Account Executive

The Imagine Group • Burbank, CA • 3h ago

Account Executive

Burbank, CA (http://maps.google.com/maps?q=3800+Vanowen+St+Burbank+CA+USA+91505)

Description

Job Summary:

The Account Executive (AE) is responsible for driving company growth by achieving annual revenue, account profitability and pipeline targets. The focus of this role is on proactively developing and expanding Imagine business with existing clients by cross-selling additional offerings and increasing the number and size of projects with clients in their book of business (70% of focus) and sourcing new logo business and clients through existing contacts and relationships (30% of focus). The AE knows Imagine products, services, and technologies well and uses research, business acumen, market and client intelligence and relationship building skills to build existing accounts and win new clients with the assistance of the Marketing and the Sales Operations team, and Business Development Representatives. As a key member of the Imagine Sales Team, an Account Executive will be a trusted advisor working with leadership to drive and build the sales revenue pipeline.

Job Description:

Deliver annual revenue and account profitability targets, while increasing sales pipeline in accordance with sales growth plans.

With full understanding of a client's buying landscape and business needs, develop and execute detailed business plans for existing clients to grow the sales pipeline by cross-selling additional offerings and increasing the number and size of projects with clients. (70% of focus)

Acquire new logo clients and sales through existing contacts within the AE book of business and from Business Development Representative lead referrals, provided based on capacity needs across the sales team, AE expertise, and/or geographic proximity to the prospect. (30% of focus)

Contact decision-makers, screen potential business opportunities, identify prospect needs, select deals in line with Imagine value proposition and strategies, and lead and facilitate pitch logistics.

Attend trade shows and customer events.

Regularly enter and update Salesforce with prospect and customer intelligence, insights and contact information to facilitate up-to-date sales intelligence and future cross-selling opportunities and to sustain Imagine customer focus and business growth.

Monitor and evaluate industry trends and customer headlines while meeting regularly with management and stakeholders to discuss strategy.

Present and conduct compelling virtual demonstrations, enlisting others at Imagine as needed to win new business.

Lead the development of proposals and presentations for new business to create and nurture business opportunities and partnerships.

Construct and support deal structure and pricing with business value analysis and negotiate prices for proactive bids and proposals.

Manage proposal response process, including detailed RFP requirements, content creation, and various inputs.

Work with sales leaders and Sales Operations team to track performance, report metrics and transition customer work to successful implementation with Account Manager.

Assist with the development and implementation of overarching sales and business development strategies, sales processes, structure, and best practices across the company.

Maintain and share professional knowledge through education, networking, events, and presentations.

Assist in the implementation of marketing strategies.

Perform other duties as required.

Requirements

Minimum Requirements of Position:

Bachelor's Degree field from an accredited university or equivalent experience in Business Administration, Marketing, or related field

7-10 years of business development and B2B sales experience

Preferred Qualifications of Position:

Experience in advertising services, print industry or related industries such as retail, décor, direct mail, shelf edge or agency.

Strong existing print industry contacts at major retail and foodservice chains

Experience collaboratively selling and negotiating client technology platforms, with IT partners, that support product and service purchases

Successful completion of/certification in strategic selling course

Skilled at using Salesforce platform and MS Office Platform

Knowledge and Skills:

Record of strong prospecting, deal structuring and sales results

Builds new relationships easily with a strong customer focus.

Strategic and critical thinking and planning skills

Excellent verbal and written communication skills

Curious, researches, asks good questions, and actively listens to understand.

Creative problem-solving, influencing and negotiation skills to create win-win solutions.

Experience with Salesforce and diligence in recording market and client intelligence in Salesforce throughout sales process

Understands technology and demonstrates comfort and knowledge in technology and digital space.

Experience delivering polished, high-impact presentations in person and via video conference.

Strong collaborative team player

Proficiency with data analysis, forecasting, and budgeting

Leadership skills and ability to motivate others.

Proven ability to plan and manage resources.

Working Conditions and Physical Requirements:

Occasional walking

Manual dexterity for repetitive work

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