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Account Executive – K12

at One Workplace

Posted: 12/31/2019
Job Reference #: 1661
Keywords:

Job Description

  • Job LocationsUS-CA-Santa Clara
    Job ID
    2019-1661
    Category
    Sales
    Type
    Regular Full-Time
  • Overview

    Account Executive – K12

    Santa Clara, CA

    Overview/Position Summary

    Develop new business relationships with education clients using a solutions-based and consultative sales approach. Grow One Workplace sales and market share through prospecting, referrals, networking and cold calling. Promote products and services to ensure client satisfaction from execution of sale through project completion. Understand and support One Workplace strategic goals and initiatives.

    Responsibilities:

    • Prospect, strategize and qualify new business opportunities through relationship building, cold & warm calling, networking and leveraging referrals
    • Manage existing accounts to ensure client satisfaction and on-going business relationships.
    • Understand key trends and important issues in the education market. Apply this knowledge to the OWP sales process
    • Maintain close contact with key influencers within existing accounts as well as in the Bay Area education community
    • Maintain awareness of key education industry events and networking opportunities. Actively participate in these activities on a regular basis to develop partnerships and promote OWP products and service offerings
    • Develop a deep knowledge of One Workplace product and service offerings and apply that knowledge to the OWP Sales process
    • Qualify need, budget and time constraints. Provide outstanding service and value through collaborative problem-solving and timely response to client requests.
    • Research product and services that appropriately address client’s needs, budget and timelines. Interface with vendors to understand product offerings, negotiate discounting terms and insure product availability
    • Partner with Creative Leadership to develop experiences and solutions that differentiate One Workplace from competitors
    • Work closely with internal Design team to strategically develop specific product and service solutions that satisfy the client while supporting the interest of One Workplace
    • Partner with a “franchise” team comprised of members of the Sales Support, Design, Project Management and Operations divisions to successfully manage projects from inception to completion. Manage project pipeline and work with internal teams to insure timely completion of deliverables
    • Actively work to position and promote One Workplace’s Construction, Furniture & Technology capabilities (CFT). Partner with members of the Construction Solutions and Technology teams in CFT co-selling scenarios
    • Understand client contracts and cooperative purchasing agreements that can be utilized to avoid competitively bidding projects. Position and select appropriate agreements to meet client needs and also support the interest of One Workplace
    • Attend One Workplace sales meetings and training sessions and participate in team meetings and events to promote team effectiveness and synergy
    • Participate in the collection of client and sales data to contribute to the creation of an accurate historical record

    Qualifications:

    Education/Experience

    • Bachelor’s Degree (B.A.) from a four-year college or university
    • 3+ years’ related experience and /or training; or equivalent combination of education and experience

    Knowledge/Skills/Abilities

    • Established network within the Education community and a thorough knowledge of how to work within the established structure is preferred
    • Must be assertive, flexible, able to delegate work and have a strong sense of urgency
    • Excellent written and verbal communication skills, as well as good computer and leadership skills are also necessary
    • Must be self-motivated and have strong interpersonal skills and ability to successfully present products and services
    • Knowledge of manufacturer’s product and application, proven sales ability and general understanding of business practices, pricing and discounting a plus
    • Interest in work specific to schools and colleges and their working and learning spaces is required
    • Requires a general understanding of business practices, structures and philosophies.
    • Ability to determine pricing and discounting
    • Ability to apply logical reasoning, creative problem solving and sound business judgment
    • Must be able to work in a fast-paced environment that includes a high degree of detail work
    • Will interface with clients, vendors and all internal departments, working with minimum supervision and/or direction
    • Must have a valid driver’s license and access to transportation to client sites around the Bay Area

    Physical Requirements

    • Seeing, color perception, hearing/listening, clear speech, hand and finger dexterity, and ability to move distances within and between warehouses/offices, ability to get to project sites
    • Ability to sit or stand for long periods of time
    • Complex reading and writing skills, basic math skills, judgement/decision making, analysis/comprehension

    Working Environment

    • Regularly works with others face to face, over the phone and through email
    • Generally, works in an office environment with moderate noise
    • Nature of work may require time spent out of the office
    • Periodically works outside and may work around moving objects, dust and dirt

    Job Status

    • Exempt