What are the responsibilities and job description for the Account Executive position at Graphic Village?
Position Description
Account Executive
Reports to: CEO/Sales Manager
Position Summary/Objective:
The position is responsible for all new sales activities for Graphic Village, from lead generation to close for new accounts. The objective is attained by:
- identifying prospective customers;
- developing significant new business accounts;
- building relationships with customers, potential referring parties and network resources; and
- performing market analysis.
Revenue generation and customer satisfaction is achieved by working with support teams in line with Graphic Village’s vision and values. This position acts as the face of Graphic Village to new prospects and customers.
Expectations:
- Develop business and high-level contact relationships with new target accounts and penetrate existing customers to generate quotes and close business.
- Identify market trends to assist in Graphic Village’s overall sales and marketing strategy.
- Demonstrate ability to work within a team selling environment.
- Continually improve personal selling capabilities and utilize strong time management and organizational skills.
- Achieve monthly, quarterly, and annual quotas.
Measurements:
- New account development.
- Total revenue generated.
- Meet internal contribution margin hurdles.
- Territory and account plan development.
- Percentage of leads converted to additional sales.
Summary of Responsibilities:
- Develop business and high-level contact relationships with new target accounts and penetrate existing customers to generate quotes and close business.
- Identify and qualify potential prospects and their ability to grow and their need for a full range of services to create target list of prospects and contacts to pursue.
- Proactively follow up on internally generated leads.
- Develop high-level contact relationships with targeted accounts and prospects.
- Identify all decision makers in the sales process and bring in Graphic Village support where appropriate.
- Discover needs by utilizing a consultative selling approach to drive a service-based value proposition.
- Develop a core understanding of the customer’s technical needs and tailor strategy and solutions to meet those needs.
- Collaborate and cooperate with internal resources to facilitate solution development.
- Aid in preparing quotes and customer presentations, including providing input on pricing estimates that display an in-depth knowledge of Graphic Village’s history, market position, core competencies, and organization.
- Utilize strong communication, technical, and closing skills to present solutions, including strong ROI development, to secure new business.
- Follow jobs through the production process.
- Utilize strong personal contact with both customers and prospects to ensure customer satisfaction and company goals are met, including generating referrals from the customer.
- Maintain relationships with customers and pursue additional new business with the customer until such time as the account is turned over to the Account Manager.
- Ensure flawless transition of the customer to the Account Manager.
- Approximately 75% of Account Executive’s time is spent targeting new customer relationships.
- Approximately 25% of Account Executive’s time is spent building and maintaining customer relationships and adding new business from the existing account.
- Achieve monthly, quarterly, and annual quotas.
- Identify market trends to assist in Graphic Village’s overall sales and marketing strategies.
- Identify new product and service opportunities in Graphic Village’s market.
- Provide input and sell to product diversification needed by Graphic Village.
- Aid in establishing and implementing sales and marketing strategies.
- Attend appropriate conferences and networking events.
- Maintain awareness of market conditions and competitor’s products and pricing.
- Demonstrate ability to work within a team selling environment.
- Aid in establishing and implementing sales and marketing strategies.
- Coordinate and collaborate with internal resources to solve customer problems.
- Act as liaison between customer and internal resources.
- Adhere to and follow company service implementation processes.
- Continually improve personal selling capabilities and utilize strong time management and organizational skills.
- Continuously learn and apply new and previously learned selling skills, strategies, and techniques.
- Develop and maintain a high level of product, market, and industry knowledge.
- Prioritize and follow through on issues.
- Successfully forecast sales and pipeline.
- Create, implement, and achieve territory and account plans.
- Maintain and update CRM tool daily.
- Present progress weekly, monthly, quarterly, and update annually.
Qualifications: 4-year degree preferred
Work Experience: 2-3 years in print customer service, inside sales or 3-5 years complex solutions sales experience
Work Skills:
- Highly skilled in:
- Communication – both written and verbal.
- Dealing with people: effectively delegating, developing trust, mentoring, communicating, helping, negotiating.
- Handling data: analyzing, evaluating, reporting, coordinating.
- Acts independently and can work in a team environment.
- Possesses critical thinking skills and curiosity.
- Adapts quickly to new technologies and products.
- Demonstrates consultative selling skills and understands value-based selling.
- Basic skills in computer operation.
- Strong technical ability and attention to detail.
- High integrity.
Worker traits:
- Logical
- Confident
- Patient with internal and external customers
- Factual
- Independent
- Persuasive
- Consistent
- Hungry
- Enthusiastic
- Dependable
- Flexible
Chally Assessment – Consultative Solutions Sales
All duties and responsibilities represent essential job functions and requirements and are subject to possible modification to reasonably accommodate individuals with disabilities.
Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities to this job at any time.
AAP/EEO Statement
Graphic Village is committed to using recruiting and hiring techniques that attract a diverse pool of applicants. We will use selection criteria, processes and techniques that are fair; that identify quality applicants with the necessary skill set for success; and that have no adverse impact on minorities, women, disabled persons or members of other protected classes.
It is Graphic Village policy to provide equal opportunity in employment to all employees and applicants for employment without regard to race, color, religion, sex, age, national origin, disability, genetic information, marital, military, veteran or citizenship status, pregnancy, childbirth or related medical condition, or any other status protected by law.
