AE的岗位说明书

POSITION:  Account Executive (Vertical)

 

OVERVIEW: The Account Executive (AE) performs field promotional work to sell and develop new business accounts.  Assigned to an established territory or market, the Account Executive assesses customers’ needs and uses his/her advanced knowledge of IEWC's products and services to meet those needs.  The quintessential salesperson, the AE is an ambassador of IEWC in the field, developing relationships both outward facing and inward facing.  The AE manages the prospective customer profile in 20/20 Vision.  The AE maintains contacts with customers and ensures their needs are served within the context of our Company goals.

 

RELATIONSHIPS: The Account Executive will take action under the direct supervision of his or her respective Regional Manager, and work collaboratively with an Account Manager and Account Representative(s) to meet customer expectations within the territory.  The AE shall also work collaboratively to develop strong relationships cross-functionally within IEWC including the Vice President of Business Development and the National Sales Director and also with our supplier representatives.   He or she will take action in a manner that supports the Sales Department’s and the Company’s Forward Plan and will take action in accordance with the Company’s policies and procedures, the Employee Handbook and applicable laws. 

 

KEY RESPONSIBILITIES:

Sales Planning (Identification, Qualification & Preparation)

 

• Develop a territory/market annual sales plan, consistent with the goals and objectives of the Company, to be reviewed and updated quarterly with the Regional Manager.

• Develop and implement sales strategies for prospecting and acquiring new customers within his or her assigned territory.

• Identify prospects garnered in the field and enter them into 20/20 Vision.  

• Review prospects identified from internal and external partners and sources.  

• Qualify prospective customers utilizing the tools and information provided from marketing and/or 20/20 Vision, 

• Conduct pre-call preparation and appointment confirmation

• Work in partnership with marketing to become fully informed about the prospective customer prior to the face-to-face meeting.

• Develop a quarterly travel schedule in consultation with the Regional Manager, balancing time spent with both prospective accounts and existing customers.

• Closely coordinate with credit manager to negotiate and manage credit and payment term with customers, oversee and take responsibility with Account Receivable with his or her accounts

 

 

Sales Calls (Attention & Information)

 

• Meet face to face with customers and prospects at least 80% of time on the job.

• Utilize strong sales skills of engaging the prospect, asking key questions, and listening for opportunities.

• Utilize strong knowledge of IEWC products and services to analyze customer needs and opportunities.

• Deliver the “IEWC Story” to communicate our competitive advantage, communicating the answers to “Why partner with IEWC?”

• Demonstrate products and Company capabilities, with special emphasis on quality of service.   Profiling solutions and services depending on the needs identified and utilize various marketing material to secure understanding. 

• Trial close and listen for objectives

• Update 20/20 Vision with outcomes as appropriate

 

Sales Growth (Closure, Delivery & Follow-up)

 

• Summarize needs, solutions, and values for the customer

• Working collaboratively with the Account Manager (AM) and Purchasing to assist in the preparation of the quotation/bid package.

• Negotiate pricing, terms and delivery within Company guidelines in order to maximize sales volume and margins.

• Secure P.O./contract 

• Work with the AM to set-up customer in SAP and secure credit as appropriate.

• Communicate results via 20/20 Vision. 

• Follows up with Customer for periodic review of IEWC's service levels.  

• Take lead from the Regional Manager and the AM to maintain and support sales to existing customers within assigned territory.

 

Marketing Support

• Keep the Regional Manager and Marketing Manager informed about competitive products, promotional matters, sales techniques, pricing and marketing programs.

 

Personal & Team Development

• Actively participate in opportunities to improve individual knowledge of the company, products, markets and systems. 

• Follow a path of continuous improvement, using both internal and external resources to enhance technical knowledge and sales skill levels.

 

春天到了，组织春游中~~

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