Project Executive

2 weeks ago

Phoenix, United States ACCO Engineered Systems Full time

**JOB SUMMARY**:
Reporting directly to the Vice President/Sales Manager of the Northern Region this position is responsible for targeting/developing new revenue opportunities, cultivating new client relationships and building a prospect pipeline (in collaboration with our PM’s) to drive new business growth. Employing a consultative prospecting approach, a measure of success will include the conversion rate of pipeline prospects to revenue-generating clients. Incumbent will partner with Marketing to assess market trends, build market presence and lead activities that increase awareness of the ACCO brand.

**ESSENTIAL FUNCTIONS**:

- Create and define business development strategies that grow market verticals in alignment with ACCO’s strategic plan.
- Identify and evaluate business opportunities for ACCO through market identification and analysis, external business relationships and other forms of business analytics.
- Identify, prospect, qualify and build relationships with potential clients (partnering with PM’s) and regularly report progress to the regional leadership team.
- Develop strong consultative relationships with prospective clients to understand their business objectives/strategic imperatives. Then, highlight the ACCO core competencies that fulfill the client’s needs and convey our value proposition.
- Create, update and constantly add prospective clients to a rolling prospect pipeline.
- Maintain records and up-to-date information on all prospects, target accounts, and new clients.
- Convert a pipeline of prospective clients into revenue generating clients
- Assess and analyze ACCO’s “fair share” by client.
- Develop business presentation materials and cost/value modeling for prospecting calls.
- Monitor market and competitor activities/trends.
- Represent ACCO at key industry trade shows, industry events and functions. If needed, engage marketing to develop materials/content for these events.
- Support PMs to organize and attend client events.
- Host client shop tours.
- Provide high level budget support for clients not currently supported by a PM.
- Develop and manage a BD budget with Sales Managers and marketing team. Define what industry events are applicable for ACCO participation and/or sponsorship.

**EDUCATION AND EXPEREINCE**:

- B.A. or B.S. degree in Engineering, Sales Management, or equivalent experience.
- 10 years prior experience in new business development and sales.
- Demonstrated ability to professionally approach and engage the appropriate, high-level contacts/decision makers at target companies.
- Demonstrated ability to influence and persuade others to achieve desired outcomes.
- Strong analytical, problem solving and negotiation skills.
- Excellent verbal and written communication skills.
- Excellent organizational, planning and prioritization skills.
- Computer proficiency with Excel, Word, and PowerPoint.
- Well respected internally to ACCO and within the marketplace.
- Strong consultative skills, with a significant sense of ownership and accountability.
- Self-driven, motivated and results oriented.
- Motivated to partner/collaborate with internal and external teams, building relationships to accomplish shared objectives in a dynamic and complex environment.
- Proven track record of successful negotiations, strength of character and ability to articulate business value proposition.
- Strong business acumen and understanding of financial metrics.
- Demonstrated critical and analytical thinking skills and experience with interpreting and analyzing data.
- Proven ability to develop strong, trusting relationships to maintain credibility, gain support and achieve results.
- Ability to influence business decisions in a matrixed environment to drive business results.
- Demonstrated ability to multi-task and manage change in a fast-paced, results driven environment.
- Detail oriented with strong organizational and process management skills.
- Demonstrated ability to exercise sound judgement and decision making in an ambiguous work environment.
- Must demonstrate strong communication and listening, consultation, facilitation, presentation skills
- Collaborative, team oriented and client centric mindset.
- Estimating skills are preferred to support high-level budget efforts. This skill could be developed in the role if not possessed prior.

**ACCO COMPETENCIES**:

- **Proactivity / Initiative**:Recognizes what needs to be done and accomplishes it in a manner appropriate for one’s level/position and with mínimal supervision.
- **Perseverance**:Shows the wherewithal to fight for difficult goals despite challenges and to bounce back from adversity.
- **Insight**:The ability to gather and make sense of information that suggests new possibilities.
- **Engagement**:Shows a knack for using emotion and logic to communicate a persuasive vision and connect with people.
- **Teamwork**:The ability to effectively work toward common goals with others by supporting, encouraging,

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