Principal Account Executive

About the role

The Principal Account Executive is responsible for generating revenue by representing Sourcewell's Enterprise Solution team. This position is directly responsible for reaching profit and margin goals by developing strong relationships with key and targeted agency accounts and serving as a trusted advisor. This position will be actively involved in the management, retention, and growth of assigned agency accounts. This person will serve as a mentor and trainer to others in the team and will represent Government Accounts at internal and external meetings.

Responsibilities

• Ensure quality service and growth by managing a portfolio of complex agency relationships and/or mentor a small team of account representatives/executives.
• Develop and implement relationship management plans for complex existing agency accounts to identify and build relationships with relevant decision-makers and influencers within the agency and to enable effective two-way flow of information and resolution of issues.
• Manage ongoing relationships with identified agency segments to ensure their needs are met.
• Use personal expertise to identify the complex standard solutions offered by the organization that meet the agency's needs, together with quantities and product configurations. Present these to the agency with a clear rationale and explanation of the solution alignment with the agency's objectives.
• Set clear objectives for each call or meeting; tailor standard materials to make presentations to decision-makers and influencers within the agency; and ask targeted questions to assess interest and identify areas needing further clarification.
• Collaborate internally and work as the agency champion in cross-functional teams to build strong external relationships.
• Develop a personal network within the assigned territory and represent the organization at events to identify opportunities, promote the organization, and enhance its reputation.
• Enter client information that has been gathered through research and/or through direct agency contact into the CRM system, to ensure that the organization has quality data to enable effective retention and organization development activities.
• Maintain and renew a deep knowledge and understanding of the organization's policies and procedures and of relevant regulatory codes and codes of conduct, and ensure own work adheres to required standards. Or identify, within the team, patterns of noncompliance with the organization's policies and procedures and with relevant regulatory codes and codes of conduct, taking appropriate action to report and resolve these and escalating issues as appropriate.
• Develop own capabilities by participating in assessment and development planning activities as well as formal and informal training and coaching; gain or maintain external professional accreditation, where relevant, to improve performance and fulfill personal potential.
• Maintain an in-depth understanding of technology, external regulation, and industry best practices through ongoing education, attending conferences, and reading specialist media.
• Other duties as assigned.

Qualifications

Required:

• Bachelor's degree in a related field, OR a combination of post-secondary training, professional education, and related experience equivalent to four (4) years.
• Six (6) years of demonstrated experience within military installations including purchasing, administration, or other directly related experience; of which the total years of experience include:
  • Experience working with or within military installations or command.
  • Experience in sales, business development, or strategic account management focused on military clients.

Preferred:

• Seven years of U.S. military service
• Previous experience with U.S. Navy, Marine Corps, or Army preference in installation management.
• Experience in change management and guiding organizations through evolving DoW priorities (e.g., lethality, sustainability, or resilience)
• Knowledge of Intergovernmental Support Agreements (IGSAs)
• Familiarity with Defense Federal Acquisition Regulations (DFARS)
• Knowledge of Department of War (DoW) funding allocation
• Comprehensive ability to understand Department of War (DoW) budgets and forecasting
• Understanding of emerging military installation priorities (e.g., energy resilience, housing, installation operations, smart infrastructure)

Pay

Annual salary range: $114,320 – $142,900. This range reflects the minimum to midpoint of the grade. Salary may exceed the midpoint and will commensurate with experience.

Schedule

Full time (40 hours per week). This is a remote position, subject to Sourcewell's telecommuting policies and procedures. Must be able to meet travel requirements, approximately twelve (12) times per year including occasional travel to Staples, MN for meetings, professional development or team activities. Notice will be given ahead of time.

Location

This position will support the Southwest region of the United States and preference will be given to candidates who reside in Arizona, New Mexico, Nevada, Oklahoma, Texas or Utah.