Major Account Consultant

3 days ago

Baltimore, Maryland, United States UniFirst Full time
Job Description

Job Title: Major Account Consultant

Job Summary:

The UniFirst Major Account Consultant is responsible for generating new Major Account Sales within a defined territory. This role requires a strong understanding of the sales process, including identifying target accounts, setting appointments with key decision makers, and presenting a compelling solution to improve the business.

Key Responsibilities:

  • Generate a minimum of $10,400 in weekly rental revenues during each UniFirst fiscal year.
  • Identify key decision makers and navigate through complex buying environments to ensure success.
  • Use the Total Cost Evaluation process to meet with key operational contacts within target accounts to complete a thorough site-level needs analysis.
  • Develop custom solutions for target accounts and quantify process improvements and savings.
  • Effectively present to a diverse audience, including large committees and executives.
  • Negotiate service requirements, pricing, and other terms and conditions conducive to creating a long-term partnership.
  • Align the necessary internal groups and departments to meet and exceed the prospects' expectations.
  • Utilize Dynamics to effectively qualify and prioritize opportunities based on contract expiration dates, market conditions, and competitive strengths and weaknesses.
  • Work with the Market Research and Development group to efficiently manage the database and increase the number of prospects and quality of information.
  • Urgently engage with MAC Leads from the field and provide leads not meeting MAC criteria to local teams.
  • Submit prospects that meet National Account criteria to the National Accounts Division.
  • Constantly monitor the competitive market conditions, sales and pricing strategies, and buying trends to devise effective strategies to counter strengths and take advantage of weaknesses.
  • Maintain an accurate funnel, forecast, and monthly activity report.
  • Achieve a minimum of 90% to quarterly commitment.
  • Meet or exceed the minimum sales activity requirements.
  • Conduct oneself in a professional manner and comply with UniFirst's Code of Ethics.
  • Maintain a line of open communication with Management.

Qualifications:

  • Minimum of 3 years of experience in B2B hunting sales or Sales Management in a service industry.
  • Proven track record of sales success, Presidents Club or equivalent achievement.
  • High-level knowledge and experience managing the entire major account sales process, including identifying target accounts, setting appointments with key decision makers, understanding the needs and roles of all buying influences, creating value through a deep understanding of the prospects' challenges, and presenting a compelling solution to improve their business.
  • Experience in contract negotiations with major account prospects at the executive or C decision-making level.
  • Proven track record of pipeline management and forecasting.
  • Must possess an autonomous, progressive take-charge attitude, able to work under pressure and meet deadlines with minimal supervision.
  • Must be able to multitask, understand, recognize, and prioritize workload.
  • High-level use of sales force automation CRM tools, Microsoft Office, Microsoft Teams.
  • Must reside in the assigned Market Area.
  • Willingness and ability to travel overnight in Market Area.

Equal Opportunity Employer:

UniFirst is an equal opportunity employer. We do not discriminate in hiring or employment against any individual on the basis of race, color, gender, national origin, ancestry, religion, physical or mental disability, age, veteran status, sexual orientation, gender identity or expression, marital status, pregnancy, citizenship, or any other factor protected by anti-discrimination laws.

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