Client Development Executive Job in Richmond 23228, Virginia Us
Client Development Executive is responsible for meeting and exceeding annual sales quotas by developing new higher education accounts within a defined named account or geographic territory. You will manage the complete sales cycle, including prospecting, lead qualifying, identification of business requirements, articulation of the value proposition, RFP management, group presentations, pricing, proposal development, and closure of the sale. You must possess the ability to find and close new business opportunities!
- Meet and exceed your annual sales quota
- Develop new business opportunities within a defined named target account or geographic territory within the United States
- Candidate must be able to manage the complete sales cycle, including prospecting, lead management and qualification, identification of business requirements, solution development, presentation, proposal development, negotiations and closure
- Work closely with the other members of the client development team, as well as other supporting teams, to identify key business goals and drivers and prescribe the appropriate Royall Company program to fulfill the customer requirement
- Create concise solution proposals and/or answer qualified RFP's
- Coordinate with Royall Company account teams, data analysts, the Dean of Strategic Enrollment Management and Accounting to deliver a comprehensive solution proposal to prospective clients
- Maintain clear understanding of how existing customers are using Royall Company programs
- Form and perpetuate durable business partnerships and relationships which will promote the long-term success of Royall Company
- Manage ongoing relationships with existing clients to identify potential referrals
- Managing territory and prospecting efforts via Royall Company's SF.com system to automate and track efforts
Minimum Qualifications:
Knowledge, Skills, and Abilities:
- Bachelor's degree in a marketing related field.
- 5-10 years of enterprise sales experience, selling marketing solutions, software or products/services that have a high dollar value and carry a premium price (minimal discount). Product preferred to be intangible, such as marketing services, professional services, application software, strategic IT services, strategic IT technology
- Experience selling sophisticated solutions - Marketing services, software or professional services to higher education accounts strongly preferred
- Demonstrated experience managing sales to large committees, over the course of several months or multiple fiscal cycles
- Demonstrated, consistent success in achieving an annual quota of $2M+
- Successfully closed individual deals of $500,000 or greater with multiple products and the decision effects multiple business owners across the account
- Sold products/services to high level executives (CEO, President, CIO, Chancellor, Provost, EVP Operations, General Manager, CFO) on the business/administration side of the account
- Experience in selling into Higher Education or Government sectors is highly desirable
- Experience in business process reengineering is desirable
- Technical selling background, with current understanding of Client Server, SQL Relational Database, Microsoft BackOffice and ERP is helpful
Competencies:
- Prospecting and meticulous follow-up
- Strong written and verbal communication skills, proficient at MSFT Outlook, Excel, Power Point, and Webex are a must
- Use of a CRM or sales management software such as Salesforce.com
- Fundamental knowledge of "solution selling" is required
If interested, please apply online at http://track.tmpservice.com/ApplyClick.aspx?id=1303927-1789-1772
August 13, 2010
• Tags: Client Development Executive Job in Richmond 23228, Virginia Us • Posted in: General