Account Executive - Middle Market

Premiere Global Services is a leader in communication technologies that simplify business processes through innovative applications and solutions to our worldwide client base. The Conferencing and Collaboration division offers a full suite of conferencing solutions, including automated, operator-assisted and Web collaboration services that enable customers to communicate real-time via our advanced, open standards global conferencing platform. If you are a top producer that settles for nothing but the best in yourself and your company, consider joining the Premiere Sales team covering the DC area.
The ideal candidate will possess a solid background in business-to-business selling and a documented history of new account development. We will look to you to generate revenue by finding new customers, determining their communication needs, and demonstrating how our services will meet those needs.
Description
The Middle Market Account Executive is responsible for focusing on business-to-business selling to new and prospective clients.Essential Duties and Responsibilities
Prospecting calls for new customers
– Call 40-50 prospective customers– Identify key decision makers– Schedule face-to-face appointments– Ask questions to office personnel to identify key decision makers– Ask probing questions and listens to customers’ responses to identify potential conferencing requirements– Document customer information on an account profile form to create a record of all customer prospects– Distribute business cards, sales brochures and promotional information to customer locations to establish contact with potential customers
Conduct face-to-face appointments with customer
– Further identify customer requirements– Gather information to identify customer conferencing requirements– Answer questions
– Verbally present information to customers using brochures and other written marketing materials– Document results of meeting and necessary actions needed to advance the call through the sales cycleCustomer Follow-Up– Return customer calls to answer questions and provide information– Seek information to answer customer questions from various resources (written documents, field support personnel, sales manager, other sales reps)– Write follow-up thank you letters to customers summarizing key points of customer call– Mail information to customers regarding new conferencing services and sales promotions
Write Sales Proposals– Obtain information from sales manager and other sales reps and develop a strategy for meeting customer requirements– Input information into proposal for pricing of various services– Write sales proposal that recommends PC services and provide product, service and financial information to meet customer requirements
Product Demonstrations
– Schedule appointments with customers to demonstrate services– Tailor demo to meet identified customer requirements– Obtain information about competitor’s services and integrate information into demo– Practice demo to ensure firm grasp of product ahead of time– Perform demo for customer by presenting product information, running customer applications on the services– Answer customer questions and probe for additional requirements
REQUIREMENTS
- Ability to communicate with others via email, voicemail, telephone, personal contact- Ability to read, interpret and create business documents- Ability to be on call and respond promptly as needed
Experience/Education
College degree and minimum 5 years business-to-business sales experience.AA/EOE, M/F/D/V, Drug-free Workplace