The Account Representative II is responsible for the sale and management of a portfolio of products and services including tradeshows, events, media, sponsorship, and advertising. The Account Representative II will prospect new accounts and renew current accounts equally.
MAJOR FUNCTIONS:
- Promote and sell new and existing exhibitor accounts.
- Research and identify new prospect opportunities using technology tools, social media, newsfeeds, and other methods.
- Research and identify key contacts within new accounts.
- Cross-sell accounts into additional SME events and up-sell accounts into additional products offerings including sponsorships.
- Provide exceptional customer service to account base.
- Maintain a complete electronic record of sales activity in company CRM system and Salesforce.
- Travel to prospect new customers and service existing customers (to include, but not limited to, SME and competitive events, and customer offices).
- Meet or exceed all sales metrics, as assigned (i.e., call volume, number of meetings, sales revenue, etc.).
- Prepare and present targeted customer proposals.
- Prepare for and actively participate in weekly goal setting and goal achieving meetings.
- Develop and maintain high level of product, industry, and client knowledge.
- Other duties as assigned.
MINIMUM EDUCATION, SKILLS AND EXPERIENCE REQUIREMENTS:
- Bachelor’s degree in Business, or Marketing required, or equivalent related professional experience.
- Three or more years sales experience with manufacturing, events or tradeshow organization sales preferred.
- Prior phone sales, direct sales or customer service activities required.
- Self-motivated, competitive, and highly driven to exceed set goals.
- Ability to think strategically to identify, generate, nurture and qualify leads to turn them into sales ready opportunities.
- Aptitude for overcoming objections and effectively communicating value proposition to key decision makers and influencers.
- Proficient in standard Microsoft Office programs including Outlook, Word, Excel and PowerPoint.
- Effective written and verbal communication skills; strong organizational skills.
- Experience in manufacturing preferred. Experience working in a fast paced, multi-tasking environment.
WORKING CONDITIONS:
- Normal office environment
- Primary office location: Southfield, MI
- Regular, in-person attendance required
- Travel required (25% - 50%)
- Some exposure to hazards of forklift, trucks, fumes, etc. on-site
