Account Executive

Our client, a childcare catering company that provides child-friendly meals and snacks to schools and childcare companies, is searching for an Account Executive to join their team.

Reporting to the Senior Director of Sales & Customer Success, the Account Executive will help the company meet our customer acquisition and revenue growth targets through effective inside / outside sales. The Account Executive will be responsible for networking, developing relationships, managing prospect information in the CRM, and closing small to mid-size new business. This role is currently a remote work from home position with the requirement of travel to centers within the Greater Toronto and Hamilton Area.

RESPONSIBILITIES:

Sales Planning

• Identifies and sets daily, weekly, and monthly activity goals to successfully meet or exceed quarterly and annual targets.
• How you show up matters! Always be prepared for a prospecting call, do your research, anticipate questions, ask questions, and understand the clients’ needs and the commitment or action to be followed up on.
• Identifies and plans strategies and activities for connecting with prospects and building relationships.
• Plans, organizes (in conjunction with the sales and marketing team) and attends tradeshows, conferences and virtual/in-person association meetings.
• Shares market insights, trends, and feedback on perceptions of brand and value proposition with the team

Sales Process & Execution

• Develops a strong understanding of each step of the sales process and advances prospects through each stage with intentionality and commitment.
• Effectively connects with prospects in an engaging, empathetic and people focused way using active listening and a consultative selling approach (asking questions and tailoring solutions to meet the needs of the customer).
• Effectively communicates our value proposition in a manner that resonates with the prospect while building and promoting strong, long-lasting targeted prospect relationships and acting as a Trusted Partner.
• Develops a pipeline of viable opportunities and effectively manages the pipeline, including timely follow up of all leads. Identifies, develops, and nurtures relationships (generating new leads and prospecting accounts).
• Able to complete the sales pricing model and meet contribution margin targets to make effective quotes and proposals.
• Effectively wins retainable business and ensures the customer has a successful catering transition experience.
• Provides outstanding onboarding and after-sales support to enhance the client relationship.

Team Collaboration

• Communicates and works effectively and collaboratively with Customer Care, Operations, Shipping, Marketing and HR to deliver great results for prospects, customers, and other stakeholders in the company.
• Participates and comes prepared to all daily huddles, 121 coaching meetings, and monthly meetings, and any other cadence / meetings as required.
• Follows company charter and is aligned and exhibits company values. Participates in culture events and activities and recognizes others for exhibiting company values.
• Participates in additional projects or added responsibilities as needed.

Reporting & Documentation

• Completes and submits weekly reports
• Updates the CRM daily and documents all sales phone calls, meetings, and tasks.
• Updates key and pertinent information on prospects and competitors in the CRM.
• Monitors and updates their pipeline each week

DESIRED PROFILE:

Qualifications and Role Requirements:

• College Diploma and/or University degree
• RECE is required
• Minimum 2-3 years of sales related experience (prospecting, selling, negotiating, and closing)
• Experience in delivering client-focused solutions based on customer needs
• Must complete a Vulnerable Sector Criminal Reference Check upon hire
• Must meet the requirements of the company’s vaccination policy upon hire
• Must have a valid driver’s license and vehicle

Skills, Knowledge and Abilities

• Self-driven, motivated and results oriented
• Strong ability in active listening
• Strong ability in time management
• Solutions focused
• Strong verbal and written communication skills, including the ability to present professionally
• Ability to effectively partner and collaborate across teams
• Ability to build rapport and influence credibly
• Ability to set goals and targets and achieve targets through prioritizing activities

Competencies

• Growth Mindset
• Sales
• Results Driven
• Change Management
• Active Listening
• Strong Communication Skills
• Results Focus
• Customer-Centric
• Ability to Influence Others
• Problem Solving

KPIs:

• # of Meals Closed
• % Meals acquired (5% target)

Personal Style:

• 100% trustworthy with the highest level of integrity.
• Model and uphold the company’s charter and values.
• Highly driven with the ability to take ownership and responsibility.
• Plays to Win!
• Respectful of others and self.
• Hands on with a willingness to roll up sleeves and get involved.
• Thrives in a fast-paced environment.
• Ability to deal with ambiguity in a growing company.
• Self-aware, with a high degree of emotional intelligence.
• Low ego.
• Growth Mindset.
• Values and seeks feedback from others.
• Level 3 Thinking.
• Represents the company in a professional manner.