Summary:
The company is looking for an Senior Audio Visual Account Executive to generate sales through developing and maintaining client relationships and expanding the company's current client base. This position requires an individual that understands the business, the various markets, and the sales proposition/value of a company with multiple solution offerings in both existing and emerging technologies. You will be responsible for individual territory development, identifying market opportunities, engaging new clients and increasing revenue from existing clients. You will identify client needs and budget requirements and develop a scope of work which accurately defines the functionality and features of the system. This position is the first point of contact for the client on all aspects of the account and will partner with the client before, during and after the sale to ensure a quality customer experience.
Primary Responsibilities:
- Develop goals, objectives and revenue forecasts to achieve or exceed assigned sales quota
- Proactively manage, prioritise and engage leads
- Meet with client prospects to determine customer needs and develop scope of work
- Prepare timely and accurate proposals, negotiate contractual relationships with client
- Identify strategic opportunities using an approach that ensures client objectives are met
- Establish and maintain sales relationship with companies preferred partners
- Participate in the companies preferred partner training's sessions and online certifications
- Actively review client landscape and recommend, develop, and implement new and creative approaches to growing business opportunities
- Locate and propose new business potential by contacting new clients and partners and discovering and exploring opportunities.
- Close new sales by coordinating requirements; developing and negotiating contracts; integrating contract requirements with company operations
- Locate and propose new business potential by contacting new clients and partners and discovering and exploring opportunities.
- Exhibit a consultative sales approach to determine a customer's visual collaboration needs
- Develop tailored solutions that leverage all six of companies pillar offerings
The Audio Visual Account Executive will develop a customer focused proposal and detailed Scope of Work by working with the companies internal resources to:
- Design an AV system based upon feedback from the customer in regards to features and budget
- Create BOM (Bill of materials)
- Generate CAD drawings capturing the system schematics or "System diagrams" and customer needs
- Develop through coordination of the companies team the total cost estimate for the project
- Develop quote to customer that matches proposal
- Where applicable, read bid specifications and review associated drawings and information, and t hen work up an estimate based upon the information provided for different types of projects
- Transfer the knowledge of the project to the company project teams upon receipt of a contract from the customer
- During the sales process, deliver presentations, negotiate effectively, develop high quality and grammatically correct documents for customers and use proven techniques for finding the hidden needs of customers
- Successfully negotiate contract with customer to maximise project profitability while adhering to the companies standard terms and conditions. Obtain pre-approval for any non-standard terms and conditions
- Coordinate communication with the customer during all phases of the project, including any change orders that require customer approval
- Perform all functions for the position and other duties that may be assigned
