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Role Description

The Account Executive, Firms is responsible for all activities related to increasing firm revenue growth within Amber Book. Revenue generation will come from the management of an existing account base of strategic education clients, development of new client relationships, and through targeted marketing initiatives to drive awareness of Amber Book. This position will work with management level decision makers and influencers and must exhibit a high level (or willingness to learn) of industry knowledge within the Architect and Building Firms channels. The Director of Firm Accounts must be excellent at building and sustaining relationships to drive and sustain strategic sales and marketing processes through the client base to meet business objectives.

• Achieve firm quota and assigned strategic objectives; represent the entire range of company products and services to increase sales revenue and market share.
• Substantial prospecting for new opportunities both within the existing client base and prospective targets is essential.
• Identify target potential through its size, product needs, and buying cycles.
• Develop and implement strategic account proposals and presentations that creatively and accurately articulate the Amber Book product.
• Work with leadership to map, build and implement sales and marketing processes that can be effectively managed and sustained.
• Exhibit, attend and present at events/meetings held and managed by AIA Chapters, associations, and Building Materials partners.
• Engage in marketing initiatives to maximize exposure and access to Amber Book.
• Attend industry events, identify strategic advertising and partnership opportunities, and maintain effective access to collateral.
• Develop a working knowledge of competitive products, programs, and pricing structures; analyze sales and industry trends and make appropriate recommendations to internal stakeholders.

Qualifications

• Proven experience in creating (prospecting, selling, closing, managing) strategic client relationships.
• Experience in working with key decision makers and industry influencers resulting in successful channel penetration and increased market share.
• Experience developing and implementing sales and service processes and supporting metrics through sales data collection and analysis.
• Proven effectiveness of establishing and maintaining strong relationships resulting in collaborative strategies to drive growth.
• Experience in, and working knowledge of, Architect industry needs and trends that support aspiring architects.

Requirements

• Ability to influence and persuade others to achieve desired outcomes.
• Strong analytic, problem solving, and negotiation skills.
• Excellent oral and written communication and presentation skills.
• Excellent organizational, planning, and prioritization skills.
• Excellent interpersonal and relationship-building skills; feels at home visiting clients on a daily basis.
• Ability to work with minimal supervision and excellent attention to detail.

Technical Skills Required

• Proficiency in MS Office Suite of products (MS Word, Excel, PowerPoint).
• Google platform (Google Docs, Google Mail, Google Calendar, Google Hangout, Google Analytics).
• Experience with Salesforce or similar CRM Software.

Supervisory Responsibility

This position does not have supervisory responsibilities.

Physical Requirements

The physical demands of this position 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.

Internal and External Interaction

This position interacts with peers both in and out of the department and their immediate manager on a regular basis. They may interact with customers and vendors directly in escalation or support situations in a large geographical area. They may interact with managers in other departments.