Account Executive

Job content

Position Purpose

The Account Executive (AE)will be responsible for driving increase in sales revenues by the identification and execution of new business territory opportunities and growth within a portfolio of assigned Shred-it regional customers to achieve set targets. Targeting primarily with customer prospects either new or lapsed to Shred-it the AE will provide complete and appropriate shredding solutions for every prospect to boost top-line revenue growth, customer acquisition levels and profitability . They will also target the renewal, retention and growth of the revenue within their assigned portfolio by managing the ongoing relationships and liaising between customers and cross-functional internal teams to ensure the timely and successful delivery of our solutions according to customer needs. The AE will work within a defined sales territory that closely aligns with Inside Account Executive (IAE) territory and is expected to work closely with the IAE on growth and retention strategies within that territory by providing complete and appropriate shredding solutions for every prospect to boost top-line revenue growth, customer acquisition levels and profitability.

Key Job Activities

Present, promote and sell the Shred-it service to new and lapsed prospects by identifying new opportunities within the defined territory area, attending pre-booked sales appointments, and using the Shred-it sales process and defined pricing and policies of Shred-it EMEA, gain new contracts.

Manage existing client relationships within the assigned portfolio by attending pre-booked client care appointments and using the Shred-it sales process and defined pricing and policies of Shred-it EMEA, retain and grow the portfolio revenue in line with company expectations.

Use SFDC and other company defined IT systems to effectively manage pipelines, report activity, track sales, send contracts to clients, book appointments and communicate both internally and externally in a professional manner.

Works closely with immediate local, strategic and inside sales colleagues, sales and marketing leadership teams, as well as regional Operations, Client Services, IT, and other team members to enhance the service offering available to new and existing customers.

Attend internal meetings and trainings fully prepared with relevant current data on market opportunities, promoting a positive and professional Sales attitude in the office and on calls to ensure the high standards required by Shred-it for customer service, security, and environmental consciousness are maintained.

Follow the Shred-it policies for team members, especially but not limited to the Commercial DOA, Pricing book, SFDC policies, Tender and bidding processes and standard codes of Ethics and Health and Safety that ensure Shred-it is a great place to work for all team members.

Carry out market research and maintain knowledgeable about the shredding market in the defined territory, including awareness of competitor activity and new legislation, sharing with your team members and sales leadership teams as appropriate.

Education

Experience (EMEAA):

Ability to demonstrate the use of basic sales skills especially but not limited to listening, questioning, summarising, providing, negotiating, closing and handling customers concerns.

Industry Relevant Sales Experience Is Preferred But Not Essential.

Demonstrable track record of driving sales growth in a new business or territory management role.

Strong relationship, account management, communication, problem solving, negotiation and interpersonal skills.

Demonstrates the ability to work in a matrix environment working closely with Sales colleagues in internal, regional and strategic teams as well as operations, marketing, sales operations, finance, bid team and safety and compliance to achieve the business’s goals.

Able to understand Sales related IT systems (Salesforce.com) and use them effectively to manage pipelines and sales activity.

Disclaimer

Certifications and/or Licenses:

The above description is meant to provide a summary of the nature and level of work being performed; it should not be construed as an exhaustive list of all responsibilities, duties and requirements of the job or person. This document does not create an employment contract, implied or otherwise. Stericycle will consider requests for workplace accommodations for protected physical or mental limitations in accordance with its human resources policies and local laws.To the extent permissible under local law, and consistent with business necessity, Stericycle reserves the right to modify the content formally or informally, either verbally or in writing, at any time with or without advance notice.