Sales: Roles & Qualifications

Account Executive

Top responsibilities
Key objectives
Interaction

Top responsibilities:

Working from an assigned client base within a specific market or geographic territory, the Account Executive is accountable and responsible for the promotion and sale of specific Bell products, solutions and the overall satisfaction of the client.

He/she offers all Bell products and services, and customizes technology solutions.

Sales territory:

His/her client base depends on a mix of industry and geography.

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Key objectives

The Account Executive develops and implements the client development strategy, and proactively positions Bell to respond to moderate RFPs or client requests from an assigned client base. He/she also:

• Identifies sales opportunities - existing and new clients - from a defined client base
• Identifies, develops and implements effective sales strategies, techniques and opportunities to complement lines of Bell business products and services
• Promotes a broad range of products, services and technological solutions
• Identifies specific product and service solutions to address client needs, and ensures that the design and presentation of equipment/service solutions are adequate
• Prepares standard and customized proposals/contracts with moderate complexity
• Explores appropriate pricing options within the identified scope
• Interacts with Legal to ensure all legal obligations are considered and addressed
• Ensures required approval for out-of-scope contracts
• Follows up various contracts and projects individually and with other colleagues
• Develops strong relationships with contacts with first and second-level decision-makers within client and potential client organizations
• Develops and manages relationships and expectations of contacts within client organizations
• May form virtual teams of multidisciplinary technical specialists on various service lines (Bell and/or Alliance partners) to advise, implement and service clients on specific products, services and solutions of a high degree of complexity and customization
• May actively participate in the establishment of customer strategy on a project basis
• Works in conjunction with ACs to build sales strategy (clients or industry)

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Interaction:

• Manages and maintains responsive and mutually beneficial relationships with first and second-level decision-makers
• Collects and provides feedback on client satisfaction and issues to the internal team on an ongoing basis
• Functions as an initial and ongoing point-of-contact for an established client base, with respect to overall products and services
• Monitors the implementation of products and services to ensure client satisfaction
• Maintains and shares awareness of competitive intelligence, and is actively involved in activities within the industry/association of assigned client base
• Provides direction to multidisciplinary project and client teams and sales support, when required
• Identifies and attends selective trade shows or conventions where client representatives may be in attendance
• Liaises with industry counterparts
• Liaises with Bell Alliance Partners and other suppliers (including authorized dealers) when required
• Regularly participates in sales-related social functions, representing Bell with client in attendance

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