The Account Executives (AEs) in our Rentals, Linens and Furnishings Division (RLF) are tasked with cultivating, maintaining and expanding a book of business, providing superior service to existing and new relationships. AEs efforts focus on driving revenue into the company through the conversion of new accounts, retention of existing clients and expanding existing client relationships. The AE is also expected to keep the client educated, proactively, about the company’s policies and any account changes. The AE is the main point of client contact at all stages of the event.
Working in a team environment, led by a Regional Manager, the AE is expected to act as the client advocate and works with internal departments to ensure that client needs are fulfilled while maintaining the company procedural requirements. The AE assists with client designs, handles client complaints, collects and analyzes event requirements, and improves the overall client experience.
The AE is a revenue generating role and each AE is expected to eagerly participate in revenue generating activities while providing excellent customer service.
Core Accountabilities
Expand Opportunities Client Penetration
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Participates in sales and business development activities at the direction of management
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Is proactive in their own approach to continuously expand upon their book of business
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Partakes in necessary outreach to potential new customers; not just relying on existing clients to generate revenue
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Focuses activities on revenue generation through penetrating and expansion of existing accounts/relationships.
- Supports management and Business Development with efforts to penetrate new business opportunities
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Attend one networking opportunity per quarter can be with various networking associations or an industry event put on by our clients
- Logs activities and provides weekly feedback to management
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Solidifies annual work
- Contributes to the company’s social media efforts on IG, FB and email campaigns
Customer Management
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Proactively communicates with clients regarding company policies, fees and procedures
- Receives event needs and instructions via client communication and enters the event information into our industry-based software system
- Keeps accurate details on all rental contracts, including equipment needs, delivery and pickup details, and contact information to ensure all orders go out the door correctly
- Receives changes and requests from client and acts on them in a timely manner
- Meets with clients in design studio to put together equipment needs for various events including weddings, galas, corporate parties, and other social gatherings
- Follows up with clients on all information received in studio appointments to ensure all details are correct
- Visit venues to provide better client support
- Support clients through equipment photos, mood boards, swatch distribution and other tasks as needed
- Takes initiative to research all clients in assigned book of business regarding their background; includes equipment preferences, venues most often worked at, and their general trend of business with Select
- Able to confidently answer questions put forth by clients regarding equipment, delivery and pickup logistics, company policies, and other general questions
- Proactively strengthen relationships by contacting clients to inform them of new policies, send new products, or straightforward engagement in order to build trust and confidence
- Balances the needs and requests of clients within the parameters that Select can operate by; does not overpromise or commit to anything outside of normal business practices unless it is confirmed by Select that we can fulfill this request
- Has the ability to confidently offer suggestions to clients for equipment if the initial needs of the client are not able to be met by Select
Book of Business Ownership
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Actively manages existing book of business
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Shows YOY growth of existing client business
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Grows book of business by adding new clients through targeted outreach
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Tracks current accounts that are growing
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Reaches out to struggling accounts compared to previous year
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Reaches out to clients on a regular basis to investigate seasonal needs and activities. This does not include reacting to a request or reaching out about an issue or upcoming event
- Utilizes CRM software to keep all client communication updated
Collaboration and Teamwork
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Routinely contributes to the workload surrounding clients in order to alleviate stress of teammates
- Works quickly and efficiently with Operations to ensure client contracts are closed within two business days of the pickup so final invoices can be sent and event can be finalized
- Share responsibilities in the office with teammates this includes helping to field calls when necessary, answering the door and greeting clients, maintaining cleanliness of the studio and office, and other duties as needed
- Reacts to onsite issues and coordinates with Operations to remedy situations this includes during office hours and after hours as the situation requires
- Contributes to the team and company’s ability to stay current with industry trends and products through social media and other research
- Demonstrates an understanding of, or a willingness to learn, the relationship between sales process and operations working to produce the best end result for the company and our clients
- Participates in venue visits and key deliveries to better understand the client needs and operational complexities of some sites
General
There are several traits and behaviors that are crucial to the AEs success. These are used in conjunction with the main responsibilities listed above to evaluate performance:
- Teamwork Positive and encouraging attitude
- Forward thinking
- Independent reasoning and solutions
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Ability to multi-task
- Detail-oriented
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Ability to perform under pressure
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Maintaining composure with clients
- Time management
- Willingness to work after hours
- Represent ownership of relationship
- Strong decision-making skills
- Creative problem solving
- Passion for design and collaboration
- Organizational skills
- Ability to learn from mistakes
- Understanding of customer service
Other duties as assigned.
- Commitment to Teamwork and Collaboration is the most important qualification
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High School Education and 2 years of relevant experience, Bachelor’s Degree Preferred.
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Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization
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Excellent listening, negotiating and presentation skills
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Excellent verbal and written communication skills
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Self-Motivated and able to thrive in a results driven environment
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Proven ability to manage multiple projects at a time while paying strict attention to detail
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Build relationships based on integrity, reliability and maturity
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Attention to detail and adherence to deadlines
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Experience with Microsoft Office Suite, CRM
Working Conditions
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This position includes periods of telephone intensive work and may require sitting for periods of time.
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Requires outdoor work in a variety of elements.
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This position requires travel to customer’s premises.
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This position may require work on weekends and evenings, sometimes with limited notice.
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All prospective employees must pass a background check.
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Must have a reliable vehicle.
