JOB TITLE: IFM/Projects Sales Executive
POSITION SUMMARY:
The primary role of the Sales Executive is to drive net new business throughout the US, penetrating Vixxo’s target vertical markets (Convenience / Grocery / Restaurants / Retail). The Sales Executive is responsible for leading a vertical market(s), identifying prospective clients, evaluating their position in the industry, researching and analyzing sales options/messaging, collaborating with marketing and sales operations, and converting these prospects into new business.
The optimal Sales Executive will embody a consultative selling approach and be able to establish a deep understanding of customer's business needs. They can masterfully translate the identified customer outcomes to Vixxo’s solution and technology footprint to create customer value and gain sponsorship from prospective customer CXOs to pursue a business relationship. Sales Executives must gain a thorough knowledge of the market and solutions/services the Company Vixxo provides. Develop a deep understanding of the competitive landscape.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
- Identifying, pursuing, and selling solutions in the Facility Management space, e.g., Integrated Facility Management, Trades, and Projects.
- Growing your industry portfolio YoY.
- Developing the opportunity pipeline, qualifying high-priority deals, and winning new business in line with agreed targets.
- Gain sponsorship from CXOs/customer-authorized decision-makers to commit to investing the necessary resources to understand how Vixxo’s offerings align with the desired outcomes.
- Progress key opportunities through the pipeline (from prospecting through to close) while ensuring a professional sales experience for customers during all aspects of the sales process and touch points, including formal meeting agendas, formal follow-up stating the sequence of events and next steps in writing, and issue resolution in a timely fashion.
- Establish a deep understanding of customer’s business needs, leveraging a consultative-selling approach. Build and develop relationships with customer’s decision-makers.
- Establish proficiency in Vixxo offerings, knowledge of the industry, and competition.
- Formulate winning proposals based on a cohesive strategy and collaboration with Vixxo’s internal commercial functions.
- Maintain Vixxo CRM system (Salesforce.com) with strict adherence to Vixxo’s sales process. Regularly report on opportunity development/progression and forecasting.
- 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.
- In partnership with marketing, build proactive demand generation initiatives that include identifying opportunities for targeted campaigns, client events, and executive client meetings with CXOs to sell the value of our solutions.
QUALIFICATIONS AND EXPERIENCE:
- 10+ years background and proven track record in identifying clients and closing deals in a complex sales environment in Facilities Management
- Minimum of 5 years of Sales Pursuit Management experience
- Minimum of 5 years Client Relationship and or delivery experience
- Experience with C Level client relationship building and relationship management.
- Strong executive presence, known for building relationships at multiple levels of an organization, including with key influencers.
- Proven ability to build, manage, and foster a team-oriented environment.
- Demonstrated leadership, teamwork, and collaboration in a professional setting, either military or civilian.
- High energy level, sense of urgency, decisiveness, and ability to work well under pressure.
- Excellent communication, written, oral, and interpersonal skills.
- Strong leadership, problem-solving, and decision-making abilities.
- Experience in developing solutions from the ground up in partnership with different stakeholders within an organization.
- Demonstrated ability to understand business process challenges in one or more of our key industries and translate the needs into compelling business solutions with a strong focus on technology-enabled process delivery.
- Excellent public speaking and presentation skills, including the ability to create compelling sales storylines and PowerPoint decks for presentation to C-level executives.
- Bachelor’s degree or equivalent experience.
PREFERRED:
- Industry experience in our verticals (grocery, retail, restaurants, convenience stores)
- Complex contract negotiation experience.
- Challenger Sales Program Knowledge.
- Prior consulting experience.
WHAT YOU CAN EXPECT :
- A competitive base with uncapped commission.
- Comprehensive Benefits package.
- Being a member of a growing company with career opportunities.
EDUCATION, CERTIFICATES, LICENSES, REGISTRATIONS
EDUCATION REQUIREMENT
• Bachelor’s degree, MBA or equivalent preferred.
TRAVEL:
As required for the position, up to 25%. The sales executive will manage the schedule pending client requirements.
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 essential functions.
While performing the duties of this job, the employee is regularly required to sit for extended periods and use hands to operate a 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 this job requires include close vision and the ability to adjust focus.