Sales Executive Job Abingdon area,Virginia USA,Sales

Responsibilities

As Sales Executive, you will be responsible for bringing in new customer business either from an existing base or by acquiring new logos as well as renewing existing customer business from RM’s smaller account base. You will do this through understanding our customers’ needs and identifying new sales opportunities through a variety of channels including calls (mostly outbound), emails, and virtual meetings.

Opportunities will come from a range of sources including inbound opportunities, including renewals, self‑created opportunities and colleagues focused on prospecting. You will be required to qualify opportunities and progress the sales cycle, from identification to close.

This is a growth‑focused role carrying a sales quota. As a BDE you will be expected to meet quarterly targets and monthly activity KPIs and should be energized by driving success against these goals.

To be successful in this role you will need to develop and maintain a knowledge of the market including trends across Technology and Education, and how RM’s products and services connect to these to help educators and enrich the lives of learners.

Main Responsibilities include but are not limited to:

Opportunity identification, development and closure

Developing new sales opportunities using outbound cold emails, cold calls and lead follow‑ups, through a combination of using collateral and content provided by colleagues and your own tailored and creative approaches.
Using databases to identify target opportunities.
Working with our target customers to understand their needs and requirements, identify sales opportunities in relation to these, and qualify the opportunity for RM.
Building knowledge of our product and service set, alongside the needs of the market, and how the two connect.
You will work closely with the wider business unit, including Product marketing and Prospecting to deliver successful campaigns.

Customer engagement

Act as a window into RM as a point of escalation for the customer.
Grow and maintain a network of contacts across the trust schools.

Pipeline Management

Delivering against sales targets through managing opportunities through the different stages of the sales pipeline.
Tracking opportunities within the pipeline and ensuring these provide coverage against targets.
Ensuring regular contact with all opportunities.
Identifying and mitigating risks within pipeline by ensuring that all opportunities are fully qualified and progressed in a timely manner. Good sales cadence is essential to deliver financial targets and your commitments against them.
Prioritising opportunities and the time allocated to them.
Accurately forecasting opportunities.
Maintaining data within the business Customer Relationship Management system.

Completing the Sales Cycle

Delivering on the end‑to‑end sales cycle. From engagement, qualification, offering advice and guidance, providing customer quotes, dealing with customer questions, offering trusted advice, and closing the opportunity.

The role and its responsibilities can be expected to evolve across time.

Skills and Experience

You will have experience of:

Working within a customer environment, understanding their needs and requirements.

You will be:

An enthusiastic, articulate and effective communicator, able to demonstrate to potential customers how RM’s solutions can meet their needs.
A strong collaborator, willing to bring your best to the team for collective success.
An independent operator, confident to assess how best to work with your dedicated customers to meet the growth figures, and to share this within the business. We encourage our teams to consider all options in meeting the growth targets.
Confident communicating through writing, informal speech and presentation.
Comfortable working with and analysing numbers.

You will have:

Good analytical and judgement and decision‑making skills, which you'll use to qualify opportunities and assess how to convert them. You may have a degree level qualification or have gained these skills in other ways.
Strong planning & organising skills, which you’ll use to effectively manage your pipeline.
Results orientation, with passion for achievement…