SALES ACCOUNT MANAGER

About the Role

This position is responsible for growing our business by strengthening partnerships with existing accounts and expanding sales opportunities with a high level of account support activities. The focus will be on providing solutions to clients utilizing resources from all YGS business units. The Sales Account Manager will engage with decision-makers of ideal existing and potential clients to gain an understanding of their business objectives to promote our products and service offerings and how they create value for their organization. This position will continuously look to strengthen business relationships by analyzing and creating solutions for existing clients' business communication requirements and is responsible for satisfying or exceeding sales growth goals.

Essential Functions

• Responsible for cultivating and expanding sales with existing accounts to a variety of business-to-business market segments.
• Develop and implement strategies that include presenting new products and services, existing client awareness activities, and establishing relationships with decision makers.
• Develop and implement strategies for achieving sales growth, revenue quotas and maximizing long-term account revenue opportunities.
• Utilize skills to research and cultivate new business opportunities within existing client base.
• Engage decision makers within our existing client base to gain an understanding of their business objectives to promote our products and service offerings.
• Set appointments, overcome objections, sell new clients on the value of our products and services and not on low pricing, offer alternatives, and close the sale.
• Coordinate and collaborate with Sales Executives and Account Managers to onboard and manage projects.
• Develop and deliver new client presentations, demonstrations, and proposals, highlighting the value that we bring to their marketing and advertising needs, utilizing the product and/or technical resources as needed.
• Works collaboratively with estimating teams to prepare client estimates so the client has a clear understanding of the scope of work covered and the limitations of the activity.
• Serves as the first line of contact for existing client base.
• Follows up on outstanding new opportunities and seeking to close.
• Facilitates smooth onboarding and handoff process from Sales Executives for new business.
• Maintains records of all sales activities in sales database, CRM tool (Salesforce).
• Watches for changes in the market area to stay ahead of activity that may produce changes in print communication needs.
• Offers management suggestions for more efficient marketing activity, marketing materials, and potential specials or events to promote.

Education

• High school diploma or GED required.
• Bachelor's degree in Business Administration, Sales and Marketing, Print and Graphic Communications, or related field, preferred, and/or, an equivalent combination of education, training, and on-the-job experience, required.

Skills & Experience

• Knowledge of one or more of the following: offset printing, digital printing, custom online storefront development, custom data integration, variable data, print solutions, direct mail, and warehousing/fulfillment services required.
• Knowledge of data management, marketing, advertising, and promotions is beneficial.
• Knowledge of principles and processes for providing customer services. This includes conducting assessments of customer needs, meeting quality standards for services, and evaluating customer satisfaction.
• Knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.
• Skilled in bringing others together and persuading them to reconcile differences.
• Skilled communicator, able to share ideas, information, and concepts in a variety of presentation settings, relying on excellent oral and written communication skills.
• Skilled problem-solver, able to identify and propose impactful service solutions for potential and current clients.
• Effective prospecting via research, marketing automation, telephone, or other media to set in-person appointments.
• Proficient use of Microsoft Office and Outlook, including PowerPoint.
• Proficient use and knowledge of CRM systems such as Salesforce.
• Skilled in the use of virtual meeting platforms.
• The ability to listen to and understand others without interrupting and communicate information and ideas to others.
• The ability to read and understand information and ideas presented in writing.
• The ability to effectively communicate at industry events and local business events and professional associations.
• Able to effectively cross-sell and upsell products and services.
• Able to easily absorb and retain product and industry knowledge.
• Dedication and commitment, able to work outside of normal business hours, as needed.
• Must have at least 1-2 years outside business-to-business sales experience, preferably in the printing and graphic communications industry.
• Previous experience with selling variable data, offset, digital, wide format and/or other printing services, direct mailing, and/or fulfillment services, preferred.
• Will consider an individual with previous account management experience within the print industry, and a possibilities mindset and determination to succeed.
• Valid driver's license and reliable transportation required.
• Driving regularly to conduct business and meet with potential customers and existing customers.
• Attendance of meetings and YGS-related events will be required, as needed.
• This position may require regular travel, approximately 30% of the total hours throughout the local area, to visit potential client sites and existing client sites, as necessary.
• This position may require occasional distance travel and overnight stays of approximately 10% of total hours to attend trade shows, conferences, and industry events whereby YGS is attending, presenting, or exhibiting.

Physical Requirements

• Constantly operates a computer/laptop and other office productivity machinery, such as a calculator, copy machine, computer printer and phone system.
• Needs to occasionally move around inside the office to access file cabinets, office machinery, etc.
• Must be able to remain in a stationary position 90 percent of the time.
• Talking; especially where one must frequently convey detailed or important instructions or ideas to others. Will be required to have conversations by phone and in person with individuals and groups.
• Works for prolonged periods on a computer.
• Must be able to ascend and descend stairs.
• May be required to lift to 10 pounds routinely and up to 20 pounds occasionally.
• The environment is considered to contain low/medium noise levels.
• The environment is not exposed to extreme changes in temperatures or weather conditions.
• Additional hours of work as dictated by the needs of the business.