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Account Executive - Inside Sales in Germantown, TN at Vaco

Date Posted: 6/6/2018

Job Snapshot

Job Description

Summary: This position is a role designed to help build the pipeline for the Sales Department. This role is specifically focused on developing highly qualified and closeable pipeline within Small and Medium sized (SMB) companies, as defined within our CRM as accounts with up to 200 employees. In this job you will be trained to understand who the ideal prospect is, how to connect with them and qualify that they are in fact a fit. You will constantly develop and refine your ability to send effective cold emails, make effective cold calls, identify and qualify real opportunities in a B2B sales environment.

Key Responsibilities/Duties

Creating new Sales Qualified Opportunities (70%)

  • Speaking with, via phone and email, potential new Customers within SMB accounts with a goal of creating new Sales Qualified Opportunities
  • Conducting Discovery calls with prospects to fully understand customer needs
  • Setting Qualified Demonstrations for the Enterprise Sales Executive's

Pipeline & Activity Management (20%)

  • Constantly reviewing your roles KPI's, as defined by sales leadership, to ensure you are exceeding activity, territory coverage, discovery call, Sales Qualified Opportunity and Revenue metrics
  • Understanding your pipeline's performance and what you can do to improve that
  • Maintaining an organized system of management through Salesloft and Salesforce
  • Keep all records of customer interaction up to date in Salesforce

Sales & Marketing Feedback (10%)

  • Help to adequately prepare your colleagues in Sales/Marketing/Customer Success for customer calls, via internal pre-calls and thorough note taking in the CRM
  • Deliver feedback to the marketing team to improve contact/account quality

Required Skills and Competencies

  • Bachelor's Degree Preferred
  • Excellent Oral and Written Communication Skills
  • Strong Work Ethic with a desire to build a career in Sales
  • Attention to detail
  • Strong Time Management
  • Natural Curiosity and Desire to Learn
  • Being Coachable
  • Experience with Salesforce.Com, Salesloft, Pardot and other tools is a plus

Competencies

  • Persuasiveness: Utilizes influencing abilities and strength of personality to gain support for ideas
  • Performance and Results Driven: Acts like a business owner. Demonstrates personal accountability to achieve individual and company goals.
  • Customer Focus: Aligns strategies and actions to achieve company and customer business objectives.
  • Customer Engagement: Engage customers through credible presence, consistent follow through and value-added solutions.
  • Collaboration: Joins efforts with others to achieve business goals.
  • Initiative & Accountability: Furthers organizational progress by achieving personal goals that are above and beyond expectations.
  • Negotiating Skills: Leverages persuasive techniques and credibility to gain commitment for solutions.
  • Product Expertise: Maintains and continuously grows knowledge base of Company products. Applies knowledge to enhance effectiveness in the field.
  • Resilience: Remains energized and engaged during times of uncertainty and challenge.