Account Executive

The Account Executive for our Security Division is a high-performing individual achieving growth targets by offering comprehensive service and installation portfolios to both New and Existing clients. You will be the catalyst behind the TRL Systems brand; developing and maintaining long-term client relationships. The Account Executive is responsible for forging and growing new business opportunities by communicating with decision makers to asses their needs and determine the most appropriate plan of action for each client and their security system needs, including Video Surveillance and Analytics, Weapon Detection, Access Control, Correctional/Jail Systems, Environmental Monitoring/Smart Sensing, Facial Recognition, Intrusion Detection, and Security/IT Integration Professional Services to name a few.

You will take initiative to confidently represent the company to new, existing and prospective clients, strategically negotiating and closing deals to meet defined sales quotas. Responsibilities are not limited to but will include sales opportunity and pipeline management; new customer setup, job walks, estimating coordination with applicable Department/Resources, proposal drafting, bid documentation coordination, customer visits, new business development, and client relations.

• Ensures that regular and consistent communication takes place with both internal and external customers; acknowledges and addresses requests received via phone, email or company systems daily.

• Manages own time and resources to achieve identified objectives; is diligent in meeting all communicated/defined deadlines. Monitors and updates tickets assigned to them in company CRM.

• Manages the entire sales cycle from finding a customer to securing a deal.

• Unearths new sales opportunities through networking and relationship building turning them into long term partnerships.

• Updates and maintains the company CRM to provide accurate sales forecasting to Management through opportunity creation and maintenance; keeping status, close date, and activities updated to ensure accurate pipeline visibility and reporting.

• Meets/exceeds a yearly defined sales quota by winning new customer/opportunities and facilitating opportunities with established customers.

• Identifies opportunities to cross-sell products and services through continual demonstrations and presentation of company’s services.

• Remains in frequent contact with their customers to understand needs, ensure satisfaction with current products and services and provides additional add on sales when identified. Provides after-sales support to enhance the customers’ experience and loyalty.

• Works with the applicable Estimating Department and/or Resources to get an estimate drafted as well as an accurate and detailed proposal written. Will coordinate and participate in completing bid documentation to present a comprehensive package to the customer. Drafts contractual agreements when needed for applicable services rendered.

• Responds to complaints and resolves issues aiming toward customer contentment and the preservation of the company’s reputation.

• Plays a key role supporting a health company cash flow by working with their customers to ensure payments are received timely and according to the agreed upon contract and or service provided.

• Will work closely and/or partner with the Collections team (as needed) to work through any payment/billing issues or concerns to prevent payment delays.

• Participates in meetings, workshops, trainings and seminars as assigned for performing job duties.

• Any additional duties as assigned.

• 10+ years in Business to Business (B2B) sales experience
• High School Diploma or Equivalent (required)
• Bachelors in Business, Marketing, or Communications (preferred)
• Challenger Sales, SPIN Selling, or Sandler Training (preferred)
• Ability to read, write, hear, speak, and comprehend English.
• Result oriented; ability to achieve the target within given time.
• Customer service driven.
• Excellent written and verbal communication skills.
• Planning and organizational abilities.
• Demonstrated ability to communicate, present and influence credibly and effectively at all levels of an organization.
• Proven ability to drive the sales process from plan to close.
• Strong business sense and industry experience.
• Critical thinking, decision making and problem-solving skills.
• Ability to read and understand construction documents and project specifications.
• Valid California driver license
• Proof of valid car insurance

Physical Demands and Work Environment:

• Ability to drive for 2+ hours in a work shift/day, daily.
• Ability to make repetitive movements (motions) of the wrists, hands, and/or fingers, daily
• Move/Transport items weighing 20 pounds, occasionally
• Stand or sit for long periods (4+ hours), daily