Federal Defence - Account Executive

About the position

This role is responsible for demonstrating extensive industry expertise and providing clients with insights that drive innovative and impactful solutions. The role applies consultative selling techniques to identify and nurture growth opportunities. The role manages customer relationships, margin recovery activities, and sales targets through effective pipeline management.

Responsibilities

  • Owns and coordinates account plans on larger strategic commercial account(s) and focuses on value and/or volume portfolio management and selling a range of the organization’s offerings.
  • Demonstrates advanced level of subject matter expertise and applies consultative-selling techniques to identify and advance opportunities resulting in profitable revenue growth for the organization.
  • Engages with customers and internal functions to identify their requirements, aligns them with the organization's capabilities, and selects the appropriate supply chain accordingly.
  • Manages account planning process through scheduled reviews and updates, identifies and builds growth opportunities, upselling, and cross-selling to the clients.
  • Leads the contract renewal process, emphasizing the value proposition and securing long-term partnerships, and identifies expansion opportunities.
  • Reviews and designs sales policies and strategies to meet sales targets and objectives for the assigned business segment; achieves and manages quarterly, half-yearly, and annual quota and/or margin.
  • Collaborates with technical experts and specialists to tailor solutions to clients' specific needs.
  • Implements margin recovery activities and strategies in full/ownership depending on account coverage.
  • Updates opportunities in pipeline tools and processes, recommends, and implements pipeline management practices.
  • Provides guidance and mentorship to junior account managers, sharing expertise and best practices.

Requirements

  • Four-year or Graduate Degree in Sales, Marketing, Business Administration, or any other related discipline or commensurate work experience or demonstrated competence.
  • Typically has 7-10 years of work experience, preferably in account management, tele sales, product specialty (computers, printers, servers, storage), or a related field.
  • Business Development
  • Business To Business
  • Cold Calling
  • Conflict Resolution
  • Customer Relationship Management
  • Inside Sales
  • Marketing
  • Merchandising
  • Outside Sales
  • Product Knowledge
  • Sales Development
  • Sales Management
  • Sales Process
  • Sales Prospecting
  • Sales Territory Management
  • Salesforce
  • Selling Techniques
  • Upselling
  • Effective Communication
  • Results Orientation
  • Learning Agility
  • Digital Fluency
  • Customer Centricity

Nice-to-haves

  • Certified Technology Sales Professional (CTSP)

Benefits

  • medical
  • dental
  • life insurance
  • disability coverage
  • 15 paid vacation days per year
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