Key Accounts Rep

About the role

Sciens Building Solutions is seeking a Key Accounts Representative for our fire and life safety business. The Account Rep’s focus will be on developing new opportunities via existing clients and end-users by managing and growing the business through life safety system upgrades, system additions, renovations, and retrofit projects within their assigned territory.

Responsibilities

• Maintain relationships with existing customer base by scheduling sales calls, following up on leads, and utilizing outlined marketing strategies for commercial building system products, including fire alarm, low voltage, and fire protection systems.
• Achieve order intake and gross margin goals, as well as annual quota assigned and agreed upon by the Sales Manager on a consistent basis after the initial ramp-up period.
• Demonstrate strong customer service skills and the ability to build customer relationships through consultative selling and promoting customer confidence in Sciens.
• Search for and qualify opportunities on an ongoing basis; follow up with prospects in a timely manner.
• Conduct post-installation follow-up by contacting customers, ensuring commitments are met, and affirming customer satisfaction once the customer has purchased additional equipment and services.
• Perform needs assessments, develop sales proposals, estimates, specifications, and presentations.
• Provide accurate forecasts of activity and potential sales.
• Maintain an in-depth knowledge of the complete line of products/services and customers’ issues and needs through in-house training, networking, and research.
• Utilize approved marketing materials to present sales presentations and proposals to prospects, ensuring the customer understands our value proposition, positive features, and advantages of our products and services over those of the competition.
• Independently establish call plans and customer follow-up strategies and tactics; consistently apply time and territory management techniques.
• Work with operations, finance, legal, and other inside and outside resources as needed to obtain sales.
• Develop and execute tactical sales strategies, including an account management plan for the existing territory customer base.
• Manage the entire sales process, including uncovering the opportunity, developing a service solution/value proposition, preparing the proposal, creating the contract, negotiating terms, closing opportunities, and providing ongoing customer service for upgrades and add-on opportunities.

Requirements

• Bachelor’s degree preferred. Candidates with a combination of education and experience will also be considered.
• Consistent sales performance and ability to organically grow business by providing incremental solutions to the existing client base.
• Demonstrated experience achieving and/or exceeding sales quotas for 2-5 years.
• In-depth understanding of fire alarm, low voltage, and/or fire protection systems, installation, and testing.
• Technical aptitude with understanding of drawings and codes.
• Experience selling technical solutions and services through an established client base.
• Effective communication skills and ability to present before broad audiences.
• Strong negotiation skills and competitive spirit.
• NICET-certified preferred.

Benefits

• Competitive salary based on qualifications.
• Paid time off plan and holidays.
• 401(k) matching.
• Short-term and long-term disability.
• Medical, dental, and vision plans with options.
• Life insurance.
• Company cell phone, laptop, and vehicle allowance.
• Professional career development opportunities.
• Tuition reimbursement.