Sales Executive, TIC

• Supports planning of sales strategy and maintains ongoing plan to prioritize portfolio of accounts and maintain relationships throughout the year. Interfaces with customers primarily remotely (video, phone, email) to promote and sell UL products and services.
• Uses technical credibility to build relationships with buyers and centers of influence.
• Under moderate level of guidance, drives sales process from beginning to end, leveraging support from Sales Support Specialists and Inside Sales Executives when necessary.
• Follows up with customer to ensure renewal of services where applicable.
• Actions on opportunities to sell specialty product / services.
• Meets with new logo prospects from inbound and outbound channels to qualify their needs, understand decision-makers, and land new customers.
• Supports discovery, opportunity identification, proposals, and closing for sales of core UL products and services.
• Leverages technical support (engineers) when customer has a qualified need.
• Creates and maintains pipeline of new logo prospects to supplement existing account activities, owns new logo process through close of sale.
• Brings in additional resources when advantageous to support sales process, and delegates leadership of the sale to Technical Inside Sales Executives for highly technical or specialized products / services.
• Transitions implementation to success / fulfillment teams after sales have been closed to ensure seamless service delivery.
• Where applicable, supports development of GAM and SAM multi-year account plans in TIC by providing insight on area of specialization (specific product/ service).
• Supports remaining account managers on discovery and opportunity identification for assigned specialty products / services.
• Works under the close guidance of account managers (GAMs, SAMs) to seamlessly work with customers throughout the sales cycle.
• Provides any necessary information to SAM and GAM during account planning process on potential growth opportunities within assigned solution area.

JOB RESPONSIBILITIES:

*1. Identifies and pursues prospects through various lead generated activities, including tradeshow, direct mailing, advertising, cold calling, on key industry players and referral program.

*2. Meets with prospects to understand their purchase decision makers, decision making process criteria, and their needs.

*3. Develops sales presentations for potential new clients. Leads the sales presentations in support of growing the clientele for ULs automotive services.

*4. Responsible for meeting with and presenting to the highest profile & potential clients.

*5. Provides value propositions, handles objections, prepares quotes, and closes sales by getting prospects’ commitments.

*6. Retains existing customers that are not managed by account management teams.

*7. Identifies and resolves a wide range of issues with little or no supervision.

*8. Coaches and mentors lower level staff on effective direct sales skills and sales processes.

*9. Supports junior staff in the identification and evaluation of important customer information.

*10. Performs other duties as directed.

• Bachelors and/or graduate degree in engineering or related field preferred. Proficient in MS Office (Word, PowerPoint, Excel, Outlook), and CRM software.
• Relevant technical capabilities related to assigned specialty product / service2+ years of related sales experience.
• Deep knowledge and experience with specialty product / services within assigned TIC portfolio.
• Proven ability to meet and exceed sales targets.
• Business acumen and deep understanding of business sales processes.