BERLITZ FEDERAL/ MILITARY STRATEGIC ACCOUNT EXECUTIVE
The Federal / Military Strategic Account Executive is responsible for our Federal civilian, military and intelligence agency accounts to understand and address their end-to-end requirements for language training (face-to-face and virtual), cultural consulting (including global cultural competency, diversity, inclusion and relocations services) and testing programs. Leveraging a consultative/challenger sales approach, the Strategic Account Executive develops and cultivates enduring relationships with all relevant client stakeholders to create client value while expanding Berlitz’s national and international footprint. The Strategic Account Executive works as a trusted adviser to design, propose and sell innovative program solutions for multiple federal, military and intelligence clients. The candidate will be expected to achieve a defined revenue quota, which is commensurate with expectations for a seasoned Senior Sales professional, build quarter-over-quarter growth and build an ever-increasing pipeline of opportunities. He or she will be responsible to sell all solutions and capabilities offered by Berlitz US. Additionally, the Strategic Account Executive promotes all relevant marketing events to contribute to targeted revenue growth for Berlitz. A government security clearance is preferred. This position will be based in the Washington, DC area but employees can WORK REMOTELY.
Responsible to develop relationships in all federal agencies, branches of military service and intelligence agencies where language training, cultural consulting and language assessment is a need.
Prepare an acquisition plan to gain entry to the top accounts in your assigned territory using cold colds, marketing programs, events, and executive contacts to build new relationships.
Build and maintain enduring relationships with clients as a trusted advisor, understanding the clients’ full language, cultural and testing needs and bringing forth innovative, comprehensive Berlitz solutions to create client value and expand Berlitz’s footprint.
Leverage a consultative/challenger sales methodology expertise to qualify and move opportunities through a well-defined sales process to deal closure.
Lead effective discover meetings with existing and prospective clients using probing, interviewing and consulting techniques to identify and understand clients’ pain points and key solution needs; connect a client’s situation with Berlitz’s ability to add value through differentiated solution development, delivery and implementation.
Drive revenue growth for Berlitz by achieving and exceeding a defined revenue quota quarter-over-quarter and ensuring an increasing, viable pipeline is reflected in the sales tracking system. Ensure all client contact, activity, correspondence, meetings and opportunities are currently reflected in Salesforce.com.
Maintain a thorough knowledge of Berlitz products, programs and service offerings, trends in language, cultural and testing and development, and trends in assigned industry/territory.
Effectively manage a monthly bookings and revenue with reliable forecast accuracy.
Manage and orchestrate internal executive sponsors to support deal initiation and execution; ensure all executive level governance reporting is done in a compliant manner.
Maintain timely, accurate and thorough documentation of all activities, tasks, contacts and account management activities in the sales tracking system.
Attend and participate in appropriate regional and/or national professional associations and industry business organizations or events to represent Berlitz capabilities and drive new business opportunities; support Berlitz campaigns and new product launches and represents Berlitz entities’ established brand standards in a compliant manner in all written and verbal external communication.
Act as a mentor to junior sales colleagues as requested.
Perform other duties as assigned or apparent.
The primary accountabilities above are intended to describe the general content and requirements of this position and are not intended to be an exhaustive statement of duties. Candidates may perform all or most of the primary accountabilities listed above. Specific goals or responsibilities will be documented in the incumbents’ performance objectives as outlined by the incumbents’ immediate supervisor or manager.
No direct supervisory responsibility; may assist in the training and guidance of new employees.
MINIMUM KNOWLEDGE, EXPERIENCE AND ABILITIES REQUIRED
Five (5) years of quota-carrying consultative sales and strategic account management experience
PREFERRED KNOWLEDGE, EXPERIENCE AND ABILITIES
Experience selling to the Federal Government is required. Government clearance is preferred.
Exceptional executive presence and demonstrated ability to take command of sales opportunities and influence C-Suite level decision makers; politically astute to manage through an organization
Demonstrated ability to understand, design and sell customized, highly complex client solutions
Deep and broad expertise in adult learning and development, industry trends and the post-secondary education industry
Highly developed probing, interviewing and research skills and ability to identify client needs
Strong interpersonal skills to communicate professionally, persuasively and confidently over phone, e-mail and in face-to-face appointments
Ability to work collaboratively and effectively across departments, functions, cultures and time zones
Exceptional customer service skills
Highly organized with strong planning and time management skills and demonstrated problem solving and decision making capabilities
Demonstrated experience with leveraging a Client Relationship Management tool to guide sales and solution management activities
Experience and discipline to work in a virtual setting
Position may require overnight travel as much as 50% for customer and prospect meetings, conference and required professional development. Majority of time will be spent in the client meetings and follow up to client meetings. Occasional evening and weekend duties.
Berlitz enables people to communicate with confidence in a global environment in order to achieve their goals in life.
As the world’s premier provider of language training and intercultural services, with a footprint in more than 70 countries, we offer premium and effective language training for kids, teens, and adults, as well as language, intercultural and business solutions for corporate clients. Our distinctive training methods, instructor-led learning approach, and flexible, multi-platform delivery, together enhance learners’ motivation and self-confidence necessary for successful communication on a global stage.
For over a century, our drive for innovation has led us to build a comprehensive portfolio enabling our clients to communicate with confidence. Founded in 1878, Berlitz is headquartered in Princeton, New Jersey. For more information please visit www.berlitz.com.
At Berlitz, we believe in providing with the most competitive benefits available, so we offer the following benefits for our regular full-time employees:
- Life Insurance
- Employee Assistance Plan
- Credit Union (McGraw-Hill)
- Discounted Berlitz Language Lessons
- Pre-tax Commuter Benefits TransitChek
- Medical and Prescription Drugs/ Dental / Vision
- Flexible Spending Account - Medical and Dependent
- Paid Time Off including Vacation, Holidays, Personal, and Sick Leave
- 401K - Employer matches 50% of employee's first 10% of deferred contribution, upon meeting eligibility requirements.
Berlitz is an Equal Opportunity Employer