Sales Account Executive

Description

JOB SUMMARY:

The Account Executive is responsible for a series of activities that will create and nurture client relationships to effectively sell MBH luxury staging services utilizing a consultative sale approach.

ESSENTIAL JOB DUTIES & RESPONSIBILITIES

• Engages in sales and sales-related activity, including traveling, driving, and meeting with clients outside of home and all offices, for a minimum of 60% of weekly working hours.
• Procures sales leads/clients through business development (leads/clients to be defined as including homeowners, real estate agents/brokers, developers and builders, architecture, and design firms, etc.) through cold calls, email campaigns, onsite visits, presentations, networking, and events.
• Develops, modifies and presents appropriate and tailored PowerPoint and other similar presentations for potential clients to win new business
• Develops, maintains and informs senior management of current and project market dynamics and conditions affecting MBH services in the territory
• Follows-up on said leads/clients and sets appointments with clients within 24-48 hours for a live walkthrough.
• Follows up on client requests for luxury staging needs in a timely manner
• Utilizes appropriate consultative sales practices and speed to contact and engage leads/clients provided by the office
• Uses proper and professional phone etiquette, customer service skills, and rapport building techniques to initiate and maintain contact with clients
• Sets expectations with clients over the phone and in person regarding staging processes and procedures including managing client expectations, from inception to completion utilizing proactive, timely, and effective communication with clients
• Conducts an engaging and cogent walkthrough, an engaging sales presentation onsite with clients, effectively conveying the value proposition of MBH, influencing clients to retain MBH as their staging company of choice
• Prepares an effective bid and proposal, and successfully closing/converting the bid to become a job
• Maintains excellent communication with clients throughout the staging process, including regularly following up with and responding to clients’ needs and questions
• Closes staging projects/converting leads to bids and bids to jobs at target set by management by developing and executing a strategy to meet those targets
• Completes all company forms and protocols for the staging project/following SOPs
• Manages the client relationship, contract process and client needs for each staging project, Conducting initial and final walkthroughs of the property with the client
• Problem solves with clients throughout the process, including escalating and resolving areas of concern as raised by clients
• Executes on processes and procedures within Salesforce and DocuSign regularly including creating leads, notating the system with all activity, creating the bid, and sending and receiving the contract effectively
• Understands the contract and communicates contract terms to client effectively.
• Maintains excellent product knowledge and educates clients on non-staging products and services offered by the company.
• Seeks opportunities to cross-sell or up-sell to clients
• Maintains and submits a weekly activity log for mandatory weekly coaching and one-on-ones
• Demonstrates an openness and willingness to work with manager to continuously identify areas of strength and to continuously improve in areas of opportunity
• Demonstrates client retention.
• Attends monthly sales meetings.
• Adheres to legal compliance and regulation as outlined by MBH.

Requirements

EDUCATION

• Bachelor’s Degree in Business Administration, Marketing or Sales or related work experience

SKILLS AND EXPERIENCE

• Experience in real estate, furniture sales or design industry background a plus.
• Excellent written and oral communication skills- ability to interact with all levels of personnel.
• Computer savvy with the ability to create, modify and present PowerPoint, compose, and create letters and other business-related documents.
• Excellent responsiveness and follow up skills, the ability to build rapport with clients.
• Proven ability to create urgency with clients, great time management skills.
• Must be a strong influencer and strong closer.
• Strong willingness to develop an in-depth understanding of the business and related services and products.
• Must have excellent problem-solving skills.
• Have the ability to meet deadlines and work under changing priorities.
• Be dependable, punctual and organize.
• Experience as a sole contributor and in a team environment

PHYSICAL REQUIREMENTS:

• Refer to RU-91

This job description is intended to describe the general nature of the work employees can expect within this particular job classification. It is certainly not a comprehensive inventory of all duties, responsibilities and qualifications required for this job. This announcement does not constitute an implied contract. Any part of this announcement is subject to change.

Meridith Baer Home is an equal opportunity employer to all, regardless of age, ancestry, color, disability (mental and physical), exercising the right to family care and medical leave, gender, gender expression, gender identity, genetic information, marital status, medical condition, military or veteran status, national origin, political affiliation, race, religious creed, sex (includes pregnancy, childbirth, breastfeeding and related medical conditions), and sexual orientation