Position Summary

Focused primarily on the Transport and Logistics vertical, the Account Executive is responsible for developing and managing client relationships (owners, company leaders, risk managers, industry association contacts) through a consultative and targeted selling approach. Primary responsibilities include cold calling, prospecting, new account acquisition, site plan design, project management assistant, account management, upgrade/cross selling along with exceptional customer service.

Reporting to the District Sales Manager, an Account Executive will strategically partner with multiple Account Executives, National Account Executives and District Sales Managers. Additionally, Account Executives will work collaboratively with Solutions Engineering, Sales Operations, Monitoring, Customer Service, Accounting and Legal.

Key Duties/Responsibilities

Sales

Aggressively prospect and maintain a proactive new business development discipline.

Employ traditional lead/opportunity generation activities including cold calling, internal/external referrals, direct digital outreach of promotional packages, industry event participation, etc.

Build and maintain a robust sales pipeline/funnel.

Consistently meet/exceed designated Sales targets

Develop innovative proposals and deliver strategic sales presentations

Diligently maintain client information and sales activity in designated CRM

Prioritize activities and territory management to ensure optimum penetration and profitability, including developing Strategic Account Action Plans

Build, develop and leverage widespread network of useful industry contacts

Attend and participate in industry events and associations to further expand on industry knowledge and relationships

Provide exceptional customer service

Be viewed as an industry expert in Security and Remote Monitoring solutions by internal and external stakeholders

Special Projects

Manage special projects and related research with enthusiasm and strong work ethic

Customer Excellence

Provide the best possible customer service

Be professional, courteous, offer solutions, and involve the correct people to resolve any customer concerns

Maintain high standard of sales calls as per policy and procedures

Integrity

Be honest and respectful in all dealings with clients and internal team

Accountability

Be a punctual and a reliable member of the team

Teamwork

Operates in a manner that promotes team success in conjunction with individual success

Communicates effectively in ways that enhance productivity and builds respectful relationships

Demonstrates active listening, written and verbal skills

Shares all relevant information as needed

Continuous Improvement

Take initiative to learn new tasks

Bring forward recommendations for improvement

Qualifications

EDUCATION

Required:

A post-secondary degree/diploma in business or comparable experience

EXPERIENCE

Required:

4-6 years of experience in a business development role servicing the Transport and Logistics market

Established relationship with key decision makers in the vertical both with both private companies that have their own trucking fleet and established truck load/fleet companies.

Understanding of the importance and value of security within the vertical

Verified acknowledgement of previous exceptional sales performance (ie: exceeding quote, president’s club, etc.)

Completed formal sales training (corporate)

QUALIFICATIONS

High energy with a “sense of urgency” and a “take charge” attitude

Excellent communication, presentation, and interpersonal skills

A demonstrated ability to operate with grace under pressure

Excellent MS Office skills

CRM (Salesforce) experienced

Able to communicate with multiples layers of Organizations, including Senior Leadership

Through a constant presence, becomes aware of changes in a customer’s organization and alters sales plan accordingly.

Team player with high level of influence and strong management skills, able and willing to be assertive when necessary

Able to recognize the various stages of opportunities, recognize buying signals, can effectively trial close and is able to close for the customer’s commitment

Ability to understand the nuances of managing a project from start to finish, including delivery, set up, site and design issues while maintaining margins

Well organized, able to handle multiple tasks at once

Superior English oral and written communication skills

High level of energy and self-motivation

Role Competency

Collaboration (Strength) – Reaches out proactively to build strong cross-functional relationships; builds consensus across relevant stakeholders when making important decisions; focuses on solving cross-functional problems while also meeting individual and departmental objectives; credits others for their accomplishments.

Communication (Strength) – Communicates persuasively (without manipulation) to find common ground; adapts messages and personal style based on audience needs and expectations; shares important information openly, directly, candidly, and proactively; helps others craft effective messages.

Critical Thinking (Strength) – Reaches insightful conclusions by evaluating data from different frames of reference; breaks down complex problems into simpler and easier to handle pieces; identifies, evaluates, and prioritizes different information to support analysis; anticipates the impact of various potential solutions before reaching conclusions.

Customer Focus (Strength) – Recognizes and prioritizes different customer expectations to satisfy each interest; solicits data to measure and improve service level; anticipates and addresses potential or evolving stakeholder needs; uses insights to influence customer requirements and assumptions.

Sense of Urgency (Strength) – Operates comfortably with minimal planning; drives through to the finish line despite obstacles; builds effective working teams to meet deadlines and commitments; allocates controlled resources to make urgent progress on critical priorities.

Results Orientation (Strength) – Delivers expected results against important initiatives while operating within our core values; balances competing priorities by making appropriate trade-offs; anticipates potential problems based on history and adapts approach to better drive results; builds appropriate vehicles to facilitate reliable outcomes against complex requirements.

Working Conditions

Significant travel by car is required

Occasional overnight travel required (National Trade Show, Corporate training, etc.)

Home office, field, and office work environment

Stealth Monitoring, Inc.

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Account Executive - Transport and Logistics