National Account Executive (Printing Company)

PURPOSE OF THE JOB:
The National Account Executive is responsible for maintaining and growing company sales revenue and profit margin. This will be accomplished by passionately servicing the needs of existing customers assigned to him/her, by identifying and closing new business opportunities with new customers within these accounts and by identifying and closing new business opportunities that require the products and services provided by our organization. As the person responsible for the overall customer relationship, he/she will work with the management and production team to identify and implement process improvement, facilitate communication with our customer and our team at multiple levels and assist with the overall management of the account to ensure complete customer satisfaction and acceptable financial results. All are expected to conduct themselves in accordance with the Values and Mission Statement at all times.

PERFORMANCE EXPECTATIONS: Sell profitable work at a level that covers monthly/annual draw and meets annual budget commitment.

PRE-EMPLOYMENT TESTING: Profiles Sales Assessment

PRIMARY JOB FUNCTIONS & RESPONSIBILITIES:
All duties and requirements are essential job functions unless otherwise indicated.

DIRECT SALES 50%

1. Ensure a complete understanding of all products and services and be able to demonstrate and present to potential new customers and to existing customers to grow sales.
2. Research potential leads to develop sales prospect funnel (pipeline.)
3. Qualify and manage prospects to close business.
4. Work with Subject Matter Experts to present and educate prospects and customers on all MCO products and services
5. Be aware of emerging technologies and marketing trends and report back to MCO Management for potential new product/new business development.
6. Work with customers and their internal team to identify appropriate workflow in support of our processes and ensure successful integration and on-boarding.
7. Conduct account reviews with Director of Business Development and President on a quarterly (or as preferred by the customer) basis.
8. Consults with Executive Staff, particularly with Director of Business Development to provide insight and financial analysis of all accounts under management. Account Manager is expected to have a full understanding of the financial performance of projects specifically and the overall account
9. Review overall sales performance on a monthly basis with Director of Business Development. Complete review form and prepare for the meeting in advance.
10. Secure sales to ensure company revenue and profit targets are met. Be aware of annual budget commitment and performance to date vs the budget goal.
11. Develop, receive and follow up on potential customer leads via telephone, onsite visits and through written correspondence (including email) for the purpose securing orders for Mossberg & Company products and services.
12. Maintain connection to community social network and areas where new opportunities might originate.
13. Cross sell all services and products available throughout the company.
14. Travel to customer locations and entertain as needed. Manage expense budget per company policy and with the approval of Director of Business Development.

CUSTOMER RELATIONSHIP 30%
1. Oversee the day to day management of assigned accounts including processing of new work, pricing, change orders, invoicing and production by working closely with the Customer Service team to ensure achievement of customer expectations.
2. Establish and maintain a database for the purpose of managing current and new customer relationships using company preferred technology (Sugar CRM and Microsoft Outlook)
3. Function as the contact between company and the customer for any on-job issues that may arise. (Pricing, QC problems, service problems, scheduling, etc.)
4. Follow up with current clients via written, phone and face-to-face interaction for the purpose of maintaining professional relationships with customers.
5. Assist (or direct to internal resource) in troubleshooting problems associated with a sale or delivery of the products and services.
6. Verify customer satisfaction and take corrective actions when indicated.
7. Respond to customer complaints either through advising or directly handling.
8. Promote productive and sound public relations (PR) with customers and other key constituents in the market and internal Employees
9. Work with customers to promote future business with Company
10. Travel to customer locations and entertain as needed. Manage expense budget per company policy and with the approval of Director of Business Development.

PROFESSIONAL DEVELOPMENT 10%
1. Attend/participate in workshops, seminars, etc., or research to maintain knowledge of state-of-the-art developments in services/products and effective sales techniques.
2. Take advantage of continuing education opportunities in all aspects of the job. (Product and technical knowledge, sales training, time management skills, etc.)

COMMITTEE & GROUP FUNCTIONS 10%
1. Plan and/or participate in the following ongoing internal committees:
2. Sales Team Meetings/ Company Meetings as scheduled.
3. Customer Events
4. Trade shows

*May be asked to perform other duties as directed by the President or Director of Business Development.

JOB REQUIREMENTS:
A. EDUCATION & EXPERIENCE
1. College degree or equivalent work experience
2. Three (3) to five (5) years experience in sales, print industry experience preferred.
3. Must have experience in working directly with customers/clients/vendors.

B. SKILLS & KNOWLEDGE
1. Business acumen and basic financial skills
2. Must have demonstrated knowledge of sales and deal closing processes.
3. Understanding of the extended printing and production process
4. Must possess intermediate level of proficiency with word processing, spreadsheet, PowerPoint, and contact management software. Enterprise production software experience is helpful.
5. Must be able to communicate clearly - orally and in writing - with internal staff and external people (customers, general public, vendors, etc.).
6. Must possess solid problem solving skills.
7. Must possess ability to calculate figures and amounts such as margins, discounts, proportions, percentages, area, circumference and volume.

C. EQUIPMENT USED
1. General office equipment
2. Computer/Smartphone

D. PHYSICAL/SENSORY/COGNITIVE REQUIREMENTS TO PERFORM ESSENTIAL
JOB FUNCTIONS
Individuals may not pose a direct threat or significant risk to the health and safety of themselves or others. Employee must be able to meet the following requirements with or without the use of prosthetic devices and/or reasonable accommodation.

1. The employee is regularly required to sit; use hands to finger, handle, or feel objects (computer and machinery); and talk or hear.
2. Frequently required to walk.
3. Required to stand; reach with hands and arms; climb or balance; and stoop, kneel, crouch, or crawl.
4. Routinely lifts and/or move up to 25 pounds.
5. Vision abilities include close vision, distance vision, depth perception, and ability to adjust focus.
6. Ability to sit and use computer 2-4 hours per day.
7. Must be able to travel regionally and on occasions to other states.
8. Must have and maintain a valid drivers license.

E. 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.
1. The noise level in the work environment is usually moderate.
2. Some business travel will be required for this position.