What are the responsibilities and job description for the Senior Account Executive position at Loeb Electric?
The National Accounts Senior Account Executive is responsible for assigned accounts end-to-end experience with Loeb Electric, as well as supporting the development of National Account team members. They are a trusted advisor to customers and internal team members for lighting and electrical needs – materials and services, developing profitable solutions to meet customer needs. They are well networked within the industry and business, effectively communicating challenges, changes, and needs.
This position is full-time and reports to the Sr. Director, National Account Sales.
Essential Duties and Responsibilities
- Mentor Account Executives and Account Managers demonstrating advanced sales and business skills.
- Draft, develop, and present sales proposals and presentations to convince prospective and existing customers to purchase our products and services, while maintaining profitability targets through cost assessment.
- Develop forecasts on customer accounts and effectively communicate with sales and warehouse operations, as well as leadership.
- Develop lighting, electrical, and project service business with new and existing customers to achieve target sales and gross margin targets.
- Support the learning & development of material knowledge across the National Account team.
- Establish and maintain assigned account relationships, built upon trust and achievement of our mission “ to work together to demonstrate concern for our customers so that we become essential in their success. ”
- Build knowledge of customers changing needs and expectations, at the account and contact level, and apply cross-sell and upsell opportunities for Loeb products and services.
- Stay apprised of industry trends and innovations through internal and external resources.
- Oversee and manage the entire sales cycle for your assigned accounts.
- Daily utilization of Customer Relationship Management (CRM) tool to report on opportunity pipeline and engagement.
- Utilize ERP to assess account performance, inventory levels, orders, and more.
- Provide detailed account guides, insights, and account materials to the sales operations team ensuring they align processes and timelines to customers’ expectations.
- Analyze sales and profitability of existing customer accounts, identifying and pursuing opportunities for improvement and growth.
- Identify new sales opportunities through networking, customer referrals, as well as marketing lead follow-up.
- Develop project scope, forecasts, budgets, and timelines, collaborating with other business functions and gaining business alignment.
- Strategically advise and educate customers on materials and services, in partnership with manufacturers.
- Responsible for account financials, including overtures in inventory investments as well as prompt invoicing.
- Establish a detailed, profitable growth plan to achieve sales target.
- Strategically negotiate contracts, terms, and conditions with an emphasis on joint value.
- Capture regular customer feedback regarding product and service levels, escalating and / or communicating challenges to drive continuous improvement.
- Partner with agencies and manufacturers to optimize material pricing. Responsible for making financial decisions such as margin related to the material orders.
- Collects competitive conditions and feedback from customers; recommends and implements changes based on information.
- Attend industry and customer events, always professionally representing Loeb Electric.
- Maintains ethical, cooperative customer relationships consistent with company image, mission, vision, and values.
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