Account Executive

3 weeks ago

Minneapolis, United States SPS Commerce Full time

Description

Exciting opportunity @ SPS Commerce for 2024. In this newly created role, you will be in a quota-carrying, fast paced role as a Community Account Executive. You will be calling on Supplier leads generated by our Retail partner programs, working with the prospect to understand and meet their partners needs by prescribing the right solution. With a focus on the more complex or Enterprise level leads, the goal is to maximize the immediate opportunity while creating future growth potential.

Why Join SPS?

We solve retail supply chain problems by cutting through inefficiency with innovation and automation. At SPS we empower retailers, suppliers, distributors, grocers and logistics partners to work better together with our people, our process and our tech products. We have the world’s largest retail network, and we don’t just lead the industry, we are the industry.

At SPS, we believe every employee makes a difference. We ensure employees have the tools, resources and training to explore new ideas and execute them. Our success comes from playing as a team and always playing to win. Careers don’t just grow here, they’re made here.

Does this sound like you?

Results matter and you hold yourself to a high standard of performance. You thrive in an environment of collaboration and succeed together values. Obsessed with customers is how you work. You position yourself as a trusted advisor, solving customer’s business problems and drive value for their business. Get After it – You understand that speed matters and demonstrate a sense of urgency and commitment to getting things done.

The Day to Day

Execute on retailer-directed leads, investigating each prospects current environment while
prescribing the best solution to meet their needs, with a focus on more complex, change
management events for Enterprise level trading partners or those known to use a competitive
Act as an extension of our retail partners by communicating and translating their value, the “why”, timelines and requirements tailored to each partner to maximize vendor commitments via signed agreements. Document all activity including key findings, progress, insights, and pipeline velocity by leveraging Salesforce.com & Gong. Successfully navigate supplier organizations of all sizes, including skilled use of ZoomInfo etc to engage the right contact while aligning the correct business, technical and 3rd party resources needed to make a decision. Define and execute next steps needed to drive a sales cycle through to a decision based on program timelines. Successfully handle objections, leveraging retailer messaging, the SPS account team and all available resources (with the goal of avoiding an unnecessary escalation to the buying org). Utilize discovery questions to understand a supplier’s current environment with the intention of qualifying a larger opportunity beyond the current request. Provide feedback on lead and program quality early and often to ensure we are managing Retailer expectations appropriately and changing course where necessary, this includes escalating known or anticipated issues and complications. Partner with Supplier Sales SAE’s as needed to maximize the immediate or future opportunity. Build strategic relationships with named accounts to move those suppliers efficiently and effectively through a successful sales cycle while creating the best customer experience possible. Have a clear understanding of the core parties involved in the supplier’s supply chain tied to retail fulfillment (ie. 3PL, broker, EDI provider) and their dependencies on each other.

What experience do I need?

Bachelor’s degree AND 2 years of relevant work experience OR some post-secondary education AND 3 years of relevant work experience Relevant work experience is defined as 2+ years of sales experience with a minimum of 1 year in a commission-based sales role Clear, concise, and confident communicator (verbal, non-verbal, written), including effectively altering vocal tone/inflection, listening, and writing relevant and engaging content Demonstrative behaviors around integrity, relationship building, and leadership expectations Ability to translate and clearly communicate business issues and technical information to
individuals with varied levels of expertise Detail oriented Collaborative problem solver Ability to translate and clearly communicate complex business issues and technical information to individuals with varied levels of expertise Retail experience or expertise

Internal Equivalent experience

At least 1 year of SPS experience and exposure to related/relevant areas of practice OR expertise with at least 6 months in a sales position

SPS Commerce offers a comprehensive package of benefits including health, dental, vision, disability and life insurance, paid time-off, 401(k), health and flexible spending accounts, stock purchase plan and more. 

EOE including disability/ veteran

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