Rep.Sr.Account Executive.Comml

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Responsibilities:

This position is responsible for promoting and selling ADT services and technology to new business and existing customers using ADT marketing collateral and tools. The Senior Account Executive is a senior level sales associate with accreditation, team selling skills, and is aware of ADT?s integrated level technologies, including Fire and other high-level applications, working well in front of customers as well as across teams. Working in a territory management environment, this individual is responsible for new business development for NA and Local business accounts - existing customers and new. This position is additionally responsible for securing profitable technology and recurring revenue contracts. A portion of this associate?s time will be spent working with and developing the skills of newer sales associates as directed by the Commercial Management team to increase their skills. This individual will work on all Fire, as well as integrated technologies to assure that the selling rep as well as the customer?s needs are met, and that ADT?s job profitability is assured.

Duties and Responsibilities:

1. Follow the Model Sales Call Process, assuring the customer understands our value proposition; present sales presentation and proposal to prospects, identifying positive features and advantages of our products and services over those of the competition.

2. All projects greater than 250 hours should involve this Senior Commercial Account Executive.

3. Sell products within assigned territory consisting of mid-sized commercial customer accounts, as well as all NA large projects that consist of integrated video surveillance and access control, as well as all fire sales. Fire jobs, where NICET certification, and an understanding of local municipal codes are required will be estimated, confirmed, and sold with the support of this associate.

4. Team-sell with other ADT associates, particularly representatives in the first 180 days of position being assigned.

5. Respond to all NA site surveys within the allotted 72 hour window.

6. Identify prospects utilizing creative lead-generating techniques and maintain productive working relationships with existing customers.

7. Independently establish call plans and customer follow-up strategies, and apply time and territory management techniques.

8. Adhere to current ADT policies, procedures, products, programs and services.

9. Follow up with prospects.

10. Hold no greater than 25 accounts in book of business. These accounts are posted for other reps.

11. Obtain referrals.

12. Prepare final contract for signature.

13. Process work order and complete all paperwork in accordance with approved and standardized procedures.

14. Post installation follow-up by contacting customer, ensuring commitments were met and generating referrals.

15. Maintain customer retention by affirming customer satisfaction after the completion of both 6 and 12 months of service.

16. Provide training/guidance to less experienced representatives.

17. Maintain an in-depth knowledge of complete line of products/services and customers? issues and needs through in-house training and reading/research.

18. Responsible for completing the Senior Account Executive Certification Program within six months of entering this position.

Requirements:

Education: College degree or equivalent.

Experience: 4 years experience as a successful Commercial Sales Representative demonstrated by the consistent ability to exceed quota. Must be minimum NICET 1 certified or currently enrolled in NICET certification course (Some areas may require level 2 or 3). Must be confident and competent with Casi Rusco and Northern Computers, as well as high-end applications of entire video surveillance line.

Skills: Excellent interpersonal skills. Strong communication skills. Flexible style (?do whatever it takes? approach). Aptitude for problem solving; ability to determine solutions for customers (consultative sales approach).

Other: Valid drivers license with clean driving record. Ability to work a full time schedule. Available for local travel. Ambitious results-oriented individual with entrepreneurial drive.