Account Executive

JOB DESCRIPTION: Industrial Scientific - Account Executive, Northern California

POSITION OVERVIEW

We are a global leader in gas detection and are currently seeking a top-performing Account Executive sales professional to grow sales in our Northern California Region. The position is home office based and must be located within the territory. The territory is comprised of Northern through Central California (including Bakersfield), and western Nevada (Reno). The ideal home office location for the candidate is central to the territory, ideally in the San Jose or Sacramento vicinity. The Position will be focused on expanding our portfolio of solutions with new and existing customers. Primary markets are Oil and Gas, Utilities including Water and Wastewater, Fire Services, Manufacturing, and Chemical. The Account Executive will be responsible for all aspects of the sales cycle and communications at the end user and channel partner levels.   

RESPONSIBILITIES AND DELIVERABLES

• Meet and/or exceed monthly/quarterly/annual sales targets by strategically prospecting and closing new account sales and driving expansion opportunities (cross sell/upsell) at existing accounts with a variety of different solutions
• Source new opportunities across the region by proactively “hunting” for new customers and leveraging existing relationships to expand business in the region
• Develops and executes strategic sales action plans with a focus on profitable penetration into Enterprise Accounts, new logos, new sites, and existing accounts
• Leverages support teams for day-to-day management and service of existing accounts with strict adherence to the roles and responsibilities of the job
• Ability to articulate a clear and concise value proposition for all Industrial Scientific Solutions including both hardware and software
• Develops and maintains ongoing relationships with key customer champions and executive sponsors
• Coordinates sales actions with the Enterprise Account Executives to leverage corporate Master Agreement’s and the targeted account base 
• Develops strong collaboration with channel distribution partners and partner sales managers
• Provides accurate monthly forecasts based on a robust sales funnel managed in Salesforce.com following the defined ISC funnel and sales management process

ORGANIZATIONAL ALIGNMENT

Position will report directly to the Sales Director – Western US

QUALIFICATIONS

SKILLS & WORK TRAITS

• Overnight travel, 50%-75%
• Good driving record and willing to drive to remote regions of the territory  

REQUIRED

• 5+ years of successful outside sales experience in Safety, IoT and/or Systems Solutions sales
• Successful track record of Quota Achievement 
• Experience in selling hardware and/or software “SaaS” solutions
• Basic understanding of industrial markets 
• Excellent communication and interpersonal skills 
• “Hunter” mindset to drive funnel, while closing six-figure deals
• Demonstrated commitment to excellence in delivering superior customer service to customers
• Works well with cross-functional internal teams and external channel partners

PREFERRED 

• Proven seasoned solutions professional with a deep understanding of solution sales and the ability to solve customer problems through innovative, technology-driven solutions 
• Understanding of cloud-based solutions and wireless communication protocols
• Sales experience in Industrial Safety or Mining industry
• Demonstrated success in selling to the C-Suite level to safety, operations and IT
• Previous Gas Detection sales experience ideal 
• Experience working with an industrial distribution network

TECHNICAL COMPETENCIES

• Experience using CRM software for opportunity management and forecasting (Salesforce.com)
• Basic understanding of Microsoft Teams, MS Office products, and PowerBI preferred

EDUCATION

• Bachelor’s degree