Major Account Representative
Electronic Systems - Virginia Beach, VA

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The Major Account Representative will sell business multifunctional and software related solutions to identified major accounts and meets or exceeds both the company and personal quota and income requirements.

  • Meets or exceeds sales revenue and profit quotas.
  • Sells hardware, software and service solutions based on PTGs technology focus.
  • Builds long-term relationships with larger customers, constantly seeks new sales opportunities including cross-selling opportunities.
  • Completes quarterly reviews with all customers.
  • Maintains current customer relationships through visits, calls, the quarterly reviews and internal/external functions.
  • Provides quality and timely customer service in addressing all issues and questions.
  • Presents ideas clearly and concisely, targeting presentations to the specific needs of the client.
  • Assists in department and company growth by serving on internal committees as requested.
  • Attends all sales related meetings, including weekly departmental and one-on-ones.
  • Attends planning and strategy sessions, as requested, with management.
  • Develops and submits an annual business plan including revenue and profit goals, targeted accounts and marketing strategies. Maintains accountability to plan.
  • Participates and completes all vendor and internal training required. Achieves competency certification for all products
  • May participate in proposal parties, sales team blitzes, trade shows, or other events.
  • May be asked to mentor new commercial reps.
  • Maintains positive attitude.
  • Maintains or exceeds activity benchmarks.
  • Is accountable for own actions.
  • Demonstrates the highest level of ethical behavior at all times.
  • Determines and customizes solutions to meet a prospects wants and needs.
  • Becomes a product expert.
  • Understands how to overcome objections.
  • Creates a sense of urgency for all deals.
  • Is supportive of co-workers and new hires within the division.
  • Establishes effective working relationships with other sales divisions and back office departments.
  • Maintains professional image at all times.

  • Demonstrated success at business-to-business sales and demonstrated ability to work successfully with large customer accounts
  • Ability and willingness to follow all aspects of ESIs sales process
  • Demonstrated history of providing great customer service
  • Ability to develop an in depth understanding of each customers needs and to propose appropriate solutions and options
  • Excellent communication skills, both oral and written
  • Willingness to work additional hours (beyond 8 to 5) on a regular basis in order to respond quickly to customer needs, complete paperwork, and succeed at sales
  • Working knowledge of Word, Excel and PowerPoint
  • Valid drivers license and vehicle insurance at or above Global Imaging requirements
  • Strongly prefer copier industry experience
ESI is an Equal Opportunity Employer/AA Employer M/F/D/V, and maintains a drug-free workplace.

About this company
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Since 1980, Electronic Systems has grown into the region’s largest provider of customized technology solutions for business. The...