Raleigh, North carolina
Territory Account Sales Manager, Triangle North Territory Job Opening in Raleigh, North carolina - Capital Associated Industries (CAI) is an employers? association with offices in Raleigh and Greensboro, NC, that serves the greater Research Triangle, Piedmont Triad and 65 central and eastern counties of North Carolina. We have a long and rich tradition of helping our 1,100 + member organizations maximize employee engagement and minimize employer liability through human resources and management advice, learning and development, talent and performance management, and HR consulting services.
CAI is in the midst of high growth! We are looking for an exceptional Territory Account Manager with a proven record of success to cover our Triangle North territory. The Territory Account Manager will execute Sales Plans for CAI, maintaining effective account coverage and generating new business every fiscal year. The right candidate for this role will be able to provide value to our members while creating and driving new revenue opportunities for CAI.
New Member Acquisition
Be the driving force in new member acquisition of companies in the assigned territory.
Field inbound membership inquiries, qualify, develop and close.
Conduct needs-based face-to-face, telephone and online (GoToMeeting) sales calls and product demonstrations with key managers and senior-level executives. Present a strong value proposition and convert prospects into members.
Identify potential members. Pursue connections with decision makers within prospect companies. Develop pipeline of new opportunities.
Maximize meetings and sales flow from the many events CAI conducts each year.
Be a product expert on CAI membership. Have a strong knowledge of all CAI fee-based services and keep up to date on all new offerings.
Proactively document sales activities and opportunities, and manage sales pipeline in CRM.
Meet or exceed monthly revenue goals for new members.
Meet or exceed monthly meeting and opportunity goals.
Support all marketing initiatives and follow up on all leads generated. Work cooperatively with marketing personnel to implement targeted campaigns.
Develop a disciplined account penetration strategy that delivers and strengthens relationships with executive decision makers.
Create a referral strategy to maximize opportunity leads with existing members.
Proactively reach out to and involve subject matter experts on the highest value accounts.
Account Management
Serve as the primary contact for all accounts within the assigned territory
Prepare a plan for each key account to identify what and how short and long-term needs may be met.
Interface with the customer to understand the customer's overall objectives and requirements.
Contact customers on a regular basis to maintain account relationship, advise of new product and service offerings, and obtain feedback on products.
Raise the profile, awareness, and reputation of CAI among the CAI member base and specifically within the C-Suite.
Serve as a point of escalation for issues or activities that the customer encounters during service utilization.
Conduct all new member visits / orientation in the territory.
Follow New Member and 3, 6, 9-month touch processes designed to help maximize membership retention.
Business Development
Support all marketing initiatives and follow up on all leads generated. Work cooperatively with marketing personnel to implement targeted campaigns.
Participate in trade shows in the territory by representing the organization and sharing information on products.
Proactively call business leads to drive services revenue opportunities.
Analyze data from training classes, hot-line call records, spend patterns, etc. to assist in identifying leads.
Develop relationships with community resources to maximize opportunities at their locations.
Proactively network within the HR community by attending TSHRM, Raleigh-Wake and Triad HR meetings and others on a monthly basis.
Provide feedback to leadership team for future product or service enhancements.
Qualifications:
Bachelor?s degree in sales, marketing, human resources or general business
3 to 5 years of consultative B2B services sales success using the phone and online tools.
Experience selling HR, staffing, payroll, or training services a plus but not required.
Ability to own and lead every part of the sales process from prospecting to close.
Experience working with a large number of prospective clients simultaneously.
Demonstrated exemplary service standards and sales practices.
Outstanding communication and interpersonal skills.
Effective presentation skills while working with technology.
Experience utilizing web-based sales and/or CRM software applications.
Job Type: Full-time
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