlexSteel (www.flexsteelpipe.com) is a flexible pipe manufacturing and technology company. The Company is comprised a hard-working, driven, and dedicated team members united by a commitment to Safety, Quality, Innovation, Productivity and Human Development in all we do. The culture of FlexSteel can be described as energetic and passionate, which is felt daily throughout the company. FlexSteel embodies teamwork with a strong focus on hiring top talent and developing employees.

Account Executives are responsible for winning new business, generating, and maximizing Company revenue through direct selling FlexSteel products and services to targeted prospects and existing customers within an assigned Region or Market Segment (Vertical). Account Executive responsibilities are broad in scope and encompass a wide variety of activities requiring Account Executives to adapt to rapid shifts in priorities based on active market conditions. Performs direct sales contact and sales development work through effective communication at all levels of a client or prospect organization, from field operations all the way to c-level. Ability to work closely with FlexSteel Engineering, Operations, and Manufacturing to drive success.

ESSENTIAL FUNCTIONS AND RESPONSIBILITIES

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The individual in this position must use initiative and judgment arranging job details to achieve predetermined objectives. The requirements listed below are representative of the knowledge, skills, and/or abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Acquires new customers in the assigned segments and geography, focusing predominately on small and medium-sized opportunities.
• Penetrates assigned accounts by leveraging existing relationships and installed business, while cultivating referenceable supporters capable of assisting ongoing growth efforts in assigned customer accounts.
• Leads all aspects of the sales process, while calling upon other company sales resources (marketing, engineering, field services, leadership) to assist in solution development, proposal delivery, and implementation, as needed or as directed by management.
• Focuses on a subset of company products and services, though may collaborate with others to present the firm’s full offering when such opportunities arise.
• Evaluates the range of available opportunities assigned and prioritizes activities to ensure optimal productivity and an efficient expenditure of effort.
• Manages new customers' implementation by integrating and facilitating company resources and by managing customers' expectations and satisfaction throughout the implementation process.
• Supports the efforts of other sales and support colleagues in customers with overlapping responsibilities, or when requested by the Regional Sales Manager
• Develop trust, loyalty, and solid long-term relationship with key customer decision-makers.
• Understand current and prospective customers’ needs, business issues, and buying motives.
• Delivering the right solution for client’s evolving business requirement with prompt and efficient communication.
• Owns key influencer (executive, technical, user, coach, etc.) client relationships for purposes of understanding strategic business planning and aligning to internal service capabilities and delivery.
• Provide accurate and timely forecasts, funnel hygiene, target/objective updates to delivery on all account plans and annual targets
• Cold calling on prospective and/or existing clients with new fields of play and/or developing new applications for the use of FlexSteel products.
• Ensures the timely response and review, strategy developments, accurate evaluations, and effective bids on all inquiries.
• Continually evaluates the market within assigned areas, remains totally aware of the competitive environment and profitable status of each account.
• Identify opportunities to grow the regional customer base and prepare action plans to convert sales prospects into new accounts.
• Conduct technical presentations and discussions when understanding and communicating value proposition needs analysis.
• Participate in Regional Events (Customer-specific, Industry Conferences, Networking, Trade Shows, Etc.).
• Identify and resolve client concerns promptly, should any arise.
• Completes required training and development objectives within the assigned time frame.
• Travel extensively within assigned Region, and as necessary, to support scheduled Prospect and Customer meetings, both in the field (on job site) and to Field/Regional/Corporate premises.

SUPERVISORY RESPONSIBILITIES- N/A

EDUCATION, EXPERIENCE and QUALIFICATIONS

To perform this job successfully, an individual must be able to perform each essential function satisfactorily. The requirements listed below are representative of the knowledge, skills, and/or abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential function.

• Bachelor’s degree with 7-10 years’ experience or a combination of education and experience.
• At least 3 years of Oil and Gas Upstream and/or Midstream sales or technical experience (Major players experience plus)
• Demonstrated success managing both short and long-term selling cycles while effectively and consistently applying a multi-step selling process/methodology
• Understanding of oil and gas business with upstream, midstream, facility and pipeline experience
• Demonstrate abilities to think strategically, including navigation through all levels of a client or prospect organization
• Demonstrate abilities to select and qualify profitable opportunities
• Able to work effectively with shifting demands and rapid change
• Exceptional listening and communication skills
• Demonstrate abilities to build rapport with key buying influencers (Field Level through Executive suite)
• Demonstrate experience and knowledge of a sales cycle
• Demonstrate ability to work well within a team
• Self-motivating and directing
• Basic finance skills
• Confident with cold calls
• Demonstrate prior track record of achievement in B2B sales experience
• Demonstrable working knowledge of value-added sales principles
• Capable of quickly establishing trust and rapport with prospective buyers and decision influencers.
• Ability to multi-task, while effectively managing time and allocating effort with a minimum of supervision
• Strong communication skills, including telephone, electronic, presentation, and written skills
• Must be able to work effectively in a deadline-intensive, high-pressure environment
• PC, Internet, Smart Phone, Conferencing Apps, CRM (Salesforce.com plus) proficiency
• Complex, Strategic, Solution Selling Skills – Miller-Heiman Certified plus

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Those generally consistent with a business office environment.
• Includes frequent traveling may require sitting for long periods of time (flying and/or driving).
• Includes physical presence on construction pipeline/facility sites where variable terrain conditions may exist (unlevel/unstable ground, variable soil conditions, muddy, rocky, etc.).

WORK ENVIRONMENT

The work environment characteristics described here are representative of those an employee may encounter while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Those generally consistent with a business office environment, field office, and pipeline/facility construction sites.
• Work requires significant regional and local travel; may require occasional overnight travel to any Prospect/Customer premise.
• May include weekend and/or evening work, based on assigned Accounts along with approved Customer/Industry events.

Flexsteel Pipe is an equal opportunity employer. Flexsteel prohibits discrimination and harassment of any type. It affords equal employment opportunities to employees and applicants without regard to race, color, religion, sex, sexual orientation, gender identity or expression, pregnancy, age, national origin, disability status, genetic information, protected veteran status, or any other characteristic protected by law.

Disclaimer: This job description indicates the general nature and level of work expected of the incumbent. it is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities required of the incumbent. incumbent may, and probably will be asked to perform other duties as required. Each employee, regardless of classification, is required to maintain a safe, orderly and clean workplace, using safety precautions and observing safety rules at all times.