Account Executive

TN Germany; Kloster Lehnin; Vor Ort; EUR 60.000 - 80.000; Vollzeit

Zusammenfassung

A leading company in records and information management seeks an Account Executive for the insurance sector. The role involves driving sales, managing client relationships, and developing strategic account plans. Ideal candidates will have a strong sales background and excellent communication skills. Join a dynamic team and contribute to innovative solutions that make a positive impact.

Qualifikationen

• 4-7 years of relevant experience in sales.
• Experience selling into the insurance sector preferred.

Aufgaben

• Drive net new sales and revenue from prospective and existing customer accounts.
• Build customer relationships and understand organizational objectives.
• Continuously prospect to develop new clients and expand existing relationships.

Kenntnisse

Strategic Account Management

Sales Process

Solution Selling

Negotiation

Communication

Interpersonal Skills

Analytical Skills

Business Acumen

Team Collaboration

Ausbildung

4-year college degree

Jobbeschreibung

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At Iron Mountain, we know that work, when done well, makes a positive impact for our customers, our employees, and our planet. That’s why we need smart, committed people to join us. Whether you’re looking to start your career or make a change, talk to us and see how you can elevate the power of your work at Iron Mountain.

We provide expert, sustainable solutions in records and information management, digital transformation services, data centers, asset lifecycle management, and fine art storage, handling, and logistics. We proudly partner every day with our 225,000 customers around the world to preserve their invaluable artifacts, extract more from their inventory, and protect their data privacy in innovative and socially responsible ways.

Are you curious about being part of our growth story while evolving your skills in a culture that will welcome your unique contributions? If so, let's start the conversation.

Account Executive - Insurance

The Business Development role is responsible for driving net new sales and revenue from prospective and existing customer accounts within the assigned vertical. Your role will sell solutions through prospecting, networking, and executing marketing initiatives and account plans to increase Iron Mountain's footprint within assigned accounts, resulting in revenue growth and quota attainment. This role will primarily involve selling into a portfolio of insurance-based clients.

Responsibilities:

1. Assess prospective and assigned customer’s current and potential needs, determining appropriate Iron Mountain products and solutions. Develop and implement strategies and business plans through understanding the client's business model, planning, and decision-making channels, from understanding the customer's value proposition and their differentiation in the marketplace. Position and illustrate alternative ways of creating value through IRM’s solutions by assessing their problems or opportunities and highlighting IRM’s strengths, competitive pricing, customer satisfaction, and advantages within each account.
2. Build customer relationships through strategic conversations to understand organizational objectives and goals. Understand and influence a wide range of customer stakeholders (including channel partners) while acting as an industry expert. Partner with key decision-makers to structure business strategies related to customer requirements, service levels, training, and timelines. Maintain frequent communication to ensure customer satisfaction and keep them informed of industry trends. Employ appropriate persuasion methods when soliciting agreement.
3. Continuously prospect to develop new clients, expand existing relationships, and increase product sales within assigned accounts. Develop strategic account plans leveraging customer knowledge and the organizational matrix. Maintain a consistent sales pipeline to meet or exceed quotas. Support pipeline and activity management through timely responses to RFPs, activity tracking in SFDC, forecasting, competitive research, and product knowledge.
4. Participate in industry associations, attend tradeshows, review whitepapers, and stay current with market trends to increase IM awareness. Maintain deep knowledge of customer business trends, economic climate, and new business opportunities.
5. Responsible for final account sales and revenue growth through leading negotiations and ensuring timely, acceptable outcomes regarding proposals, pricing, profitability, liabilities, and SLAs. Identify, sell, and close new opportunities, secure resources, and drive sales processes for special projects within accounts.
6. Collaborate with customers on new opportunities and manage negotiations through RFP and other sales processes. Understand customer requirements, negotiate contracts, and collaborate with internal departments as needed. Make recommendations on pricing and contract terms, communicate pricing programs, and lead proposal responses.

Key Skills, Requirements, and Competencies:

• Strong background in strategic account management, sales process, and solution selling.
• Prior experience selling into the insurance sector or BFSI sector preferred.
• Proven ability to translate customer needs into solutions, creating compelling value propositions and negotiating effectively.
• Ability to influence and negotiate, aligning insights with customer priorities.
• Excellent written, oral, and presentation skills.
• Strong interpersonal, planning, analytical skills, and business acumen.
• Ability to make broad business decisions considering company impact.
• Effective team collaboration at all levels, including C-level.
• Develop and incorporate Power Messaging and Challenger Selling skills into routines.
• Ability to develop, maintain, and present to senior management.
• Create demand by understanding market challenges, delivering value statements, and identifying key influences in complex sales environments.
• Proficient in oral and written communication.
• Up to 25% travel.
• Education/Experience: 4-year college degree; 4-7 years of relevant experience.