Account Executive - Construction Vertical - Montreal

Position Title: Account Executive

Position Reports to: District Sales Manager

Version Date: January 2020

Position Summary

Reporting to the District Sales Manager, the Account Executive is responsible for prospecting, developing, and managing new client relationships focused on the construction vertical.  Major duties include prospecting, cold calling, designing/specifying technical security systems, project managing installations, selling new accounts, upgrading/cross selling existing accounts, renewing accounts, and providing superior customer service and support.

Duties & Responsibilities

Job Responsibilities

• Leverage well established network of customer and industry relationships to drive opportunity development
• Hard core cold calling by phone and in person within specified territory
• High intensity prospecting for new clients with a relentless pursuit of new customer attainment
• Utilizing Needs Satisfaction Selling principles and Strategic Account Management best practices to surpass all sales targets
• Developing innovative proposals and delivering strategic sales presentations
• Designing, specifying, selling, and project managing installations of technical security systems including CCTV, Live Video Monitoring, and Access Control
• Prioritizing activities and territory management to ensure optimum penetration and profitability
• Negotiating with clients and partners
• Developing and maintaining client relationships at senior management levels
• Preparing written proposals; delivering oral presentations to customers and other stakeholders
• Setting and executing Strategic Account Management Strategy
• Providing clear communication to sales support and operations
• Providing accurate and timely reports including forecasts and activities

• Diligently using, maintaining and updating customer information using CRM
• Perform other duties as assigned from time to time
  

Qualifications

• University education with a preference for Business Administration.

• Experience selling technical or industrial solutions into the commercial, industrial or civil construction industries.
• Clearly demonstrates depth in existing relationships with Owners/Project Managers at top commercial, industrial or civil construction firms
• Minimum of 5-7 years’ experience in an outbound sales role

• Proven measurable sales success- past award winner, industry reputation, top earner, etc.

Core Competencies

• Proficiency in software skills such as Excel, PowerPoint, Outlook, CRM tools
• Professional sales training from a well-established sales organization
• Continued focus on professional sales skills development preferred
• Able to communicate with multiples layers of Organizations, including Senior Leadership
• Through a constant presence, becomes aware of changes in a customer’s organization and alters sales plan accordingly
• Team player with high level of influence and strong management skills, able and willing to be assertive when necessary
• Able to recognize the various stages of opportunities, recognizing buying signals, can effectively trial close and is able to ask for the customers commitment
• Ability to understand the nuances of managing a project from start to finish, including delivery, set up, site and design issues while maintaining margins
• Well organized, able to handle multiple tasks at once.
• Superior English oral and written communication skills

• High level of energy and self-motivation

Working Conditions

• Combination of office work and working in the field visiting prospects/clients
• Must be able to travel on occasion
• Occasional customer meetings and networking events in the evenings