The Account Executive is responsible for a series of activities that will create and nurture client relationships to effectively sell MBH luxury staging services utilizing a consultative sales approach.
ESSENTIAL JOB DUTIES & RESPONSIBILITIES
- Engages in sales and sales-related activity, including traveling, driving, and meeting with clients outside of home and all offices, for a minimum of 70% of weekly working hours.
- Procures leads and clients through business development (leads/clients to be defined as including homeowners, real estate agents/brokers, developers and builders, architecture, and design firms, etc.) through cold calls, email campaigns, onsite visits, presentations, networking, and events.
- Develops, modifies, and presents appropriate and digital presentations for potential clients to win new business.
- Develops, maintains and informs senior management of current and project market dynamics and conditions affecting MBH services in the territory
- Follows-up on client leads and sets appointments with clients within 24-48 hours for a live walkthrough.
- Follows up on client requests for luxury staging needs in a timely manner
- Utilizes consultative sales practices to contact and engage client leads provided by the office.
- Uses professional phone etiquette, customer service skills, and rapport building techniques to initiate and maintain contact with clients.
- Establishes expectations with clients via phone and in person regarding staging processes and procedures.
- Manages client expectations, from inception to completion utilizing proactive, timely, and effective communication.
- Conducts an engaging walkthrough and sales presentation onsite with clients, effectively conveying the value proposition of MBH, influencing clients to retain MBH as their staging company of choice.
- Prepares effective bids and proposals, and successfully converts the bid to become a job.
- Maintains excellent communication with clients throughout the staging process, including regular follow up and responding to client’ needs and questions.
- Closes staging projects by converting leads to bids and bids to jobs at target set by management.
- Completes all company forms and protocols for the staging project following SOPs.
- Manages the client relationship, contract process and client need for each staging project, via conducting initial and final walkthroughs of the property with the client.
- Problem solves with clients throughout the staging process, including escalating and resolving areas of concern with internal MBH department resources.
- Executes on procedures within Salesforce and DocuSign by consistently creating leads, updating the system with all activity, creating bids, and sending and receiving contracts effectively
- Understands the contract and communicates contract terms to client effectively.
- Maintains excellent product knowledge and educates clients on non-staging products and services offered by the company.
- Seeks opportunities to cross-sell or up-sell to clients
- Demonstrates an openness and willingness to work with managers to continuously identify areas of strength and to continuously improve in areas of opportunity.
- Maintain relationships with assigned clients, brokers, developers, and realtors to capture more market share.
- Attends monthly sales meetings.
- Adheres to legal compliance and regulation as outlined by MBH.
- Experience in real estate, furniture sales or design industry background a plus.
- Excellent written and oral communication skills- ability to interact with all levels of personnel.
- Computer savvy with the ability to create, modify and present PowerPoint, compose, and create letters and other business-related documents.
- Excellent responsiveness and follow up skills, the ability to build rapport with clients.
- Proven ability to create urgency with clients, great time management skills.
- Must be a strong influencer and strong closer.
- Strong willingness to develop an in-depth understanding of the business and related services and products.
- Must have excellent problem-solving skills.
- Ability to meet deadlines and work under changing priorities.
- Be dependable, punctual, and organized.
- Experience as a sole contributor and in a team environment
