Strategic Account Executive (Maritz Automotive Solutions)

Full-time

Torrance, CA

Administrative and Support Services

About the position

As a key driver in expanding Maritz Automotive's footprint, this role is essential in growing our business within existing client relationships and securing new opportunities. We're looking for a dynamic, curious, and client-focused individual who thrives on understanding how businesses work and is eager to learn and grow. In this role, you will build trust with clients, selling training, incentives, and recognition solutions, and close deals that make a real impact. Your ability to anticipate client needs, present tailored solutions, and lead cross-functional teams will position Maritz Automotive as the go-to partner for our clients' success. Location: The selected candidate must reside in the Los Angeles/Orange County area, and will be reporting into the Torrance, CA office.

Responsibilities

• Works closely with Sales Management, Operations, and Solution Design to develop account plans.
• Maintains ongoing relationships with client contacts to assist with any operational issues after the sale is closed.
• Collaborates with the Maritz Operations team to ensure day-to-day operations are occurring as intended and agreed upon.
• Consistently and accurately updates details on current accounts with any changes or new activity utilizing Maritz planning tools.
• Screens targeted list of accounts according to Maritz qualifications.
• Actively seeks new leads and maintains contact with referrals.
• Develops relationships with prospective clients through networking and making new contacts throughout all levels of their organizations.
• Leverages referral sources and networks within existing client organizations to create future opportunities.
• Reviews and understands the financial condition of prospective clients and plans a sales approach that best incorporates how Maritz can help with their business results.
• Works closely with Sales Management and Solution Design team to create relevant sales pitches to deliver to prospects.
• Develops key questions to be used to probe for and understand our potential and existing clients' business challenges.
• Develops sales strategy for accounts related to client's challenges and needs and communicate those to the Solutions Design group.
• Creates value-add proposals for the more basic solutions.
• Collaborates with Solutions Design to co-create more complex, value-added proposals that best fit the clients' needs and sales strategy developed.
• Through the collaboration with Solution Design and Analytic teams, develops client specific data insights to articulate the tangible and intangible values of our recommendation to clients and describe why our products/services are superior to that of our competitors.
• Utilizing metrics and/or data insights provided by the Analytics team, reviews the effectiveness of Maritz products/services during and after implementation to develop lessons learned for future opportunities.
• Anticipates client objections and prepares counteroffers.
• Collaborates with Sales Management and Finance to structure deals.
• Adjusts terms or bundles products for better pricing.
• Reviews and finalizes deals with management approval before presenting to clients and securing their commitment.
• Keeps track of key decision-makers within the client organization and ensures all concerns are addressed.
• Secures signatures on the Statement of Work (SOW) and promptly obtains the final agreement and contract.
• Grows an account portfolio on a year over year basis.

Requirements

• Bachelor's degree required.
• 5 to 7 years in direct, consultative sales experience with proven strong year-over-year growth in gross profit of assigned book of business.
• Ability to lead both internal and client teams.
• Ability to distinguish reliable information resources for client research purposes.
• Must have demonstrable financial and business acumen to be able to interact with all levels of clientele, including C-level.
• Willingness to seek new business opportunities.
• Must have active listening skills.
• High level of confidence to ask direct questions and problem solve.
• Excellent written and verbal communication skills required.

Nice-to-haves

• Proven track record in sales within the automotive industry preferred.
• Experience establishing relationship with an automotive OEM client base preferred.
• Experience and understanding of automotive dealerships is an advantage.

Benefits

• Medical insurance
• Dental insurance
• Vision insurance
• Life insurance
• Disability insurance
• 401k
• Tuition reimbursement
• Paid time off
• Bonus incentives