Project Executive - ACCO Engineered Systems

Overview

JOB SUMMARY:

Reporting directly to the Vice President/Sales Manager this position is responsible for targeting/developing new revenue opportunities, cultivating new client relationships and building a prospect pipeline (in collaboration with our PM’s) to drive new business growth.  Employing a consultative prospecting approach, a measure of success will include the conversion rate of pipeline prospects to revenue-generating clients.  Incumbent will partner with Marketing to assess market trends, build market presence and lead activities that increase awareness of the ACCO brand.

ESSENTIAL FUNCTIONS:

• Create and define business development strategies that grow market verticals in alignment with ACCO’s strategic plan.
• Identify and evaluate business opportunities for ACCO through market identification and analysis, external business relationships and other forms of business analytics.
• Identify, prospect, qualify and build relationships with potential clients (partnering with PM’s) and regularly report progress to the regional leadership team.
• Develop strong consultative relationships with prospective clients to understand their business objectives/strategic imperatives.  Then, highlight the ACCO core competencies that fulfill the client’s needs and convey our value proposition.
• Create, update and constantly add prospective clients to a rolling prospect pipeline.
• Maintain records and up-to-date information on all prospects, target accounts, and new clients.
• Convert a pipeline of prospective clients into revenue generating clients
• Assess and analyze ACCO’s “fair share” by client.
• Develop business presentation materials and cost/value modeling for prospecting calls.
• Monitor market and competitor activities/trends.
• Represent ACCO at key industry trade shows, industry events and functions.  If needed, engage marketing to develop materials/content for these events.
• Support PMs to organize and attend client events.
• Host client shop tours.
• Provide high level budget support for clients not currently supported by a PM.
• Develop and manage a BD budget with Sales Managers and marketing team.  Define what industry events are applicable for ACCO participation and/or sponsorship.

EDUCATION AND EXPEREINCE:

• B.A. or B.S. degree in Engineering, Sales Management, or equivalent experience.
• 10 years prior experience in new business development and sales.
• Demonstrated ability to professionally approach and engage the appropriate, high-level contacts/decision makers at target companies.
• Demonstrated ability to influence and persuade others to achieve desired outcomes.
• Strong analytical, problem solving and negotiation skills.
• Excellent verbal and written communication skills.
• Excellent organizational, planning and prioritization skills.
• Computer proficiency with Excel, Word, and PowerPoint.
• Well respected internally to ACCO and within the marketplace.
• Strong consultative skills, with a significant sense of ownership and accountability.
• Self-driven, motivated and results oriented.
• Motivated to partner/collaborate with internal and external teams, building relationships to accomplish shared objectives in a dynamic and complex environment.
• Proven track record of successful negotiations, strength of character and ability to articulate business value proposition.
• Strong business acumen and understanding of financial metrics.
• Demonstrated critical and analytical thinking skills and experience with interpreting and analyzing data.
• Proven ability to develop strong, trusting relationships to maintain credibility, gain support and achieve results.
• Ability to influence business decisions in a matrixed environment to drive business results.
• Demonstrated ability to multi-task and manage change in a fast-paced, results driven environment.
• Detail oriented with strong organizational and process management skills.
• Demonstrated ability to exercise sound judgement and decision making in an ambiguous work environment.
• Must demonstrate strong communication and listening, consultation, facilitation, presentation skills
• Collaborative, team oriented and client centric mindset.
• Estimating skills are preferred to support high-level budget efforts.  This skill could be developed in the role if not possessed prior.

ACCO COMPETENCIES:

• Proactivity / Initiative: Recognizes what needs to be done and accomplishes it in a manner appropriate for one’s level/position and with minimal supervision.
• Perseverance: Shows the wherewithal to fight for difficult goals despite challenges and to bounce back from adversity.
• Insight: The ability to gather and make sense of information that suggests new possibilities.
• Engagement: Shows a knack for using emotion and logic to communicate a persuasive vision and connect with people.
• Teamwork: The ability to effectively work toward common goals with others by supporting, encouraging, and sharing information in an authentic and approachable manner.
• Big Picture: Understands and contributes to organizations’ short- and long-term business strategy.  On a personal level has independently developed a vision for short- and long-term career success.
• Motivation / Dedication: Commits to excellence in pursuing unselfish goals.  Initiates action with collective goals takes responsibility and shows personal humility.
• Technical Curiosity / Willingness to Learn: Interest in seeking out new experiences, knowledge, and candid feed, back; demonstrating an openness to learning and change.
• Problem-Solver: Ability to identify, analyze, and solve a problem in support of personal, group, department, or organizational objectives.

PHYSICAL REQUIREMENTS:

(The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.)

• The employee may regularly lift and /or move up to 10 pounds, and occasionally lift and/or move up to 20 pounds.
• Specific vision abilities required by this job include Close vision and Distance vision.
• The auditory/hearing abilities required by the job include the ability to hear customers calling by telephone.
• While performing the duties of this Job, the employee is regularly required to sit for prolonged periods, stand; use hands to finger, handle, or feel; reach with hands and arms and talk or hear.
• The employee is regularly required to walk and sit.

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