Sr. Outside Sales Account Executive - Knoxville, TN

Quick Snapshot

The Senior Account Executive (SAE) will cover a territory in the Knoxville area. This will be a hybrid position with occasional visits to our local office, which means that candidates must live locally. This position is a combo hunter/farmer, meaning you will be responsible for new business as well as retention of existing accounts. Ideally we are looking for an aggressive hunter for this role – someone who loves to cold call and prospect for new business!

Prior outside/field sales experience in a business to business (B2B) setting will be preferred.

The Senior Account Executive role is responsible for prospecting and closing sales to new customers to achieve budgeted sales goals. The position develops and implements selling strategies that ensure revenue growth at target or greater profitability levels by selling to new customers. Additionally, the role manages existing business relationships to achieve budgeted sales and price goals by developing and implementing retention strategies, utilizing strong negotiation efforts to preserve business, and securing contract agreements from previously non‑contracted customers.

Responsibilities include handling customer cancellation requests, providing ongoing education of contract details to existing customers, and obtaining contract commitments during face‑to‑face interactions. All escalations for customer service within the defined territory will be resolved through this position.

• Initiate business‑to‑business sales relationships
• Prospect and close sales opportunities to achieve budgeted sales goals by developing and implementing sound selling strategies
• Manage prospects by developing prospect development plans and maintaining key information in the prospect database; maintain sales pipeline to achieve goals for new sales
• Minimize revenue and account loss by maintaining strong relationship health standards and diffusing cancellation requests; meet or exceed sales call activity goals for proactive account retention
• Increase revenue and profitability by executing plans on retention calls to improve the customers' service and/or profitability
• Establish and maintain a high level of customer satisfaction
• Propose customer solutions compliant with applicable local, state, and federal regulations; communicate and work with Area Sales Managers to resolve unique customer issues
• Demonstrate knowledge of customers' needs, pricing and competition; effectively communicate pricing and service strategies; proactively engage other company business opportunities, referring internally as appropriate
• Acquire in‑depth industry and company knowledge to prepare complex proposals and make recommendations on equipment optimization and leasing options
• Maintain current knowledge of external market trends and internal sales strategies and operational capabilities
• Work closely and effectively with Plant Managers and Brokerage Account Managers to assist in upgrading materials to increase profitability and achieve plant goals

• Bachelor's Degree (accredited) or equivalent
• High School Diploma or GED (accredited) and 4 years of relative work experience
• 4 years of work experience in direct B2B sales, B2B cold calling, and phone‑based B2B prospecting resulting in successfully obtaining customer appointments

• Build relationships
• Communicate with impact
• Demonstrate adaptability
• Demonstrate professionalism
• Initiate action
• Produce results
• Think strategically
• Gain commitment
• Influence and negotiate
• Manage work/time
• Plan and organize
• Use ethical practices
• Problem‑solving skills
• Proficient with computer and software applications

Normal setting: office, work‑from‑home office, and outside sales.

Medical, Dental, Vision, Life Insurance, Short and Long Term Disability. Employee Stock Purchase Program (ESPP). Company match on 401(k) (4.5% with no vesting period). Unlimited vacation time. Continuing education support.