Marshall Shredding

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Account Executive

Reporting directly to the Vice President of Sales, the Account Executive (AE) will be responsible for meeting and exceeding Marshall Shredding and MedSharps sales targets from new account acquisition and existing customers. The candidate will identify, actively prospect, qualify, and close new business within their assigned territory. The AE will develop target lists of medical base companies and companies in need of document destruction. The AE will work with customer service to resolve customer invoice and cancellation issues.

The AE will qualify potential opportunities and actively manage the buying cycle for both Shredding and Medical waste businesses. Day-to-day activities will include qualifying potential leads, prioritizing and organizing activities, demonstrating technologies, managing sales processes, and coordinating effectively with Operations for delivery of services.

The ideal candidate will have a compelling and persuasive communication style. They enjoy leveraging their expertise to help new prospects see the value of waste technology and risk management. Effective internal communication with Operation Management, Customer Service, and other stakeholders is also a critical success factor.

Account Executive Responsibilities:

  • Meet your performance KPI(s).
  • Meet your performance KPI(s).
  • Identify target prospects.
  • Contact prospects, generating interest and qualifying needs for Shred and Sharps offerings.
  • Deliver compelling sales presentations and product demonstrations for new prospects.
  • Manage the buying cycle and sales process for all new prospects – including discovery, demonstration, competitive differentiation, proposal accuracy, negotiating, and closing.
  • Communicate customer stories and best practices in a compelling persuasive way.
  • Develop relationships with key stakeholders to ensure long-term success
  • Effectively manage follow up activities to move new opportunities to a decision
  • Communicate and present territory activity, performance, and forecasting to leadership (weekly, monthly, quarterly).
  • Develop and maintain appropriate new sales pipeline for consistent performance.
  • Enhance personal effectiveness through the efficient use of technology.
  • Maintain proper business certification and compliance standards.
  • If a customer requires a sub-contractor for service, the account executive will follow the correct. procedures for setting the customer u for the service through the sub-contractor.
  • Report the required reports to VP of Sales and leadership when require.
  • Ensure all paperwork including service agreement ands work order are completed properly and payment plans are in accordance with company policies.

Working Conditions:

  • Ability to sit for long periods managing your sales business.
  • Climbing stairs, when necessary, at our location and customers locations.
  • Must be able to load and move paper waste in 96 gallon wheel bins.
  • Willing to travel up to 50% of work hours as needed to visit customers and training

Professionalism:

  • Having integrity for yourself and the company in all business transactions for the company. Being honest and straightforward with prospects, customers, work mates. You are selling the company and who you are. Being customer centric is a must.

Key Skills / Experience:

  • Minimum of 2 years new logo sales experience.
  • Must have sales experience in developing a sales plan.
  • OR minimum of 2 years new logo sales waste management.
  • Consultative Sales Approach experience.
  • Track record of consistent top performance – meeting/exceeding sales targets
  • Track record of closing large complex opportunities with multiple stakeholders
  • Exceptional communication skills, both written and verbal, with the ability to simplify complex technology
  • Exceptional group presentation skills – compelling and persuasive style.
  • Highly organized and process driven work habits.
  • Skill in conflict management, and emotional intelligence.
  • Driven individual with ability to work independently and within a team environment in a competitive marketplace
  • Experience knowledge of Customer Relationship Management (CRM) tools.
  • Experience in documentation destruction and medical is highly preferred

*** Please note this job description Is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are require of the employee for this job, Duties, responsibilities, and activities may change at any time with or without notice. ***