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Position:Account Executive
Accountable to: Regional Sales Manager
Authority:
To participate in developing a quarterly growth strategy, sales goals and objectives, plan weekly and
monthly activities. Submit necessary product sample, approval and pricing requests. To propose, design
and implement pricing and systems to customers in accordance with company policy.
Communication Responsibilities:
To keep the Regional Sales manager informed of any plans, activities, needs for assistance, sales results
and changes in the market and assigned areas.
Key Function:
To identify and satisfy the needs of the customer, profitably, by implementing the Customer Management
System in the area assigned. Maintain a positive attitude and demonstrate ability to adapt to changing
procedures. The skills and/or activities that are necessary to meet this objective include:
- Planning
- Prioritize a "to do" list weekly
- Develop a weekly work plan
- Determine the objective of each call
- Communicate plan to Sales Manager
- Prospecting
- Lead development & maintain file
- Required number of cold calls per week *
- Required number of Needs Analysis per day *
- Review and adjust prospecting plan
- Create target industry profiles
- Conduct research
- Open the Sale
- Introduce yourself and Arrow Uniform Rental
- Ask open-ended questions and create interest
- Describe Arrow's sales process and ask permission to conduct Needs Analysis
- Needs Analysis
- Use open-ended questions to encourage conversation
- Guide the customer interview to develop complete information
- Summarize and conclude the interview
- Schedule the presentation
- Required number of Needs Analysis per day *
- Develop Solutions-Proposal
- List the program objectives, and related problems, in order of importance
- Choose products and services that address each objective and eliminate each current problem
- Review with Sales Manager
- Prepare the proposal and supporting materials (proposals should not include price quote)
- Review and rehearse the finished presentation
- Required number of proposals per week *
- Present Solutions
- Review the prospect's specific objectives and the problems to be solved
- Explain how the services proposed will help achieve each objective
- Show how the demonstrated products will help achieve each objective
- Summarize solutions
- Confirm that agreement has been reached on proposed solutions
- Required number of presentations per week *
- Close the Sale
- Ask the prospect for the commitment
- Sign the contract
- Thank the customer
- Required per week sales average *
- Required sales per week *
- Reports
- Weekly call reports are to be submitted to Sales Manager Monday mornings before sales meeting
- Quarterly sales reports are to be submitted at Quarterly Sales Meeting
- Monthly Expense reports are due last Friday of each month
- 30,60,90 day forecasts are to be updated the 1st Monday of each month
- Top 25 accounts to be updated 1st Monday of each month
I have read and understand the foregoing job description. I am aware that there are specific minimum
standards listed in this job description that I must achieve as a condition of my employment with Arrow
Uniform. I further understand that the job description as well as the minimum standards may be changed
by management with a thirty-day notice.
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Click Here To Apply Now! |
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