Account Executive in Charlottesville, VA and Lorton, VA

Summary

The position begins with a training program where you will be partnered up with a top sales rep for one year. During this time, you will learn the ins and outs of each product and service offered by the company and become familiar with your sales territory. Your mentor will help you develop a sales plan appropriate to your skill level and assigned geographic area. You will work to retain current customers in the territory, develop new ones and meet your sales goals. The pay for the training period is a yearly salary of $50K including benefits.

Following the conclusion of the training program, your pay is based solely on your commission. Rest assured - the sales rep won't cut your leash (or your salary) until your commissions from current clients puts you around the $50K mark. After that, the sky is the limit and account executives enjoy uncapped commissions from their sales. Their program offers a hefty investment in the right salesperson and gives them the opportunity to mold a true sales career.

Essential Responsibilities

• Perform tasks consistent with the entire sales cycle
• Retain current customers and develop new ones in the assigned territory
• Maintain up-to-date records on new and current customer contacts.
• Analyze activity and produce activity reports.
• Educate customers about product options.
• Ensure prompt follow-up to customer inquiries.
• Provide customers with superior sales service in both an inside and outside sales capacity
• Expand product category sales by utilizing vertical marketing strategies for account penetration.
• Coordinate with customer service, delivery, warehouse, accounting and sales management to facilitate a superior experience for customers.
• Collect data on and advise sales management on customer needs and office products competition.
• Assist accounts receivable with collecting money on past due accounts.

Skills and Attributes Required

• Keen interest in and, ideally, a proven track record in sales. It's OK if you don't have experience, but be prepared to describe what makes you sales-oriented.
• Outgoing and energetic. When you walk into a room, people should know you've arrived. If you're at a networking event, you're not satisfied until you've introduced yourself to everyone there. You have no problem cold calling strangers to pitch them on your company and you can brush off rejection with ease and move on to the next opportunity.
• Money-motivated and competitive. Play sports in school? Great, we love that need-to-win mindset. Were you active in or start any organizations while in school? Perfect, we need a type A personality.
• Effective listening and communication skills, both written and spoken.
• Goal-oriented. Meet the quota? No, you want surpass it.
• Strong time management and organizational skills. Consistent follow-up and communication with clients and leads is key.
• Highly self-motivated. Our sales team is competitive bunch - everyone wants to be at the top.

About the Company

The second-largest independent, and the largest woman-owned, office products dealership in the area (take that Staples!), this company has been around since 1971 and has over 100 employees nationwide. The company provides a range of office products, supplies and services to clients including nonprofit, commercial and government customers. Last year, the company sold over $40 million in revenue and prides itself on great customer service and competitive prices. More than half the sales representatives each brought in over $1 million in revenue (no small feat!) for the company this past year. Their one year training program is perfect to set up the sales-minded recent grad for success.

How To Apply (It's a bit different):

Please follow the instructions carefully. We will delete the application if it's not complete.

Directions

• Read the details below and craft a short voicemail pitch to a prospective customer. It should be less than 2 minutes and should convey the main selling points to the customer or whatever you need to get to the next step.
• Call the number (703) 679-7899 and leave your voicemail. You should do a few practice runs before you start. If you mess up, don't worry, you can call back and do it again. We will evaluate the most recent pitch that we receive from you. After leaving your voicemail, please send us your resume

The Product

You are selling a system which provides key-less entry to IT data centers. The system uses key fobs which each employee would carry and swipe at the door to gain entry.

Features

• Key fobs can be deactivated when one is lost or an employee quits
• Key fobs can be tracked to determine who accessed a data center and when
• Access to data centers can be limited to specific individuals by day and time
• Anything else you can think of ...

The Customer

The customer operates a medium size data center (1000 computers) with a staff of 10 technicians and currently use an old-fashioned key-based system. You had met the infrastructure manager, Michael Scott, at a tradeshow the week before in Orlando and he had expressed some interest in upgrading their system. Call him and leave your pitch.