What are the responsibilities and job description for the Major Account Executive position at OpenWorks?
About the Company
Openworks is a dynamic and innovative company that prides itself on fostering a culture of continuous learning and development. With 40 years in business, OpenWorks has earned year-over-year recognition on the Inc. 5000 and Franchise 500 fastest-growing organizations list. We are committed to empowering our employees and enhancing their skills to drive success in all aspects of sales and customer engagement.
A "Day in the Life" of the Major Account Executive
The Major Account Executive is directly responsible for driving maximum new customer revenue growth via 100% hunting for mid-market multi-site, multi-territory, and national wins. This is a hunting role focused on landing new logo accounts. OpenWorks' target industries include Medical, Education, Logistics, Manufacturing, and other recession-resistant verticals.
You will lead the full sales cycle for new prospects, including identification, qualification, proposal creation, pricing, contract negotiations, and handoff to operations upon close. Success in this position requires tenacity for cold calling, experience working with RFP and national procurement teams, and the ability to coordinate complex sales processes.
Overview of Responsibilities
- Perform all duties to prospect and own the full sales cycle within OpenWorks ideal customer profile targeted customers. You will hyper-focus on our land and expand the success model. 20% of your focus will be on landing new logos for mid-market national brands whose revenue is under $500m to consolidate their facility service needs. 80% of your time will be cold calling into current OW national named accounts and expanding our footprint within these known brands from a regional VP level.
- Apply the "OW Way" via a consultative sales approach, conduct deep dives into customer needs, and apply OpenWorks' best-fit solution to meet strategic and national prospect needs.
- Lead and coordinate complex end-to-end sales cycles, including qualification, solution design, pricing, quoting, and contract development to close national-level sales.
- Create strategy maps to sell OpenWorks facility services to multiple levels of authority, inclusive of C-Level Executives, through customized capabilities and proposal presentations, both virtual and face-to-face.
- Demonstrate mastery of high-value business discovery and solution expertise within OW Core Industries (Medical, Education, Logistics, Manufacturing, and other recession-resistant verticals).
- Provide accurate pricing for proposals, which require collaboration with Strategic and Operations teams.
- Successfully transition your clients to Operations upon closing the sale.
- Identify and communicate (from both internal and external sources) best practices that can be used throughout the organization or share ideas to better us for the future.
What You'll Need to Succeed
What's in it for You
OpenWorks is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We prohibit discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.
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