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Executive Sales
Professional
PRIMARY FUNCTION
The Executive
Sales Professional
is a consultative
sales professional
having expert
knowledge of the
Electrical Utility
Distribution
industry, its
technology,
opportunities,
problems and
competitors. This
assignment requires
an understanding of
complex selling
processes. Through
the development of
relationships at the
“VP Level”, the goal
is to establish
IMCORP as the
premiere underground
cable and
accessories
reliability solution
resource and improve
the financial
position of the
company and its
client.
The sales executive
sets the client
strategy and
leverages internal
resources within
IMCORP
to develop
comprehensive
solutions for the
selected major
accounts and primary
third party
influencers.
Activities include
the development of
complete proposal
packages, pricing
strategies, contract
coordination,
negotiation, and
program process
leadership. This
requires the mastery
of the concept of
asset management,
ROI, ROA, balance
sheet management,
cash flow analysis,
conceptual selling
processes, people
leadership skills,
outsource analysis
and risk assessment.
SPECIFIC FUNCTIONS
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Obtain orders with
no competitive bid
(partnering).
-
Demonstrate
ability to
effectively lead
team to desired
results at clients
throughout
business cycles.
-
Cross-functional
“business”
experience and
knowledge.
-
Possess the
understanding of
how teams work and
is recognized as a
leader in a
diverse
application and
sales challenges.
-
Interact with
IMCORP leadership
in order to
understand the
technology,
marketing programs
and strategies of
the company.
-
Customer process
oriented vs.
transactional
mind-set.
-
Operate within
assigned sales
expense budget.
-
Practice
conceptual and
complex selling
skills with
advanced
negotiating,
prospect analysis
and
prioritization.
-
Command the
dynamics of the
market segment
through close and
continuous
interaction with
customers.
-
Work closely with
product
development to
assist in the
development of new
leading edge
products and
services
consistent with
the needs of the
assigned industry
and IMCORP’s
designated
charter.
-
Advise marketing
of the needs for
sales aides, demo
equipment, and all
other material
required to make
professional sales
presentations.
Assist in the
development of all
mentioned.
-
Develop an expert
knowledge of the
assigned industry
technology,
opportunities,
problems,
significant
players, and
competitor’s
position in order
to be the IMCORP
resource for
“industry
specific”
solutions.
-
Engage third party
entities that are
able to specify
our offering on
new project
commissioning
activity.
-
Meet with customer
executives
routinely to
promote IMCORP
capabilities and
dedication to
assigned
industries
-
Direct and
continuously
engage in the
sales process
throughout various
levels
inside/outside the
client
organization. Has
the ability to
operate at the VP
level and the
engineering level.
-
Implement complex
business solutions
by utilizing needs
analysis and
complex value
solution selling
models.
-
Value/solution
based sales and
marketing
expertise.
-
Demonstrate the
ability to deliver
solutions and
approaches to
difficult problems
and situations.
-
Utilize in house
CRM software to
track account
activity, plans,
and sales
forecast.
POSITION OBJECTIVES
SPECIALIZED
KNOWLEDGE
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Bachelor of
Science degree in
related field
(engineering,
business
management)
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7 years or more of
electric utility
sales and business
development
experience
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Demonstrate
ability consistent
with that required
in a sales
executive position
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MBA or
understanding of
client business
and economic
issues preferred
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Thorough knowledge
of all Microsoft
Office (Word,
Excel, PowerPoint,
Access, etc.) and
other software
tools utilized by
IMCORP.
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