Full job description
Purpose
An Account Executive (AE) at Articulate Marketing, cultivates relationships with promising prospects to convert them into customers. The AE will bring in new business accounts by researching prospective customers, creating outreach strategies and identifying sales opportunities. AE’s use their business acumen to identify if Articulate can help their business grow and subsequently smoothly transition into a consultative sales process. AE’s are responsible for the full sales cycle from prospecting, discovery, proposal and contract agreement.
Responsibilities
- Consistent delivery of agreed monthly, quarterly and annual targets in line with the Articulate Marketing business development strategy.
- Work closely and collaboratively with your colleagues to develop and implement successful prospecting strategies.
- Manage and own the full sales cycle from prospecting, discovery, proposal meetings to contract agreement.
- Conduct high volume prospecting (at least 40 focused activities per day) to qualify leads through calls, emails, and LinkedIn upon clearly identified and agreed criteria.
- Engage prospects using the Articulate business development process.
- Deliver marketing assessments and discovery meetings on behalf of Articulate to further assess a prospect's business and potential for partnership.
- Introduce the agency and our services to prospective clients, presenting technical solutions comfortably and confidently while collating concise and accurate prospect notes.
- Delivering sales proposals with support from the team.
- Develop and manage a personal pipeline using the Articulate’s HubSpot CRM system, be they self-generated leads or as a result of internally generated marketing initiatives.
- Proactively identify and communicate opportunities for sales process improvement.
- Undertake any other task as reasonably required by your line manager.
Skills
- Demonstrable track record of successfully and consistently achieving and exceeding quotas in a full sales cycle within a B2B environment (even better if within an agency environment and to mid-market technology companies!).
- Proven work experience as a Business Development Representative, Account Executive or similar role.
- Hands-on experience with multiple sales techniques (including cold calls).
- Experience with CRM software (ideally HubSpot).
- Understanding of sales performance metrics.
- Proven expertise of at least one of the following sales methodologies. i.e. SPIN, SPICD, MEDDPIC.
- Excellent communication and influencing skills.
- Ability to deliver engaging presentations.
- Qualify leads from marketing campaigns as sales opportunities.
- Ability to confidently and professionally represent Articulate Marketing to potential clients.
- Build close client relationships to enable swift identification of client needs and effective positioning of our suite of products and services.
- Proactively seek new business opportunities in the market.
- Report regularly to the Head of Sales on sales results.
Competencies
- A track record of high achievement and problem-solving and delivery of results.
- The necessary and proven ability to both self-discipline and self-motivate in a remote-working job in order to deliver agreed activity levels.
- Willingness to learn from peers who challenge you to learn, grow and improve.
- The drive to meet and exceed measurable performance goals with the ability to forecast sales performance in a reliable and timely, accurate manner.
- A proven ability to build rapport and communicate well with a diverse cross-section of customers, particularly at senior levels in client organisations.
- Natural curiosity with a genuine interest in business, technology and marketing.
- The technical aptitude to master our sales tools and follow a well-structured sales process to enable professional and confident communication by video conference, telephone and email.
- A keenly developed competitive nature.
- The ability to deal with and thrive on objections and the resilience to manage rejection.
Benefits
- £30-40k salary plus sales and performance-based bonus schemes
- £840 per year happiness account for personalised work-related training and other business-related personal expenses
- Phone and homeworking allowance of £336 a year
- 33 days holiday a year (including bank holidays)
- A commitment to 12 paid training days and 2.5 paid volunteering days a year
- Private medical insurance and employee assistance program
- Workplace pension
- Other benefits, such as access to the company Kindle library and LinkedIn Learning
- The freedom and flexibility to work from home. We've been a remote-working company for decades. Our culture celebrates and supports remote working.
Useful links
Talent and potential do not discriminate on the basis of race, religion, colour, national origin, gender, sexual orientation, gender identity, gender expression, age, marital or veteran status, pregnancy or disability. Nor do we.
So however you identify and whatever background you bring with you, please apply if this is a role that would make you excited to come to work every day.
