Primary Responsibilities:
- Develop goals, objectives and revenue forecasts to achieve or exceed assigned sales quota
- Proactively manage, prioritize 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 company preferred partners
- Participate in company 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 company pillar offerings
- The Audio Visual Account Executive will develop a customer focused proposal and detailed Scope of Work by working with company 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 company 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 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 maximize project profitability while adhering to company 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
Educational Requirements:
* Bachelor's Degree or equivalent experience in AV/IT enterprise sales
Qualifications/Skills:
* 6+ years' experience providing consultative sales and customer support preferably in the AV/IT industry
* Excellent computer skills including proficiency using Windows and Apple software
* Obtain Infocomm CTS
* Demonstrate a professional level of verbal, written and listening communication skills including the ability to deliver presentations, negotiate effectively, develop high quality and grammatically correct documents for customers and proven techniques for finding the hidden needs of customers
* Proven problem-solving skills, attention to detail/focus and the ability to multi-task in a high volume, deadline driven environment
* Must have extensive industry contacts
* Must have the ability to work independently with minimal supervision
* Must have knowledge of the design and project management processes
* Be able to comply with company driving policy
