Account Executive

US-TN-Franklin
Job ID
2017-7110
# of Openings
1
Job Category
Accounting/Finance

Overview

Other companies make products. We make a difference!  Click Here

 

Contribute to a Safer, More Secure, and More Sustainable World.

At UL, we know why we come to work. Thousands of us around the world wake up every day with one common purpose – to make the world a safer, more secure, and more sustainable place to live. We clear the way for our customers to introduce the latest products, technological advances, and systems in an increasingly complex world so they can provide peace of mind to the market. Our integrity is woven throughout our company and shapes the way we approach deliver our solutions. We are proud that the work we do every day has a meaningful contribution to society. We continue to build upon our legacy of trusted expertise and partnership to keep our communities safe and secure as we march forward into the future. This helps us to sleep better at night, and we are confident that the millions of people we touch rest easier too. 

Responsibilities

UL EHS Sustainability, a division of Underwriters Laboratories (UL), is seeking an experienced, accomplished sales professional with a proven track record.  The ideal candidate will have a B2B background selling and upselling Saas software, with demonstrated success in all aspects of building, managing and monetizing a sales pipeline and account portfolio.  Reporting to the VP of Small & Medium Business Sales, the SMB Account Executive will be responsible for selling web-based enterprise-level Health & Safety software solutions and courseware, with a significant focus on selling new business through new and existing clients. This position includes competitive base salary, aggressive commissions, and promotion potential.   Key responsibilities:

  • Meeting sales performance metrics, including acquisition, expansion and renewal targets
  • Maximizing sales transactions and pipeline
  • Managing successful end-to-end client experiences from prospect to sale to renewal
  • Developing territory to the fullest potential by focusing on prospecting, account acquisition, account management, upsell and renewal expansions, with daily consistency
  • Acquiring and growing profitable and satisfied clients
  • Orchestrating sales by working effectively with sales operations, solutions consultants, finance, EHS advisory team, professional services, product management and sales management
  • Keeping current with the latest developments and trends in workplace health and safety
  • Learning and applying sales techniques and approaches that drive results
  • Ability to travel within the United States, with prudent optimization of travel budget

Major activities:

  • Lead Generation – Researching the market, creating and executing territory development plans, and identifying prospects while building a strong sustainable pipeline.
  • Initial Prospect Contact – Contacting leads and determining interest, readiness and fit.
  • Pipeline Management – Driven, thorough management of accounts and opportunities throughout the sales cycle from lead to close to follow-up.
  • Product Demonstration – Explaining and demonstrating the value and functionality of UL WHS offerings, as well as coordinating, at the appropriate time, Subject Matter Expert participation.
  • Proposal Development – Identifying client needs and developing proposals, including coordination with functional teams and required approvals.
  • Contract Preparation and Negotiation – Submitting new and renewal contracts, managing the negotiation process and obtaining signatures.
  • Renewals, Expansion & Account Management – Nurturing existing relationships throughout contract term to develop upsell opportunities and ensure renewals.
  • Forecasting – Keeping management abreast of developing opportunities and accurately forecasting opportunities (timing, size and status) using Salesforce.com.
  • Closing – Successfully identifying and navigating the steps and decision makers required to secure the sale

Qualifications

Knowledge and Skills:


• Three years of successful sales experience within a fast-paced and results-driven culture
• Demonstrated ability to consistently meet sales quotas in the B2B market
• Proven track record of selling SaaS business solutions utilizing phone and email
• Strategic, proactive approach to prioritization of daily activity and prospect targeting
• Experience and success selling to multiple decision makers at director to senior executive levels
• Excellent prospecting, selling, closing and follow-up skills
• Experience managing a full sales cycle from initial contact to close
• Strong need identification and problem solving skills
• Superior relationship building and management skills
• Advanced written and verbal communications skills, including presenting tailored messages
• Ability to work independently and as part of a team
• Working knowledge of Microsoft Office and Salesforce.com
• Working knowledge of current technologies and ability to learn new technologies quickly
• College degree
• Knowledge of enterprise software and elearning buyers a plus

 

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