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Strategic Account Executive

Company: Corovan Corporation
Location: Fullerton
Posted on: November 26, 2022

Job Description:

SUMMARY:

The Strategic Account Executive reports to the Sales Manager. This position is responsible for increasing revenue by selling facilities support, moving and storage services to large enterprise clients. The Strategic Account Executive works with existing clients, and establishes relationships with new clients. The Strategic Account Executive is responsible for pursuing long-term contracts with large enterprise clients in both the northern and southern California regions. This position requires expertise and knowledge required to navigate a complex sales process. This position may oversee a designated project consultant and mentor junior sales representatives.

Sales Representative Service Lines are:

Facility Support Services to support the daily, ongoing needs of large enterprise clients

Office and Industrial Moving, with a specific emphasis on project work and repetitive office and industrial moving business in assigned market.

Warehousing, with a specific emphasis on repetitive accounts with revenue opportunities in warehouse labor and storage at Corovan facilities.

Logistics, with a specific emphasis on serving accounts that have: one-time and repetitive long distance office relocation, or electronic and other high value product transportation needs, Office and industrial moving, and Commercial warehousing needs outside of the Corovan service areas.

An integral part of a successful outcome is partnering with all departments for an end goal of customer satisfaction resulting in company success.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

Business Development Activities:

Cultivate relationships with the largest employers, as identified by your own research and as directed by sales management.
Work with Corovan's internal business development team to call on the largest strategic accounts in our markets throughout the state.
Sell facilities support services and MAC in addition to other Corovan services.
Identify all applicable business opportunities within each target account.
Call on channel partners and related facilities support vendors including national real estate businesses and facilities outsource providers.
Encouraged to initiate and/or participate in lead exchange groups. Also, initiate relationships with individual lead exchange partners from related industries.
Cold call project leads and set sales appointments.
Conduct site surveys for the purpose of scoping projects, estimating costs and developing client proposals.
Develop proposals for new and existing clients.
Present proposals and project plans to clients.
Consistently follow up with clients on open and pending proposals.
Encouraged to participate in industry trade associations, at their direction of sales manager.
Research and qualify prospects that are large employers with an ongoing requirement for Corovan services.
Cultivate relationships individual contacts of the large employers, including facilities managers, procurement professionals and project managers.
Conduct ongoing sales campaigns, setup meetings with contacts and identify opportunities.
Respond to information requests including RFPs, RFI's, inquiries and vendor onboarding documents.

Account Management:

Scope, budget and quote client projects using Corovan's order entry system.
Consult with clients on move projects.
Provide project preparation, planning and training services to clients.
Conduct move training presentations with client employees.
Provide detailed and precise move plans and work order instructions.
Coordinate project details with Corovan transportation team and respond promptly to inquiries.
Manage client inquiries.
Participate in collection activities, when requested by management.
Negotiate contract details, rate increases and track profitability.
Monitor customer satisfaction ratings follow up with clients on service issues.
Follow company procedures in processing client projects and work requests.
Document change orders and assist with collections when directed by Sales Manager.
Provide customer service and follow up to ensure customer success.
Regularly visit jobs in progress to engage with the client and Corovan team members.
Account administration activities, managing PO's, follow thru on claims and change orders.
Conduct internal account reviews of current accounts at the request of management.
Introduce new services including technology applications with clients.
At the request of sales management, conduct business reviews with clients, develop client reports and track action items.
Engage in rapport building activities with clients.
Account administration activities, managing PO's, follow thru on claims and change orders.
Share industry best practices and innovation with client on a regular basis.
Track relevant contract details including contract expirations, amendments, extension and modifications to SOW.

Customer Relationships:

Perform Account Management services, including but not inclusive of: perform walkthroughs for survey/estimating purposes for large projects, and provide a detailed scope of work for the client and for Corovan Coordinators, and manage and properly communicate expectations, both for and of the Client; Professionally answer/address Client questions, concerns and escalate issues when necessary; Identify all buyers and decision influencers; Identify all future buyers; Develop relationships with Strategic personnel at accounts; Cross-sell all Corovan services.
Strategically partner with all internal departments of Corovan to ensure Client success, which includes, but not limited to, scope of work, change orders, communications from customer, collections, billing issues and concerns.
For new business within California, meet with Clients to explain operations, security and processes for transportation and warehousing.
Compile competitive information and formulates competitive strategies and programs designed to grow revenue.
Properly communicate, in detail when necessary, with clients, contractors operations, and other sales representatives the details of the move and changes to Scope.
Makes in-person or virtual calls on Strategic accounts, and perform other client relationship improvement activities on a consistent and relevant basis. When necessary, assist with the kick-off of work being performed at job sites.
Assist with Trade Show activities, e.g., booth set up, booth assignments, organize appointment schedule, booth break down, and show follow up.
Interact with Clients in person, virtually, and via telephone and email to ensure complete customer satisfaction in all matters related to the services rendered by Corovan.

Training and Development:

Become proficient on the company's chosen Contact Management Software (CMS), and then utilize the software program daily to manage the sales process and efficiently generate new business (current CMS is ).
May be required to participate in Six Sigma projects.
Promote Corovan's Mission and Vision Statements.
Continuously promotes compliance with company policies and procedures.
Maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks.
Committed to diversity, respectful workplace, developing employees and leadership. By example and actions, this position promotes fair and exemplary people practices.

QUALIFICATIONS:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required.

COMPETENCIES:

PROBLEM SOLVING AND DECISION MAKING SKILLS - Organization skills, attention to details, and the ability to prioritize in a changing environment.

MATHEMATICAL SKILLS - Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals.

REASONING ABILITY - Ability to apply good business judgement to complex customer situations. Ability to deal with problems involving several concrete variables in standardized situations.

CUSTOMER SERVICE - Manages difficult or emotional customer situations well; responds promptly to customer needs; solicits customer feedback to improve service; responds to requests for service and assistance; meets commitments. Excellent follow-through skills.

COMMUNICATION AND INTERPERSONAL SKILLS - Ability to communicate effectively to customers and coworkers. Focuses on solving conflict; listens to others and seeks to understand; keeps calm and professional; remains open to others' ideas and tries new things.

TEAMWORK - Assisting Sales Manager, balances team and individual responsibilities; exhibits objectivity and openness to others' views; gives and welcomes feedback; contributes to building a positive team spirit; puts success of team above own interests; able to build morale and group commitments to goals and objectives; supports everyone's efforts to succeed.

INDUSTRY EXPERTISE - Ability to learn procedures in moving, including all the steps in a customer pre-move meeting, post destination signage and communicate all standard move and install protocol to the customers and crews. Must be familiar with the O&I (Office & Industrial) move process.

CONTRACT DEVELOPMENT - Able to outline Strategic variables in a contract and propose solutions for customers. Ability to deal with confidential and sensitive material.

SYSTEM KNOWLEDGE - PC skills including proficiency Microsoft Excel and Microsoft PowerPoint.
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Keywords: Corovan Corporation, Fullerton , Strategic Account Executive, Other , Fullerton, California

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