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JOB TITLE: Assistant Account Executive

RESPONSIBLE TO: Regional Sales Manager

RESPONSIBILITIES: Follow training program as directed by Regional Sales Manager with the intention of transitioning to an Account Executive. Develop skills while maintaining the database and assisting the sales department.

JOB REQUIREMENTS:

MAINTAIN DATA BASE- Becomes efficient in the use of the telephone and SalesLogix.
1. PROFICIENCY- Understands the components of SalesLogix and develops good data for the Account Executives. Understands and is competent in the use of Excel, Microsoft Word and Powerpoint.
2. PHONE ACTIVITY - Uses a Customer-Focused phone approach with prospects in the database and sets appointments. Works with the scripts provided and improves them where necessary. Meets or exceeds minimum phone activity requirements.
POSITIVE ATTITUDE - Makes a positive impact in all actions and activities.
1. ENTHUSIASM - Displays enthusiasm and treats others with respect.
2. APPEARANCE - Displays professionalism in appearance and mannerisms at all times.
SALES KNOWLEDGE -Shows willingness to improve knowledge of the industry, products and services provided by Arrow.
1. PRODUCTS
2. SERVICES
3. OPERATIONS
4. COMPETITOR ACTIVITIES
5. SALES AND SERVICE TECHNIQUES.
PLANNING - Manages time effectively to accomplish job requirements.
1. PROSPECT DATA FILE - Maintains the accuracy of the prospect data file for all territories on an ongoing basis. Inputs field data from the Account Executives to update the database.
2. PROSPECT IDENTITY - Identifies prospects in the region utilizing existing prospect data in SalesLogix, Resource Directories and personal prospecting as well.
3. ORGANIZATION - Organizes activities to maximize the time spent on the phone with other responsibilities.
4. STRATEGY - learns the importance of accurate reporting and works with the Regional Sales Manager on the proper methods and development of :
  1. Sales Forecasts
  2. Target Accounts
  3. Developmental Action Plans
  4. Corporate Marketing Plan and Goals
COMPETITOR KNOWLEDGE - Monitors and anticipates competitor activity in the region.
1. Provides prompt feedback to manager
2. Insures competitive profiles are current and considered in sales strategies.
SELF-IMPROVEMENT- Passionately works on self-improvement and learning.
1. PERFORMANCE - Analyzes personal performance and learns from mistakes.
2. DEVELOPMENT - Reacts positively to evaluations, appraisals, and feedback and works to improve development objectives.
3. TECHNIQUES - Stays current on sales techniques used by professional sales people. Reads and studies available literature about professional selling.
4. FIELD WORK - Work in other areas and departments to gain experience. Assist Account Executives in doing C.N.A.'s, Presentations, Measuring, preparing proposals and writing orders.

PERSONAL REQUIREMENTS:

COMMUNICATION
1. LISTENING - Shows genuine interest in what others are saying and asks for clarification if unsure. Learns proactive listening skills.
2. ORAL COMMUNICATION - Effective expression in individual or group situations (includes gestures and non-verbal communication). Learns to present Arrow's products, programs and services professionally to potential customers.
3. WRITTEN COMMUNICATION - Displays ability to prepare written correspondence and proposals professionally and meets deadlines as required.
4. SINCERITY - communicates with openness and candor.
INTERPERSONAL / SALES TRAITS
1. SENSITIVITY - Act with consideration of the feelings needs of others
2. TENACITY - Stays with a sales plan until the objective is achieved or is no longer reasonably obtainable.
3. PERSUASIVENESS -Enhances and embraces new ideas, plans, activities, and recommendations of others.
4. IMPACT - Creates a good first impression, commands attention and respect, and show an air of confidence.
5. ENTHUSIASM - Displays genuine interest, excitement and eagerness toward job, company and prospects.
6. BEHAVIORAL FLEXIBILITY -modifies behavior to reach a goal. Demonstrates versatility.
7. ADAPTABILITY - Effective in various environments and situations and with various personality styles.
8. RESILIENCE - Handles disappointment and rejection while staying effective.
9. INITIATIVE - Is a self-starter. Takes action to achieve goals beyond what is necessarily called for.
10. EMPATHY - Takes a sincere interest in what the prospect really needs to improve his business.
11. ACCOUNTABILITY - takes ownership of his actions.
JOB FIT
1. SELF-RELIANCE - Works well in competitive sales situations with little supervision.
2. CHARACTER - Operates within the character of our company (philosophy, integrity, policies and procedures).
3. ENTHUSIASTIC - Motivated by selling (interested, enthusiastic, and committed to the sales function).
4. PROFESSIONAL - Competent and consistent Assistant Account Executive; good at the job and knows why.
5. RELOCATABLE-Must be willing to relocate for the next available Account Executive position.
COMPATIBLE WITH ARROW CORE VALUES
1. INTEGRITY - Maintains social, ethical, and organizational norms of Arrow.
2. WORK ETHIC - Consistently makes the kind of effort necessary to accomplish sales goals.

Disclaimer Statement: This job description is not intended, nor should it be construed to be an exhaustive list of all responsibilities, duties, skills, or working conditions associated with a particular job. It is intended to be only a general description of the principal requirements common to positions of this type.

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