Account Executive Enterprise Sales

highmarkhealth; Pennsylvania; Hybrid; USD 90,000 - 130,000; Full time

Job summary

Highmark Health is seeking an Account Executive to expand our national print and mail footprint, driving sales revenue and market share through new client acquisition. You will apply creative and analytical approaches to uncover opportunities and upsell existing clients.

The role requires engaging with senior-level contacts, managing onboarding and contracts, and coordinating cross-functional teams to ensure client success. Expect up to 40% travel to industry events and client sites.

Qualifications

• Bachelor's degree or relevant experience as determined by the company
• 5+ years of experience in a B2B sales environment
• CRM utilization and client management experience

Responsibilities

• Research and identify prospects and outsourcing opportunities for customer communications
• Drive revenue growth and meet/exceed sales targets
• Maintain detailed records of sales activity in the CRM
• Oversee onboarding, contracting, and implementation for new clients
• Prepare proposals and present business cases to executives
• Provide weekly sales forecasts and update on opportunities and market trends

Skills

Sales leadership

Executive outreach

Communication

PowerPoint presentations

CRM utilization

Organization & prioritization

Education

Bachelor's degree in Sales/Marketing or related field

Tools

CRM (Salesforce)

Job description

Job Summary

The Account Executive is responsible for growing the client base within our national print & mail manufacturing footprint. They will be responsible for driving sales revenue and growing market share through new client acquisition. The Account Executive will incorporate a creative and analytical approach to find new prospects and upsell existing clients to drive value for the organization.

Essential Responsibilities

• Research and identify prospects based on their need to outsource Customer/Member communications in physical and digital formats
• Ability to conduct Vice President and above outreach within IT and Procurement
• Deliver consistent sales results to meet or exceed their assigned revenue target
• Meet or exceed their KPI's for sales activity and performance
• Utilize the company CRM to maintain detailed records of sales activity
• Oversee the onboarding (contracting, negotiation, implementation) of new clients
• Ensure that all client engagements are managed effectively to ensure satisfaction and retention
• Maintain effective communication between departments to maximize client success
• Conduct thorough needs assessments to prepare compelling proposals
• Create and present business cases and justifications persuasively
• Provide weekly updates on sales forecasts, activities, deal advancements, opportunities, competitor information, market trends, etc.
• Track and report on sales metrics, including "wins and losses" to capture product gaps and best practices to inform product/service development
• Attend industry events to network and promote the company's products and services
• Perform other duties as assigned

Education

Required: Bachelor's degree in Sales, Marketing, or related field or relevant experience and/or education as determined by the company in lieu of bachelor's degree

Preferred: None

Experience

• 5 years of experience in a B2B sales environment, specifically developing relationships with executive-level contacts and lead generation in large organizations.
• Experience servicing a specialized market, such as: Financial Services, Utilities, Property and Casualty Insurance
• CRM utilization

Preferred: Transactional print and mail and digital delivery experience

Preferred: Presenting at industry events and conferences

Preferred: Proficiency in price negotiation and informing contracting process

Preferred: Knowledge of RFP/RFI process and rules of engagement

Licenses or Certifications

Required: None

Preferred: None

Skills

• Agility in a fast-paced manufacturing and services-based organization
• Must be coachable and possess a positive attitude
• Excellent verbal and written communication
• Excellent Powerpoint and presentation skills
• Knowledge of CRM (Salesforce is a plus)
• Good organizational skills and be proficient at activity management
• Strong prioritization skills

Language

Other than English: None

Travel Requirement

40%

Physical, Mental Demands and Working Conditions

• Position Type: Most On-The-Road Position
• Non-Office Based Position
• Teaches / trains others regularly: Rarely
• Travel regularly from the office to various work sites or from site-to-site: Constantly
• Works primarily out-of-the office selling products/services (sales employees): Constantly
• Physical work site required: No
• Lifting: up to 10 pounds: Rarely
• Lifting: 10 to 25 pounds: Rarely
• Lifting: 25 to 50 pounds: Rarely

Disclaimer

Disclaimer: The job description has been designed to indicate the general nature and essential duties and responsibilities of work performed by employees within this job title. It may not contain a comprehensive inventory of all duties, responsibilities, and qualifications required of employees to do this job.

Compliance Requirement

Compliance Requirement: This position adheres to the ethical and legal standards and behavioral expectations as set forth in the code of business conduct and company policies.

Confidentiality & HIPAA

As a component of job responsibilities, employees may have access to covered information, cardholder data, or other confidential customer information that must be protected at all times. In connection with this, all employees must comply with both the Health Insurance Portability Accountability Act of 1996 (HIPAA) as described in the Notice of Privacy Practices and Privacy Policies and Procedures as well as all data security guidelines established within the Company's Handbook of Privacy Policies and Practices and Information Security Policy. Furthermore, it is every employee's responsibility to comply with the company's Code of Business Conduct. This includes but is not limited to adherence to applicable federal and state laws, rules, and regulations as well as company policies and training requirements.

Job Summary Repeated

The Account Executive is responsible for growing the client base within our national print & mail manufacturing footprint. They will be responsible for driving sales revenue and growing market share through new client acquisition. The Account Executive will incorporate a creative and analytical approach to find n