Account Executive

About the role

The Account Executive (AE) is responsible for driving company growth by achieving annual revenue, account profitability and pipeline targets. The focus of this role is on proactively developing and expanding Imagine business with existing clients by cross-selling additional offerings and increasing the number and size of projects with clients in their book of business (70% of focus) and sourcing new logo business and clients through existing contacts and relationships (30% of focus).

Responsibilities

• Deliver annual revenue and account profitability targets, while increasing sales pipeline in accordance with sales growth plans.
• With full understanding of a client’s buying landscape and business needs, develop and execute detailed business plans for existing clients to grow the sales pipeline by cross-selling additional offerings and increasing the number and size of projects with clients.
• Acquire new logo clients and sales through existing contacts within the AE book of business and from Business Development Representative lead referrals, provided based on capacity needs across the sales team, AE expertise, and/or geographic proximity to the prospect.
• Contact decision-makers, screen potential business opportunities, identify prospect needs, select deals in line with Imagine value proposition and strategies, and lead and facilitate pitch logistics.
• Attend trade shows and customer events.
• Regularly enter and update Salesforce with prospect and customer intelligence, insights and contact information to facilitate up-to-date sales intelligence and future cross-selling opportunities and to sustain Imagine customer focus and business growth.
• Maintain and share professional knowledge through education, networking, events, and presentations.
• Aid in the development and implementation of overarching sales and business development strategies, sales processes, structure, and best practices across the company.

Requirements

• Minimum Requirements of Position: Bachelor's Degree field from an accredited university or equivalent experience in Business Administration, Marketing, or related field 7-10 years of business development and B2B sales experience.
• Preferred Qualifications Of Position: Experience in advertising services, print industry or related industries such as retail, décor, direct mail, shelf edge or agency. Strong existing print industry contacts at major retail and foodservice chains. Experience collaboratively selling and negotiating client technology platforms, with IT partners, that support product and service purchases. Successful completion of/certification in strategic selling course. Skilled at using Salesforce platform and MS Office Platform. Knowledge And Skills: Record of strong prospecting, deal structuring and sales results. Builds new relationships easily with a strong customer focus. Strategic and critical thinking and planning skills. Excellent verbal and written communication skills. Curious, researches, asks good questions, and actively listens to understand. Creative problem-solving, influencing and negotiation skills to create win-win solutions. Experience with Salesforce and diligence in recording market and client intelligence in Salesforce throughout sales process. Understands technology and demonstrates comfort and knowledge in technology and digital space. Experience delivering polished, high-impact presentations in person and via video conference. Strong collaborative team player. Proficiency with data analysis, forecasting, and budgeting. Leadership skills and ability to motivate others. Proven ability to plan and manage resources.