Senior level sales position with proven track record in high level, complex sales and strong account management within the National Accounts Chemical and Energy Vertical Market Sales environment. Responsible for creation of new market share through sales of a broad range of ADT products and services to new targeted opportunities as well as the sale of expanded products and services to existing customers within the assigned account portfolio. Personally contact and secure profitable new business through relationships with multiple level contacts, including the "C" level executives, within large customer organizations, typically with multiple site locations across state lines. Incumbent manages all aspects of assigned accounts within their portfolio, including but not limited to: opportunity identification; pre-sales planning; deal execution; post sales installation planning and follow up; customer issue resolution relating to invoicing, service and other issues in order to ensure a high level of post-sales satisfaction and facilitate long term relationships with strong potential for repeat business.
Duties and Responsibilities:
Utilizing expertise, consultative selling skills, strong relationships and structured marketing and sales plans for target and existing accounts, in partnership with internal ADT resources, create new market share through new customer creation, the addition of new addresses with existing customers and customer subsidiaries and the sale of new technologies.
Working with the Regional Sales Director and Sales Director, achieve targeted sales growth for the National Accounts Division at a rate and profit margin consistent with the strategic business plan. Responsible for new business sales, sale of new technologies and maintaining and growing existing customer base.
Develop and maintain marketing and account penetration plans to identify and monitor opportunities. Plans include but are not limited to customer parent-child relationships, assessment of current state of account; competition within the target; key decision makers; overall security budget; funding sources; issues/pain points within the target and within the customer's marketplace; current solutions, technologies and products; opportunity for new product and service offerings; and action plan to optimize security spend potential throughout the assigned account.
Create and maintain sales pipeline with detailed information as to number of potential and qualified prospects/opportunities, status and next steps.
Support management in roll-up of monthly financial forecasts through accurate forecasting, negotiating and financial planning in designated accounts.
Further develop existing, and establish new business relationships throughout target customer organizations, including "C" level executives.
Identify key executives within the customer organization by position and by name with the goal of a specified number of face-to-face meetings with various levels of the customer organization to include the key decision makers by specific dates with the goal of closing profitable sales.
Assume the lead role in the preparation and delivery of customer presentations.
Manage all aspects of assigned accounts within the account portfolio including but not limited to opportunity identification, pre-sales planning, deal execution, and assurance of post sale installation customer satisfaction. Ensure a high level of post-sales satisfaction and facilitation of long term relationships and strong potential for repeat business, the incumbent will be responsible for working with customers and the appropriate ADT personnel to actively problem solve to resolve customer requests and issue related to invoicing, service and other matters.
Maintain an in-depth knowledge of complete line of products/services and customers' business issues and needs through in-house training and reading/research.
Adhere to current ADT policies, procedures, products, programs and services.
As required, share information with Sales leadership regarding relevant business issues and industry information for utilization in development of market specific action plans and sales strategy.
Assist management in developing cross selling business strategies and tactics.
Represent ADT at trade shows as required.
Model ADT and Tyco behaviors
College Degree in Sales/Marketing, Business, other related fields preferred
Minimum of five (5) years commercial sales experience, including three (3) years of successful major accounts sales experience in the security, IT or other technology sales industry
Demonstrated consistent ability to meet and exceed quota.
Proven ability to interact effectively with executive level and industry/segment professional organizations.
Entrepreneurial attitude, leadership ability and ability to be a team player at all levels of the organization.
Ability to comprehend, develop and effectively execute business plans, account portfolio management, and opportunity analyses.
Ability to read, analyze, and interpret general business documents (terms and conditions, technical procedures, etc.)
Excellent oral, written and presentation skills, with the ability to present to senior level executives within the customer and ADT organizations.
Strong business acumen and solid understanding of sales to the applicable vertical market
Drive for Results
Ability to travel 25%
Valid drivers license with a clean driving record
Basic keyboarding or other repetitive motions
Work in Tyco, ADT, customer locations, and home office
ADT Fast Facts
World's largest electronic security and alarm monitoring provider to residential, commercial, industrial and governmental customers.
Protects more than 5 million American home and 80% of the world's top 100 retailers
Secures over 100 of the nation's airports
Responds to more than 50,000 crimes in progress each year
Interfaces with approximately 38,000 law enforcement, medical and fire agencies across the country
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