Account Executive
Job Purpose:
The Account Executive (AE) is responsible for sourcing, maintaining, and growing Vivid Learning Systems revenues and market share in a defined geographic and/or vertical market through the sale and renewal of on-line products and services on a contractual basis. He/She is tasked with identifying the market opportunities, creating a sales plan for penetrating the market, implementing the plan, and ultimately achieving a designated sales quota objective. He/She may also maintain a specific set of key accounts consisting of existing customers that they must renew and cross sell, and target accounts for new business development. The AE will also work closely with the Customer Support team to serve and grow the assigned market. Each AE is assigned an annual quota, which is to be achieved as part of their annual performance agreement with Vivid Learning Systems.
Scope of Job
Through a defined sales process the AE will identify, secure and maintain revenue streams from new and existing clients. The job requirements entail outbound calling, prospecting, and daily sales presentations which will include web based or customer site demos. It will also include market specific trade show planning, attendance and lead follow up. Position requires approximately 25% travel.
This role’s success is heavily measured by the achievement of consistent sales activities (prospecting calls, demonstrations & proposals), driving enough new business and renewal activity to achieve the targeted revenue quota for a 12-month period. This position is completely responsible for growing online revenues and bringing in new business to the assigned market.
Salary and Total Compensation
- Competitive base salary
- Revenue based commission plan
- Total Compensation = Base Salary + Commissions + Performance Bonus
- Company Benefits available for full time employees. Includes Medical, Dental, Vision, Life/LTD/AD&D, 401K Plan with a Company match, health club memberships, Flexible Spending Accounts, paid Holidays
- Paid time off
Responsibilities/Duties:
- Identifying assigned market revenue opportunities through continuous prospecting activities
- Creating a Sales Plan for achieving assigned revenue targets
- Achieving assigned sales targets within the monthly and annual time-frame
- Renewing, maintaining and growing the current base revenue stream
- Driving a solutions based approach
- Developing and maintaining within CRM software an account profile on every account
- Documenting all activities and new business forecast within CRM software
- Proposal writing, financial justifications, closing the sale, and account maintenance
- Internal teamwork with peers, reports, partner groups, resellers to achieve complete customer satisfaction
Education and /or Experience:
- Minimum of 2 years prior business-to-business sales experience
- Must have strong time management skills and should be able to work well independently and as part of a team
- Individual must demonstrate a proven track record of successful prospecting skills, finding competitive situations and successfully converting customers to their solution
- Ability to develop detailed customer profiles and full knowledge of an account is the key to success in this position
- Successful history of achieving results in a monthly oriented compensation plan is required
- Comfortable interacting with and prospecting at all levels of management
- Technology sales experience preferred, e-Learning or training products a plus
- Enjoy working in a fast paced, performance driven environment
- Creative thinker
- Excellent presentation skills (Oral and written)
- Goal and results driven
- Ability to work in a team environment
- Always follows through and completes tasks on time
- Must have a basic understanding of the different steps involved in a sales cycle
- Strong telephone skills
- Strong cold calling and prospecting skills