Regional Account Executive BASIC FUNCTION Responsible for selling conferencing & collaborations solutions (e.g., audio, web, video) into assigned territories in companies with less than 1,000 employees; exercise exceptional sales skills in an effort to optimize each contact with a potential customer with less than 1,000 employees; maintain required documentation in an accurate and timely manner; develop and execute sales campaigns that target companies with less than 1,000 employees that have a need for conferencing solutions as well as business-to-business opportunities; organize and participate in discovery meetings with clients in companies less than 1,000 employees in order to identify revenue opportunities, make recommendations and determine next steps
MAJOR JOB ACCOUNTABILITIES Sales Development Functions - Responsible for selling conferencing & collaborations solutions (e.g., audio, web, video) into assigned territories in companies with less than 1,000 employees while ensuring adherence to corporate and departmental policies and procedures
Exercise exceptional sales skills in an effort to optimize each contact with a potential customer with less than 500 employees
Maintain required documentation in an accurate and timely manner
Develop and execute sales campaigns that target companies with less than 1,000 employees that have a need for conferencing solutions as well as business-to-business opportunities
Organize and participate in discovery meetings with clients in companies less than 1,000 employees in order to identify revenue opportunities, make recommendations and determine next steps
Responsible for continual prospecting activities to include significant efforts in cold calling and conduct on-site client visits in companies with less than 1,000 employees
Follow sales leads through processes from beginning to end ensuring completion in a timely manner
Support sales activities such as RFPs, the development of their responses, proposal development, delivery of proposal presentations and materials for new clients
Maintain up-to-date knowledge on conferencing solution features in order to determine which product and/or features are compatible with the prospect's needs
Client Relations - Establish an excellent working relationship with clients, continuously striving to improve the business relationship and level of overall service provided
Ensure the unique needs of the client are understood and identify improvements needed to enhance business relationships, increase revenue, and exceed the client's expectations
Perform quality review of services provided
Review trends and customer complaints to evaluate efficiency of work flow and current methods and procedures
Identify trends indicating the need to revise existing methods and procedures
Problem Resolution - Proactively oversee the activities involved in quality resolution of problems related to area of responsibility
Respond with a sense of urgency to problems escalated to employee's level
Escalate to supervisor any situation outside the employee's control that could adversely impact the services being provided
Place the highest priority on providing quality service by ensuring the unique needs of internal/external customers are met
Ensure quality resolution and thorough and accurate documentation of issues
Provide analysis and feedback to management staff and appropriate departments regarding recurring problems, recommending improvements aimed at reducing future occurrences of problems
Participate in creating, administering, and continuously updating procedures for resolution of all related issues
Team Interfaces/Customer Service – Establish and maintain a professional relationship with internal/external customers, team members and department contacts.
Cooperate with team members to meet goals or complete tasks
Provide quality customer service that exceeds customer expectations and improves level of service being provided
Treat all internal/external customers, team members and department contacts with dignity/respect
Escalate to supervisor any situation outside the employee’s control that could adversely impact the services being provided
Related Duties as Assigned –
The job description documents the general nature and level of work but is not intended to be a comprehensive list of all activities, duties, and responsibilities required of job incumbents
Consequently, job incumbents may be asked to perform other duties as required
Also note, that reasonable accommodations may be made to enable individuals with disabilities to perform the functions outlined above
Please contact your local Employee Relations representative to request a review of any such accommodations
MINIMUM QUALIFICATIONS Applicants for this job will be expected to meet the following minimum qualifications.
Education
Bachelor’s degree from an accredited college or university with major course work in business administration, marketing or a related field required
Equivalent work experience in a similar position may be substituted for educational requirements
Experience
Minimum 1 year customer contact experience required, preferably including some business-to-business sales experience
Other
Basic knowledge of Word, Excel and PowerPoint required
