Account Executive at MOSAIC in Cheverly, MD
MOSAIC Account Executive - Job description:
MOSAIC is searching for a full time strategic sales representative to evangelize a comprehensive value proposition that includes, High Quality Commercial Print, Graphic Design & Creative Services, Digital Print, Fulfillment, Direct Mail & Learning Services.
This position is located in the Washington DC Metropolitan Area with travel under 10% of the time. As a member of the MOSAIC Team sales force, you'll be responsible for identifying, qualifying and closing new and renewal sales within a defined account assignment with a blend of new and current customers. The primary focus for this position will be on new business.
•Pursue opportunities to develop and present the MOSAIC “Idea Chain” through leveraged partners.
•Seek out new opportunities and expand and enhance existing opportunities to build and manage the pipeline in specialty areas.
•Maintain knowledge of competitors in account assignment to strategically position MOSAIC’s products and services better.
•Develop pursuit plans to ensure alignment with a team of Project Managers and Technical Support.
•Establish a professional, working, and consultative, relationship with the client, by developing a core understanding of the unique business needs of the client within their industry.
•Proposal development, negotiations and deal closings.
•Provide technical expertise in client engagements up to C-level engagements for complex solutions.
•Interface with both internal and external/industry experts to anticipate customer needs and facilitate solutions development.
•Build sales readiness and reduce client learning curve through effective knowledge transfer in area of specialization.
Scope and Impact:
•May coordinate internal & external partners to deliver appropriate solution sale.
•Establishes relationships with customer/partner at all organizational levels; able to interface with senior levels in internal and external groups.
•Will have to meet assigned average or higher quota.
Education, Skills and Experience
Bachelor's or Master's (MBA) degree in Business, Sales, Marketing preferred or technical field or equivalent combination of education and experience.
Prefer 5 years advanced sales experience with the following:
•Proven Strategic Selling Methodology.
•Experience with Print Services and solutions.
•Expert in knowledge of product, solution or service offerings, as well as competitor's offerings to be able to sell large solutions.
•Directly related previous work experience.
•Demonstrated success in achieving progressively higher quota.
Knowledge and Skills Required:
•Understands and applies program/project management methods and processes to define, plan, cost, resource, track and ensure successful pursuit.
•Accurate account planning and forecasting revenue and business trends at an expert level utilizing a CRM tool.
•Collaborates with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities.
•Cultivates & maintains positive relationships with customers to ensure account retention & growth, and position MOSAIC as the preferred vendor for meeting all related business needs.
•Excellent project management skills.
•Establishes a professional working relationship, up to the executive level, with the client.
•Demonstrates leadership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating and closing deals.
•Demonstrates high service, product knowledge and professionalism in researching and sharing service-related information with account teams and customers.
•Understands how to leverage MOSAIC’s portfolio and change the playing field on our competitors.
•Utilizes a CRM tool as an expert and accurately forecasts business.
•Understands and sells high value solutions. Is capable of selling high up on the value chain.
•Understands selling of services sales.
•Leverages services as part of strategic product sales.
•Maintain expertise of industry trends, associated solutions, and key partner solutions.
•Maintains expertise in Marketing at all levels - new applications, typical budgets of the CMO's, typical objectives, measures, and metrics.
Critical Competencies to Drive Business Results:
*New Business Acquisition - Aggressively searches for opportunities in new or existing accounts, expanding business in a way that ensures profitability for the MOSAIC Team.
*Opportunity Qualification, Development and Closing - Assesses feasibility of pursuing an opportunity given what the customer is trying to accomplish, competitive presence and strength, and risk to MOSAIC of proceeding. Defines and positions well-targeted solutions to generate customer acceptance, develop internal MOSAIC buy-in, and wins the deal.
*Knowledge Transfer - Establishes MOSAIC’s technical credibility with customers, educates account teams in area of specialization, and provides an interface between the MOSAIC Companies and its customer base.
*Account Planning and Alignment - Supports the development of account plans that focus sales activities, ensure accurate forecasts, and integrate specialist-selling seamlessly within an overall account strategy.
*Customer Relationship Management - Demonstrates customer-sensitive practices within accounts to support trust in MOSAIC and advance MOSAIC’s account presence.
*Margin Management Support - Supports maintenance of the profit margin essential for protecting the business interests of MOSAIC.
*Sales Effectiveness Fundamentals - Tools & Resources Utilization, Businesses & Offers, Competitive Positioning, Organizational Collaboration.
MOSAIC has been meeting the print communication needs of the greater Washington, DC and Baltimore business communities since 1948. Our focus is the compliment of our customers marketing strategies and business image with immediate responsiveness and reliability. Our commitment to our customers and quality are second to none. From our digital filmless print environment, web-based online storefronts, to our print on demand services and waterless printing, MOSAIC boasts and places in motion some of the latest, most efficient technologies in the industry to serve our customers special needs. To reach the cream-of-the-crop audience for our customers, MOSAIC introduces them to variable data personalization. We help them design and distribute personalized pieces that tap the true power of their customers or membership databases to reach their top-tier customers or members—and their decision makers and buyers.
We also recognize that a foundation stone of every modern business’s success is an educated, trained workforce. MOSAIC Learning’s Training and Education Services department stands ready to support this crucial aspect of our customers’ business, too. MOSAIC Learning specializes in numerous educational mediums such as eReaders, Apps, Games, and the enhancement of LMS Systems. MOSAIC Creative Services is more than DC’s foremost printing company. As a business partner we offer full lifecycle support for writing, editing, and graphics needs. We also work in CD/DVD and web-based media.
We are also skilled in mailing and distribution nationwide. We have in-house mail coordinators who know the U.S. Postal Service inside and out. We understand the importance of inventory management, order fulfillment and warehousing of promotional materials. Our web-based online storefronts provide total hands on interaction and tracking of materials in whatever stage of the process they are in.
MOSAIC, MOSAIC Learning & MOSAIC Express understand the marketplace; and the MOSAIC FAMILY measures the success of our business by the success of our customers.