Job Title

REGIONAL SALES EXECUTIVE

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Brad Jones

40 Active Positions

Job Description

Midwest Territory (Michigan and Ohio) This person will focus on selling within a given geographical territory generating new opportunities through prospecting, in-person meeting, WebEx sessions, trade shows, etc. They will be responsible for generating new business as well as maintaining continuing renewal efforts for a specific set of clients within the region through portfolio, cross selling, and program growth. The Regional Sales Executive will be responsible for meeting an annual quota and is expected to maintain a pipeline of three times the annual goal at all times. The job requirements entail completing the necessary sales metrics of sales revenue, prospecting, prospect development, and sales presentations. This role’s success is heavily measured by the achievement of all sales metrics (sales revenue, customer retention and incremental growth, product mix, prospecting calls and new business/logos) on a continual basis, driving enough new business and renewal activity to achieve the targeted revenue quota for a 12-month period.

 

 

MAJOR FUNCTIONS:

  • Researching all companies above 150 employees (total) within a given region, excluding those customers that are part of the National Accounts/Enterprise Solution teams
  • New customer development through an outbound prospecting and face-to-face sales approach to identify new Learning & Development solution opportunities
  • Conducting customer presentations, solution selling, implementation and renewal (full sales cycle)
  • Managing discovery, contracts, pricing, negotiations, and territory
  • Responsible for territory strategy, design and management of given geographical region
  • Engaging in proposal writing, contracts, internal meeting, training, and other administrative duties
  • Achieving assigned sales targets within a monthly, quarterly and annual timeframe
  • Prospecting accounts in the territory to uncover new opportunities
  • Renewing, maintaining, and growing the current base revenue stream
  • Working with customer opportunities to identify business goals for measuring program success
  • Working with internal teams including but not limited to Customer Service, Business Development, Content, and Learning Services to drive revenue and customer satisfaction
  • Developing and maintaining account profiles within SalesForce.com
  • Documenting all activities and new business forecast within SalesForce.com
  • Other duties as assigned

 

MINIMUM EXPERIENCE, SKILS, EDUCATION:

  • Bachelor’s degree required
  • Minimum of 5 years of sales experience
  • Experience selling to middle- and senior-level managers in a consultative sales environment; experience selling to manufacturing Executives preferred
  • Experience selling training and development solutions a plus
  • Experience working in a team selling environment that consists of, but not limited to, business development, sales support staff, and other sales professionals
  • Experience working from a remote office
  • Experience managing large sales territories
  • Experience utilizing a CRM system to track activity; SalesForce.com preferred
  • Prior major account management experience required
  • Experience in prospecting and growing new business
  • Excellent time and territory management skills
  • Excellent presentation and communication skills
  • Strong notetaking and follow up skills
  • Strong negotiation skills
  • Good organizational skills
  • Able to work within a team environment

 

Working Conditions:

  • Home office
  • Up to 60% Travel
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