What are the responsibilities and job description for the Account Executive(Based in Portland or Seattle) position at Kele Companies?
MIControls (a Kele Company), a wholesale distributor of Commercial HVAC building automation controls and industrial process controls, is in search of an Account Executive.
By becoming part of the MIControls/Kele Companies team, you will be part of a prosperous and expanding business segment selling tangible products from world class manufacturers like Honeywell, Johnson Controls and Belimo.
Job Summary
The primary role of the Account Executive is to generate revenue from potential commercial customers and increase the wallet share of existing customers by networking, visiting, calling or other means. They are required to grow and retain existing accounts by planning persuasive approaches and presenting new solutions and services in order to convince customers to increase their business volume with the company. The Account Executive works with mid and senior level management, inside branch sales and technical staff, and marketing.
Essential Duties and Responsibilities:
- Actively promotes the company’s products and services utilizing approved sales principles and communicating our value propositions to customers
- Provides exceptional personal customer service to all internal and external customers
- Directs, monitors, and consolidates Salesforce and/or other data in order to jointly develop account strategies and tactics with the team and to maintain accuracy in the sales pipeline
- Listen to and manages resolution of customer complaints by investigating problems, developing solutions, preparing reports, and making recommendations to the team for supporting the customers’ and the company’s shared goals
- Proactively conducts sales calls, utilizing probing questions to identify the customer’s needs and opportunities, learning about the customer’s business, our competitor’s actions and the BAS industry
- Meets and maintains all minimum sales activity levels to include attainment of sales revenue/margin quotas, call activity, quote and quote follow up monthly, quarterly and annually
- Develop and implement sales strategies to achieve all goals and total spending opportunity associated with assigned accounts
- Works collaboratively with branch team members as necessary to maximize sales opportunities while not diverting from core sales responsibilities
- Sets up business reviews between customer decision makers and company’s practice leaders/principals to determine how to best serve customers’ needs
- Develops proposals that speak to customers’ needs, concerns, and objectives
- Handles objections by clarifying, emphasizing agreements and working through differences to a positive conclusion
- Presents new products and services and enhances existing relationships
- Works with technical staff and other internal colleagues to meet customer needs
- Arranges and participates in internal and external client debriefs
- Works with mid- and senior-level management on business trends in order to develop new services, products, and distribution channels
- Identifies opportunities for campaigns, services, and distribution channels that will lead to an increase in sales
- Using knowledge of the market and competitors, identifies and develops the company’s unique selling propositions and differentiators
- Develops a thorough knowledge of products in the company catalog as well as products our suppliers offer
- Participates in training opportunities and self-study to increase product and industry knowledge and to improve personal performance
- Tracks and records activity on accounts in order to close deals to meet targets
- Creates and maintains account management plan for all assigned accounts
Preferred Qualifications:
- Knowledge of the BAS market, solutions/services the company can provide.
- Undergraduate/bachelor's degree and minimum of 5 years work experience
- Ability to travel up to 100% of the time
- Ability to deliver complex content with suggested solutions while presenting to company leadership
- Ability to effectively present information and respond to questions from customers, managers, or the general public
- Advanced in Microsoft Office to include Word, Excel, Power Point, and Outlook
