| Job Title: | Strategic Account Executive | Locations | |
| Department: | Sales; HSI & EMP Canada | EMP: Canada East Region (1) | |
| Reports To: | Director of Enterprise Sales | Canada West Region (1) | |
| FLSA Status: | Exempt | HSI: US West Region (1) |
The Health & Safety Institute (HSI) mission is to “make learning to save lives easy” through the highest quality training programs and services.
EMP Canada is a member of the HSI family of brands
The Strategic Account Executive is responsible for identifying and driving sales of the HSI family of brands (EMP Canada, ASHI, MEDIC First Aid, 24-7 EMS and 24-7 Fire) through professional sales methodologies to create new accounts and develop and manage customer executive relationships.
Responsibilities
- Develop and execute a sales strategy for your area to drive new business with long-term revenue opportunities.
- Identify and close new business with corporate accounts, distributors, alliances and/or training centers through industry expertise, contacts, while driving customer value.
- Drive share of wallet growth with current customers
- Conduct quarterly business reviews with HSI alliances and provide management with reports on alliance activities
- Develop deal strategy with executive alignment, craft complex deals to meet customers’ needs including but not limited to functionality, pricing model, channel delivery structure and negotiation with customers with executive support.
- Maintain accurate and timely reporting in salesforce.com of all leads and status.
- Aggressively obtain knowledge of HSI products and services and their benefits and position in the marketplace
- Be familiar with competitors and maintain accurate and up to date information
- Serve as account manager for existing HSI customers or new customers as part of customer segmentation focus; may be required to process non-commissionable orders as part of account management responsibilities
- Represent HIS sales at training activities and trade shows as assigned
- Proactively create unsolicited proposals to customers as well as thoroughly respond to RFP’s
- Resolve escalated customer complaints and represent customer requirements to Executive team on most serious issues.
- Provide leadership and mentoring to sales team on professional sales expertise and best practices.
- Travel up to 75%
Qualifications & Skills
- 10+ years of professional B2B sales experience, preferably at senior sales level
- Knowledge and experience in healthcare and safety; highly prefer emergency care background (EMS, RN, RT, etc.)
- Knowledge and experience of the health and life sciences industry; highly prefer EMS, EMT, medical or pharmaceutical experience
- Prefer knowledge of learning business
- Proven track record of meeting aggressive quarterly sales targets and profitability objectives for minimum of 6 years
- Demonstrable success of selling products and services to executives and C-level customers
- Demonstrable success in establishing long-term executive relationships with customers
- Experience in using Salesforce.com preferred, or similar sales software tools
- Must be results-oriented, flexible, able to utilize sales methodologies aligned to customers buying patterns
- Outstanding oral and written communication skills
- Drive quality and integrity throughout the business
- Advanced experience in advanced negotiation skills
- Strong computer skills in Office products: Outlook, Word, PowerPoint, Project, Excel, etc.
- Be a self-motivator, a mature sales person able to work independently
- Be a team player who understands the need for collaboration to meet customers’ requirements
- Excellent interpersonal and analytical skills including impact of deal structure on company position
- Focus on the customer requirements aligned to company revenue and profitability
- Advanced English language proficiency required; Spanish and/or French strongly preferred
- BA/BS highly preferred required, MS/MBA preferred
- Live within a 1 hour radius of a major airport; Canada East role preference is the Toronto metropolitan area
