Territory Account Executive

Description

Title: Territory Account Executive

Reports To: Territory Manager

Department: GTM

Position Status: Salary Exempt

About DMG:

Divisions Maintenance Group provides facility maintenance services to retail chains and distribution and fulfillment centers across the country.

We are leading the way with our technology, creating world-class products that are revolutionizing the industry and fulfilling our brand promise of “Uninterrupted Peace of Mind.”

DMG is a Certified Great Place to Work with a strong, inclusive culture and top-notch benefits.

Job Summary:

As a Territory Account Executive (TAE), you will play a critical role in identifying, pursuing, and securing new business opportunities within your assigned territory. Your focus will be on creating and executing strategies to drive growth, build strong client relationships, and achieve revenue targets. The successful candidate will be a proactive and results-oriented professional with a strong understanding of the facilities management industry (or relevant trade industry experience) and able to sell a variety of service lines of a variety of complexity and size.

What You'll Do:

• Entrepreneurial mindset that can proactively anticipate customer needs and develop new business opportunities. Creates value and influences with an innovative approach using data, analytics, and technology. Ability to translate the customer need(s) into solution requirements through creating powerful value propositions and negotiation skills.
• Conduct thorough market research to identify potential clients and competitors.
• Analyze market trends, client needs, and industry developments to formulate effective business strategies. Defines opportunities quickly and effectively develops and presents a business case solution using compelling data.
• Develop and implement business development plans aligned with DMGÕs overall goals and objectives.
• Collaborate with management to define target markets, positioning, and pricing strategies.
• Identify and engage with prospective clients through various channels, including cold calling, networking, and referrals.
• Prospects, influences, negotiates, and closes new business opportunities that expands customer and service line portfolio. Strategic account management, sales process, and solution selling.
• Qualification of leads and convert them into viable business opportunities.
• Conduct presentations, engage in onsite customer meetings, and negotiations to close deals.
• Cultivate and maintain strong relationships with existing clients to encourage repeat business and referrals.
• Act as a primary point of contact for client inquiries and concerns.
• Ensure exceptional customer satisfaction by delivering high-quality services and resolving issues promptly.
• Continuously develops relationships and works effectively with key stakeholders including buying centers leadership, facilities managers, and other key decision makers. Works collaboratively across internal teams leading and supporting sales initiatives with Territory Managers and Operations teams.
• Actively leads team and participates in teamwork. Encourages cooperation and is aware of the needs of others. Creates an inclusive environment. Shares information and communicates clearly.
• Prepare compelling and customized proposals in response to client requests for proposals (RFPs) and other opportunities.
• Collaborate with cross-functional teams to gather relevant information and input for proposals.
• Negotiate and finalize contracts and service agreements, ensuring favorable terms for DMG and our clients and then maintain the account.
• Collaborate with operations, finance, and other departments to ensure seamless service delivery and project execution.
• Provide input and feedback to improve service offerings and operational efficiency.
• Track and analyze sales performance and business development metrics. Manages P&L in line with business objectives and uses key performance indicators to monitor financial plans.
• Generate regular reports and presentations to communicate progress and opportunities to senior management.
• Build and work effectively with a qualified supply team to execute works sold.
• Self-motivated, results oriented achiever that leads a team through barriers with an intense sense of urgency. Delivers results quickly and consistently.
• A continuous learner who challenges the status quo and develops new ways of working.

What You Need:

• 4 -7 years' experience selling and managing accounts, preferably in trade specific or exterior / interior facilities maintenance.
• Strong desire to be in the field selling live in front of customers on a daily basis.
• Strong understanding of facilities services, including maintenance, security, cleaning, and related offerings.
• Time Management: Dedicates appropriate time to priorities, not easily distracted, and follows-up appropriately.
• Experience with localized customer buying tendencies and procurement techniques.
• Experience and understanding of how to navigate small customer organizations to gain access to management and purchasing decision makers.
• Proven track record of achieving revenue targets and managing a book of business.
• Hands-on seller with solid understanding of sales operations processes, software pricing/ discounting, contracting, and negotiation strategy.
• Track record building relationships and working effectively with buyers, facilities managers and other key influencers within customer accounts.
• Excellent oral and written communication skills, multi-task oriented and extremely strong public speaking skills.
• Strong strategic thinker with proven ability to link strategies and objectives to tactics. Foster change, incorporate innovation, and implement strategies throughout all levels of the organization.
• Experience with using CRM systems and software. Salesforce and Microsoft Office Suite preferred.
• Ability to work in an entrepreneurial environment and work as part of a go-to-market team.
• Ability to manage the stress of a fast-paced environment.
• Ability to meet the in-person requirements of the team and/or business needs.

What You'll Get:

At DMG, you’ll be part of an amazing team that encourages learning, growth, and advancement. Our company has an entrepreneurial spirit that rewards self-starters and encourages employees to take charge of their own careers. 

Some of our many benefits include:

• Health, dental and vision coverage on day 1.
• Dollar-for-dollar 401K match up to 4% of salary with immediate 100% vesting.
• Paid Primary and Secondary Caregiver leave.
• Employee Assistance Program to assist with everyday challenges.
• Paid time off to volunteer.

Divisions Maintenance Group is an equal opportunity employer.