The Sr. Sales Executives focus on selling to current customers (cross selling new services, new locations and up selling) through prospecting, networking and executing on marketing initiatives to increase our footprint within their assigned territory resulting in revenue growth and quota attainment. The Sr. Sales Executives will be supported through National Accounts to uncover additional customer needs, for customer on boarding, reviewing and solving customer issues.
Assess assigned customer's current and potential needs. Position and illustrate alternative ways of creating the real value of DMG's total solution offerings for customers through assessing their problems or opportunities and highlighting DMG's areas of strength, competitive pricing, customer satisfaction and competitive advantages within each existing account. Increase the net revenue stream, build customer relationships through strategic conversations to understand organizational business objectives and goals, key customer decision maker(s) to structure partnership strategy as it relates to customer requirements. Ensures frequent communication to enable superior customer satisfaction and to keep customers educated on emerging industry trends related to customer's organizational information management needs. Employs appropriate methods of persuasion when soliciting agreement.
Continuously expanding existing relationships of assigned accounts.
Responsible for identifying, selling and closing new areas of opportunity, securing resources and driving sales process to assist in scoping and pricing for special projects within assigned accounts.
Partner with the customers on renewals and work through any RFP process by identifying gaps in current contract in place and understanding customer needs in order to successfully renew the contract.
Keep up to date on activity within industry associations in the market to increase DMG awareness.
Must have a strong background and knowledge of strategic account management, sales process and solution selling
Minimum of four years of direct sales experience in the services-based industry or equivalent
Must have the proven ability to translate the customer need(s) into solution requirements through creating powerful value propositions and negotiation skills
Have the ability to influence and negotiate through proven sales skills and needs identification by aligning unique insights to key customer priorities
Must exhibit excellent written, oral and presentation skills through power messaging
Encompasses strong interpersonal, planning, analytical skills and business acumen for effective decision making
Be able to make business decisions and think in broad terms, considering the impact to the entire company
Ability to team effectively at all levels of DMG and customer personnel (to include c-level) on a wide range of topics and issues
Experience in complex sales organizations
Possess a thorough understanding of strategic selling methodologies
Divisions Maintenance Group is an equal opportunity employer