Account Executive I

Overview
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The Small to Medium Business (SMB) Account Executive role is a commissioned sales position responsible for driving new business growth and expanding market presence within the SMB segment. This position is responsible for identifying, engaging, and converting new client opportunities while strengthening relationships with existing accounts. The role combines strategic prospecting, consultative solution selling, and collaboration with internal teams to deliver tailored solutions that meet client needs, achieve sales targets, and contribute to overall company success.

Responsibilities

Prospecting & New Business Development - Execute targeted outreach campaigns, including cold calling, email marketing, social selling, and networking to generate new leads and build a strong pipeline of prospective clients.

Account Management - Develop and maintain long-term relationships with key accounts to foster trust and ensure ongoing customer satisfaction. Act as the primary point of contact for assigned clients, addressing inquiries, resolving issues, and providing solutions promptly.

Lead Qualification and Pipeline Management - Responsible for responding to, developing and qualifying leads into opportunities. Execute strategic account plans to manage all lead qualification efforts through the CRM system.

Market Intelligence - Research industry trends, competitor activities, and emerging technologies to identify new opportunities and position Konica Minolta as a trusted advisor in Intelligent Information Management Solutions.

Opportunity Management & Forecasting- Responsible for managing/documenting the opportunity/sales process through the use of the CRM system. Consistent updates will be required to ensure accurate forecasts.

Proposal / RFP Preparation - Responsible for managing the RFI/RFP process and the final response. Duties include pre-bid meetings, phone conferences, etc.

Demonstrations & Konica Minolta IIM Experience - Responsible for identifying and qualifying the customer needs and documenting the solution to effectively work with a Sales Engineer to execute the Konica Minolta IIM Experience. This includes collaborating on alternatives for the proposed solutions and discuss or demonstrate other options per the client’s requirements.

Scope / Project Profile Preparation - Responsible for defining the requirements of the projects, along with developing and communicating the ROI and Goals of the project. Responsible for working with the Sales Engineer and Professional Services in developing a Project Profile that will result in the development of a price proposal.

Pre-Implementation Activities - Responsible to participate in final review of the Functional Requirements Document (FRD), comparing expectations to the proposed delivered results.

Post Implementation Activities - Responsible to participate in final review of the implementation, comparing expectations to the delivered results. Includes review of ROI and to assist in the development of the Case Study.

Event Participation - Responsible for participating in the planning and execution of various marketing activities. Roles may include actively driving attendance, presentations, and general networking activities.

Performs other duties, as assigned.

Qualifications

Excellent interpersonal and communications skills

Ability to collaborate with internal partners, coworkers and external vendors

Ability to work within a team structure

Strong listening skills - ability to understand customer needs and equate them to our solutions

Strong knowledge of CRM tools

Strong knowledge of Microsoft Word and Excel

Strong knowledge of IIM products and services - Tungsten, Hyland OnBase, Microsoft, Sharepoint, and Square 9 is preferred

MBA preferred; four- year college degree or satisfactory completion of a business curriculum from an accredited school and/ or equivalent work experience

3-5 years of experience in complex sales

3-5 years of experience in the IIM or a related industry

Experience providing solutions relating to business process improvement

Experience servicing internal and external customers

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