[Hiring] Account Executive @Performance Services

Role Description

PSI is looking to add a Business Development Manager (Account Executive) to focus on selling new commercial construction, infrastructure improvements, and/or HVAC upgrades or retrofit projects to K-12 school districts throughout northeast Ohio. This individual will work directly with the school district's main decision-makers (Superintendents, CFO, Business Officers, etc.).

• Responsible for creating/developing relationships to help win new business & expand existing accounts.
• Involved in executing strategic selling initiatives, as well as planning and executing bid and proposal activities.
• Collaborates with Project Engineers and Project Managers for synchronized efforts to accomplish business development and sales objectives.

Qualifications

• Experience calling on end users and capable of building trust and rapport.
• Able to manage a complex sales cycle.
• Good understanding of different funding mechanisms, as well as the RFQ & RFP process.

Requirements

• Builds sufficient pipeline to meet or exceed annual sales goals.
• Develops and uses strategies and pre-call plans to maximize sales call effectiveness.
• Qualifies early and disengages from deals that aren’t a fit for PSI or the customer.
• Cultivates relationships to win new business and expand existing accounts.
• Orchestrates the appropriate PSI & customer resources to take control of the deal.

Benefits

• Very competitive base salary.
• Strong commission structure (with no cap!).
• Covers 100% of health insurance premiums.

Duties, Tasks, and Responsibilities

• Sales Planning and Execution
• Builds sufficient pipeline to meet or exceed annual sales goals.
• Develops and uses strategies and pre-call plans to maximize sales call effectiveness.
• Qualifies early and disengages from deals that aren’t a fit for PSI or the customer.
• Cultivates relationships to win new business and expand existing accounts.
• Orchestrates the appropriate PSI & customer resources to take control of the deal.
• Sales Knowledge
• Tailors the sales message to resonate across multiple buying audiences.
• Conveys industry & technical expertise with decision makers and influencers.
• Educates customers on ways to improve their business (“Commercial Teaching”).
• Designs strategic and creative business solutions in collaboration with the team.
• Teaches for differentiation to justify PSI methodologies and to handle objections.
• Customer Interaction
• Generates an emotional attachment to PSI’s value with decision makers & influencers.
• Uses insightful discovery questions to identify and influence business needs.
• Challenges customer’s conventional thinking to create new opportunities.
• Crafts business justifications that address financial responsibilities to the community.
• Creates compelling events & navigates customer through a committee buying process.