Account Executive, Pacific Northwest

I am currently looking for an Account Executive for a client of mine to cover the Pacific Northwest Territory (based in Seattle or Portland).  If you are a hunter and accustomed to a good deal of travel, and are open to an opportunity with great rewards then please read the job description below.   

My client is a stocking distributor, processor and manufacturer of electronic and electrical wire and cable products with warehouses in Wisconsin, South Carolina, Ohio, Arizona and Texas. Each of their regional warehouse locations maintains a broad range of products, including most types of electronic, instrumentation, and computer cable; lead, hook-up and high temperature wire; tubing; portable cord and control cable; power, mining and reeling cable. 

This outside sales hunter will have the ability position my client as a Premier Global Supplier of wire, cable and wire management products to OEMs and their sub-assemblers.  They utilize state of the art technology to provide quality products, on time, at competitive prices and offer inventory, striping, dyeing, twisting, printing, respooling, and drum packing in a service environment that generates customer delight.  Continuous improvement and customer service represent the cornerstones of this distribution organization.

Position: Account Executive, Pacific Northwest
Territory: Based in Seatle or Portland – Covers Washington, Oregon, Idaho, Montana and British Columbia
Reports to: Western Regional Sales Manager

OVERVIEW:

The Account Executive (AE) performs field promotional work to sell and develop new business accounts. Assigned to an established territory or market, the Account Executive assesses customer’s needs and uses his/her advanced knowledge of our products and services to meet those needs. The quintessential salesperson, the AE is our ambassador in the field, developing relationships both outward facing and inward facing. The AE manages the prospective customer profile in 20/20 Vision, a company utilized CRM tool. The AE maintains contacts with customers and ensures their needs are served within the context of our Company goals.

KEY RESPONSIBILITIES:
Sales Planning (Identification, Qualification & Preparation)
- Develop a territory/market annual sales plan, consistent with the goals and objectives of the Company, to be reviewed and updated quarterly with the Regional Manager.
- Develop and implement sales strategies for prospecting and acquiring new customers within his or her assigned territory.
- Identify prospects garnered in the field and enter them into 20/20 Vision.
- Review prospects identified from internal and external partners and sources.
- Qualify prospective customers utilizing the tools and information provided from marketing and/or 20/20 Vision,
- Conduct pre-call preparation and appointment confirmation
- Work in partnership with marketing to become fully informed about the prospective customer prior to the face-to-face meeting.
- Develop a quarterly travel schedule in consultation with the Regional Manager, balancing time spent with both prospective accounts and existing customers.

Sales Calls (Attention & Information)
- Meet face to face with customers and prospects at least 80% of time on the job.
- Utilize strong sales skills of engaging the prospect, asking key questions, and listening for opportunities.
- Utilize strong knowledge of our products and services to analyze customer needs and opportunities.

Sales Growth (Closure, Delivery & Follow-up)
- Summarize needs, solutions, and values for the customer
- Working collaboratively with the Account Manager (AM) and Purchasing to assist in the preparation of the quotation/bid package.
- Negotiate pricing, terms and delivery within Company guidelines in order to maximize sales volume and margins.
- Secure P.O./contract
- Work with the AM to set-up customer in SAP and secure credit as appropriate.

Education and/or Experience - A bachelor’s degree is a plus and three to five years of related experience; or a combination of education and experience.

Sales and Marketing Knowledge
Knowledge of principles and methods for showing, promoting and selling products and services.  This includes marketing strategy and tactics, product demonstration, sales techniques and sales control systems.  Must demonstrate sales knowledge in OEM sales, contract assembly sales, or manufacturing sales.  Preferred experience in Wire & Cable industry.Must reside in the Los Angeles area.

Travel - Frequent travel required to perform work related travel. 80% or more in the field.

This position will work virtually, from a home office.  Must reside in the Seattle or Portland area.

Ideal Profile:
- Having worked remotely
- Distribution experience (electronic, electrical, OEM)
- 3 to 5 years experience in Field
- High energy
- Positive attitude
- Business savvy
- Distributor experience
- Familiarity with players, who’s doing what