Account Executive - B2B

ACCOUNT EXECUTIVE

 

 

The Account Executive’s primary role is to generate new client bookings by selling specialized market intelligence as on-line subscriptions to businesses and contractors that desire to increase sales to public sector entities.  Each Account Executive has an assigned geographical territory containing a large number of identified companies likely to benefit from increased market and competitive intelligence, upcoming bids, RFP’s, and research related to sales opportunities for their products and services.  The Account Executive researches the company or industry as needed, formulates the selling strategy, and makes executive contact.  AE is capable of developing confidence and relationships through demonstrating knowledge of business, ability to question intelligently, generating a clear need, proposing a value proposition, then closing the sale. As a market intelligence business solution, this position requires professional sales skills and particularly strong communication skills as sales are progressed via phone, email, WebEx, and fax as needed.  Contracts are in the $5 - $20K range and can cover a one-two year subscription term.

 

Core Deliverables and Responsibilities:

 Research, analyze, and prioritize business prospects in territory.Prospect and contact business executives each day to schedule appointments, analyze business processes, question for understanding, schedule customized product demonstrations, and manage stages of the sales process to conclusion.After initial training, develop and maintain sophisticated knowledge of Onvia’s products and services Follow the discipline of Value Selling (extensive training given) as the proven approach to selling Onvia’s valueThrough organization and discipline, establish sales goals and put together personal business plan for successMeet and exceed monthly, quarterly, and yearly sales bookings objectives (bookings targets are consistent each month)Maintain CRM database of customer contacts and progress through pipeline management stepsBe a strong team member and enjoy winning in a team environment

 

Position Requirements:

 

The ideal candidate will have 2 - 4 years of demonstrable sales success in a role requiring prospecting,  cold-calling, analyzing, and closing new business in a professional consultative sales environment.  Must be knowledgeable of business marketing and sales functions and how market intelligence is used to target and penetrate new business opportunities, especially to public entities or to major contactors to such entities.  Candidates must have proven past ability in achieving and exceeding sales plan. Prior experience selling business or marketing services and/or subscriptions to businesses or government suppliers highly desired. Candidates must be Internet and computer savvy, familiar with the full suite of MS office products and have experience managing activity through a CRM application.

 

Strong written and oral communication skills are required. Must have the ability to make a high volume of calls per day and communicate across assigned industry verticals and geographic locations (preferences and experience dictates).  Candidates must be self-motivated, posses an excellent work ethic, and have a commitment to growth in a sales career.  Individuals who desire to “own their own business” can figuratively do so at Onvia.

 

Education/Training/Certifications:

Bachelor’s degree in Business, Economics, Marketing or Communications preferred and/or equivalent experience and formal training in consultative sales approach will help ensure success.