Account Representative
ESI International - Arlington, VA
ESI International is the leading provider of technical and professional training programs serving diverse clients ranging from government agencies to multi-national corporations. In an effort to identify and augment our influence in the market, we are currently seeking highly qualified candidates for the role of Account Representative. This role focuses on conducting telephone sales of public class registrations and “add-ons” as well as identifying potential on-site client opportunities within a specified territory. ESI’s Account Representatives call Fortune 500 and Fortune 1000 clients working to match their business needs with our solutions. ESI provides the opportunity for strong career growth via training and mentoring that ultimately leads to the individual having a valuable impact on our clients and their performance in the workplace.

A primary responsibility of this position will be to contact ESI-provided lead lists of potential clients who have responded to marketing campaigns or who are former students of ESI. This is an exceptional opportunity for an energetic, motivated individual seeking to join an exceptional Inside Sales team as an entry point for or continued professional growth in critical and effective sales skills. This is an ideal role for a highly self-motivated professional with limited to mid-level inside sales experience.

Key Responsibilities

Ensure successful delivery of assigned program schedule through registration sales to new and former students in assigned territory.

Identify and close public class registrations from former students that lead to certification.

Expand ESI’s “market share” by identifying potential new students within existing client organization and successfully closing sales on a variety of ESI public courses.

Seek “bulk registrations” by identifying decision-makers and positioning ESI’s training solutions to existing clients and prospective students.

Present and sell all “add-on” offerings or combination thereof to include but limited to MyESI, ESI Skillsharks, workshops, assessments etc.

Call non-students (or lapsed students) on lead lists provided to generate registrations from new logos and/or new buying centers within existing clients.

Identify and properly qualify on-site opportunities to pass to the BDMs

Gain and maintain a complete understanding of all of ESI’s product offerings including course descriptions, eTraining, and Virtual Classroom

Gain and maintain a working understanding of how to position ESI and its solutions to clients to adequately demonstrate ESI’s value proposition

Understand, articulate and utilize the “Impact Model” and the “Integrated Learning Framework” in conversations with potential and current students

Other duties as assigned

Required Skills

Ability to uncover and assess client needs by asking appropriate questions

Can present potential solutions thoroughly and outline all appropriate benefits for the customer

Has an engaging and interactive presentation style

Demonstrates strong time management skills

Ability to manage an existing book of accounts while also uncovering new business development

Knows how to maintain a pipeline of opportunities and provide accurate forecasting of future revenue

Required Experience

0-2 years of inside sales experience including heavy prospecting, cold calling and new business development

BA/BS degree

ESI International - 11 months ago - save job - block
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