Senior Account Executive

About the role

Industrial Info Resources, the leading market intelligence firm in the US, is seeking a motivated Account Executive to join our South-West sales team.

Why IIR?

• Impactful Work: Contribute to the success of our clients and drive industry advancements.
• Global Reach: Work with a diverse range of clients and colleagues worldwide.
• Innovative Environment: Join an adaptive company that values creativity, initiative, and continuous improvement.

Position Summary

Responsible for completing sales activities such as generating and following up on sales leads, creating proposals, cold calling, and attending tradeshows. Demonstrate sales leadership and interact with customers in general account management activities.

Position Qualifications

• Active Listening - Ability to actively attend to, convey, and understand the comments and questions of others.
• Ambition - The drive to achieve personal advancement.
• Autonomy - Ability to work independently with minimal supervision.
• Business Acumen - Ability to grasp and understand business concepts and issues.
• Communication, Oral - Ability to communicate effectively with others using the spoken word.
• Communication, Written - Ability to communicate in writing clearly and concisely.
• Customer Oriented - Ability to take care of the customers’ needs while following company procedures.
• Goal Oriented - Ability to focus on a goal and obtain a pre-determined result.
• Leadership - Ability to influence others to perform their jobs effectively and to be responsible for making decisions.
• Negotiation Skills - Ability to reach outcomes that gain the support and acceptance of all parties.
• Persistence - Ability to complete tasks or continue in a course of action in spite of opposition or discouragement.
• Presentation Skills - Ability to effectively present information publicly.
• Sales Ability - Ability to use appropriate interpersonal styles and communication methods to gain acceptance of a product, service, or idea.
• Technical Aptitude - Ability to comprehend complex technical topics and specialized information.

Job Qualifications

• Reach or surpass new sale quotas and renewal ratios set for the account executive position.
• Contact new and existing customers to discuss their needs, and to explain how these needs could be met by specific products and services.
• Answer or delegate customer inquiries from assigned sales region about products, prices, availability, product uses, and credit terms.
• Quote and negotiate prices, credit terms and other terms of sales and service agreements.
• Identify prospective customers by using business directories, following leads from existing clients, participating in organizations and clubs, and attending trade shows and conferences.
• Prepare or delegate preparation of sales contracts for new and renewal orders, submit orders for processing and arrange for billing.
• Lead collaboration with colleagues to exchange information such as selling strategies and marketing information.
• Prepare and deliver sales presentations, emails and proposals that explain product specifications and applications.
• Demonstrate and explain the operation and use of products. Train or delegate training (remotely and onsite) of individual client users on web tools and product usage by delivering clear and easy class instructions, communicating difficult concepts well, and maintaining professional presentation skills.
• Attend sales meetings and tradeshows (up to 50% travel), and read related publications in order to obtain information about market conditions, business trends, and industry developments.
• Complete expense reports, sales reports, and other paperwork.
• Complete product and development training as required. Successfully pass related certification exams.
• Maintain customer records using automated systems and keep records of customer interactions and transactions, recording details of inquiries, complaints, and comments, as well as actions taken.
• Check to ensure that appropriate changes were made to resolve customers' problems.
• Provide feedback to company's production department and marketing team so that products can be tailored to clients' needs.