Account Executive, Outside Sales - Distribution

At Advantive, we make purpose-built software for specialty manufacturing and distribution businesses that streamline complex processes, optimize operations visibility and throughput, and drive improved quality, profitability, and revenue growth. Deeply embedded in our customers’ businesses, Advantive’s software solutions add value along the full manufacturing and distribution lifecycle.

Our customers, who include corrugated and packaging manufacturers, equipment and supply wholesale distributors, and automotive and other specialty manufacturers, benefit from our solutions that have been honed over decades in the marketplace. We know our customers’ businesses intimately and deliver software to address their needs.

Summary

The Account Executive, Outside Sales reports to the RVP, Outside Sales, and is responsible for selling our products and services, in an assigned geographic territory within the medium and large enterprise market. You will be responsible for cultivating and nurturing sales opportunities while achieving quarterly sales objectives associated with the sale of our software and associated services. AEs are accountable for proactive prospecting as well as qualifying and pursuing marketing-generated and BDR-qualified leads. This is a hunting role that requires mastery of the entire sales cycle, including developing relationships at all levels within our prospective customers’ businesses. You will be responsible for understanding our product offerings and competitive landscape and identifying new business opportunities by creating and implementing territory sales campaigns.

Key Responsibilities

• Identify, nurture, and close opportunities to achieve monthly and quarterly new business quotas
• Research prospects, identify key decision makers, and generate interest for our products and services
• Build and maintain a territory business plan
• Generate new sales opportunities through inbound lead-follow up, industry networking, and outbound calls, emails, and social connections
• Partner closely with the Business Development team (BDRs) to align on messaging and run campaigns to prospects within your territory aimed at driving pipeline growth and bookings
• Conduct engaging product demonstrations and presentations to illustrate the value proposition of our portfolio to prospective customers
• Participate in marketing events including conferences, social networking, and webinars
• Identify business opportunities and map appropriate solutions to client requirements
• Record all sales activity in CRM (Salesforce)
• Build relationships and maintain communication and ongoing contact with prospects in territory
  
  

Competencies

To perform the job successfully, an individual should demonstrate the following competences:

• Prospecting - Excellent ability to identify and engage potential new customers
• Communication - Strong verbal and written communication skills, capable of effectively presenting our portfolio and engaging with potential customers at all levels of their business
• Adaptability - Agile in adjusting strategies and approaches in a dynamic sales environment
• Analytical - Skilled at using data to inform decisions and improve sales performance
• Team Collaboration - Ability to work collaboratively with other sales team members, marketing, product teams, customer success, and account management to ensure a cohesive customer experience
• Sales Execution - Proven capability to navigate the sales process from start to finish with a high conversion rate
• Mental Agility - Must have a keen intellect and be comfortable with complexity; adept at tackling new challenges and solving problems
  
  

Qualifications

• 2+ years of successfully exceeding quota in software sales and/or SaaS sales
• Manufacturing and/or Distribution Industry experience
• Understanding of enterprise SaaS software delivery
• Experience in a Multi-Solution, Multi-Product selling environment
• Proven experience building pipeline in a hunting role
• Experience in producing accurate, reliable sales forecasts within territory
• Excellent written and oral/presentation skills
• Strong computer and CRM (Salesforce.com) proficiency
• Ability to engage and demonstrate value at all levels from mid-manager to C level
• Knowledge of the full life cycle of the sales process from prospecting to close
• Ability to problem solve and use consultative selling skills
• Excellent communication skills in English with high level decision makers: ability to listen to clients' needs and clearly communicate solutions in response to them
• Autonomous self-starter
• Ability to travel up to 50%