Sales Executive

JOB TITLE: Sales Executive - US

POSITION SUMMARY

The primary role of the Sales Executive is to attract new clients throughout the US, penetrating Vixxo’s target vertical markets. The Sales Executive is responsible for identifying prospective clients, evaluating their position in the industry, researching, and analyzing sales options, then to convert these prospects into new client acquisitions.
The optimal Sales Executive candidate will embody an outcome-selling approach and be able to establish a deep understanding of customers’ business needs. S/he can masterfully translate the identified customer outcomes to Vixxo’s solution and technology footprint to create customer value and gain sponsorship from prospective customer CXO’s to pursue a business relationship. Sales Executives must gain a thorough knowledge of the market, the solutions/services the Company can provide, and develop a deep understanding of the competitive landscape.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.

1. Build a qualified pipeline of new client opportunities. Gain sponsorship from CXO’s/customer authorized decision-makers to commit to invest the necessary resources to understand how Vixxo’s offerings align to the desired outcomes
2. Progress key opportunities through the pipeline (from prospecting through to close) while ensuring a professional sales experience for customers during all aspects of sales process and touch points including formal meeting agendas, formal follow-up stating sequence of events and next steps in writing, and issue resolution in a timely fashion
3. Establish a deep understanding of customer’s business needs, leveraging an outcome-selling approach. Build and develop relationships with customer’s decision makers. Establishes proficiency on Vixxo offerings, knowledge of industry, and competition within 6 months of onboarding.
4. Formulates winning proposals based on a cohesive strategy and collaboration with Vixxo’s internal commercial functions
5. Maintain Vixxo CRM systems (Salesforce.com) with strict adherence to Vixxo’s sales process. Regularly report on opportunity development/progression and provide regular forecasting to SVP, Sales
6. Develop sales strategies, design presentations, present winning solutions and write proposals that leverage our value proposition to address client requirements and objectives. Work collaboratively with the internal support teams to win in the marketplace.
7. In partnership with marketing, build proactive demand generation initiatives that include identifying opportunities for targeted campaigns, client events, and executive client meetings with CXO’s to sell the value of our managed services offerings that lead to multi- year managed services engagements year managed services engagements. 

QUALIFICATIONS AND EXPERIENCE

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. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• 10+ years background and proven track record in identifying clients and closing deals in a complex sales environment within Facilities Management.
• Experience identifying and building relationships with senior level decision makers.
• Strong executive presence; known for building relationships at multiple levels of organization, including with key influencers.
• Proven record of building robust pipelines through growing, maintaining and leveraging personal and professional networks.
• Proficiency in English
• Excellent knowledge of MS Office

OTHER SKILLS AND ABILITIES

• Large, complex engagement selling experience, managed services selling experience.
• Appropriate industry experience (grocery, retail, restaurants, convenience stores),
• Strong business and financial acumen.
• Ability to handle objections by clarifying, emphasizing common ground, and working through challenges
to a positive conclusion
• Experience in uncovering and developing complex services solutions. Proposal management /
development experience, complex contract negotiating experience and strong client executive
relationship management skills.

EDUCATION, CERTIFICATES, LICENSES, REGISTRATIONS
EDUCATION REQUIREMENT

• Bachelor’s degree or equivalent experience

• MBA or equivalent preferred

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the employee is regularly required to sit for extended periods of time and use hands to operate computer keyboard and telephone. The employee is occasionally required to stand, walk, and reach with hands and arms. The employee must occasionally lift and/or move up to 15 pounds. Specific vision abilities required by this job include close vision, and ability to adjust focus

TRAVEL

The position requires travel. The annual rate of overnight travel is up to 80%.

WORK ENVIRONMENT

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
The work is primarily performed in a typical office environment. The noise level in the work environment is usually moderate.
For the most part ambient room temperatures, lighting and traditional office equipment as found in a typical office environment.

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