Account Executive/Business Developer

REMOTE POSITION

Summary of Position:

The Account Executive, Performance Solutions is a critical role within our clients organization. The Account Executive, Performance Solutions is an individual contributor responsible for strategically positioning and selling the Performance Solutions line of services, including AMPWorks, Advisory Services, Gifting, Engagement Communications, and Individual Travel to Mid-Tier and Fortune 500 accounts. The Account Executive, Performance Solutions develops new strategic business relationships and opportunities within the specified vertical markets with the goal of achieving increased sales and profits and return on investment; identifies and analyzes new opportunities; is responsible for communicating effectively with other members of the Business Development team, Marketing, Customer Experience, and other functions.

Always with eye towards what problem or objective is the client trying to solve, this position is ultimately responsible for acquisition of new accounts, growing these and current accounts, gathering client objectives and requirements, client penetration, profitable sales, completing a proforma, preparing the transition of programs once sold to operations, ensuring SOWs or LOIs are signed, and owning the client relationship throughout its lifecycle with the company.

• Develops new business within the vertical markets and with current clients. Develops strategies and implements plans to grow profitable sales. Follows-up diligently on leads received. Consistently targets, prospects and qualifies accounts.
• Achieves annual sales objectives and program margin targets as outlined in the sales plan and incentive compensation plan.
• Demonstrates broad business knowledge and keeps knowledge current; and knows the industry and the market.
• Identifies client business drivers, searching for pain; moves easily into the conversation of budget and decision-makers; and qualifies an opportunity prior to committing our resources ensuring profitable business.
• Clearly articulates our value throughout the entire selling cycle.
• Collaborates with the Manager, Performance Solutions, Manager, Account Solutions & Accounts, and Product Owner when appropriate, to address critical business issues and/or growth opportunities; partners with both in account strategy and implementation; and drives periodic business reviews to elevate client partnership.
• Delivers on the i|xperiences; and partners with the Product Owner, and leaders in the Operations Team, and Technology Services in the development of the client experience.
• Builds mutually constructive and supportive relationships with the Product Owner and operations team.
• Partners with Marketing, Creative Services and Technology Services to respond to RFPs; manages RFP process both externally and internally. Works closely with VP, Sales, Product Owner, and Finance to respond to pricing quote requests from clients, using our clients Proforma and Budget tools.
• Is a liaison to immediate client problem resolution. Collaborates with Product Owner, Operations, and manager to resolve client problems.
• Functions as an expert; understands market issues & trends impacting the designated market segments.
• Adheres to lead management processes and closure targets. Provides timely and accurate information for CRM updates.
• Anticipates rejections and objections and looks for a range of solutions to proactively address them.
• Looks for creative solutions to customer issues; consistently creates a plan, gains buy-in, and executes plan effectively.
• Establishes solid relationships across several levels of the customer base; proactively anticipates customer issues and concerns; and ensures timely follow-up and resolution to issues as needed.
• Prepares the program transition to Operations for clients who do not have an assigned CED.
• Stays current by proactively seeking out new information and takes actions to stay at the forefront of the industry and that of our customers.
• Submits required paperwork and documentation expense reports, updated forecast information, internal RFPs, and any other required documents.
• Performs other duties as assigned.

• Minimum of 3-5 years of experience selling services in the individual incentive industry; must have deep industry knowledge.
• Bachelor’s Degree in Business Administration, Marketing, or a related area.
• Must have proven industry success and track record of closing points-based incentives business.
• Proficient in Microsoft Office.
• Experience with a CRM system; experience with Sales Force is a plus.

• Must be able to behave in a manner that reflects our organization’s Vision and Core Beliefs with client, suppliers, and internal team members.
• Must possess professional selling and presentation skills to be able to influence multiple levels at clients’ organization.
• Must be results oriented, assertive and self-motivated, and possess strong organizational skills to be able to achieve goals consistently, resolve account issues on a regular basis, and the ability to respond to emails and voicemails in a timely manner.
• Must be a strategic thinker and be able to think as a businessperson to identify clients’ challenges and solutions, understand the operations process and strategize on the fly by shifting gears quickly; must be able to lead and shift sales strategy quickly. This includes excellent listening skills to develop customized solutions/recommendations and respond to external and internal customer’s needs in a timely manner.
• Must possess excellent negotiation skills to close sales and meet gross profit targets.
• Must possess excellent interpersonal, verbal and written communication skills to establish solid customer relationships and work well with various levels of the internal organization.
• Must have strong analytical skills and intellectual ability to develop creative ideas and solutions to customers’ issues and needs, and to create a business plan and report quantitative data.
• Must have decision making ability to perceive and evaluate alternatives, analyze the impact of decisions before executing them, and implement decisions with appropriate evidence and rationale.
• Must be able to work independently and be part of a team.

• Frequent use of a computer, telephone, and other office equipment.
• Frequent travel, at least 30-50%.