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Federal Account Executive job description
The Federal Regional Account Executive drives revenue and account penetration for a portfolio of named regional military and civilian agency accounts.
Provide guidance to customers in the European Federal Territory and drive revenue
Increase revenue and gross margin for a portfolio of named accounts within assigned territory. Owns sales process from prospecting to closure.
Drive the sales of selected manufactured products/services, integrated solutions, and selected manufacturers’ products/services, through advanced solutions selling techniques.
Establish a trusted partner relationship with customer at all influence and decision making levels. Drive the sales of selected manufacturers’ products/services.
Develop strategic account plans and drive the strategies through tactical implementations and effective communications with Channel Partners, Manufacturer Representatives, Inside Sales Group, Support Engineering and Customer Service Personnel.
Manage accounts and transactions across multiple Federal military and civilian agency locations and operating organizations.
Work closely with the Federal Program team to ensure effective account management, where appropriate.
Provide account leadership on development of responses to RFP's, RFI's and unsolicited proposals.
Stay abreast of developing and leading edge VoIP and UC solutions, products and services.
Provide responsive, timely and thorough resolution of customer escalations.
Demonstrate understanding of key business drivers for customers (understand their business).
Maintain updated and accurate pre-planned territory management, account profiles and account summaries (including stage management), task, sales activates and proposal submission utilizing SalesForce.
Conduct regularly scheduled territory /account reviews with Sales Management. Provide timely and accurate account status reports, forecasts, and business plans to sales leadership and operational teams as required.
Travel regularly within your region establishing a schedule of sales calls to existing and new customers
Involvement in regional Trade Shows and other functions deemed to be in the best interest of development business within the region.
Other duties as assigned
QUALIFICATIONS / SKILLS REQUIRED:
Bachelor's degree in related discipline or equivalent experience required.
5 plus years successful sales and account management experience, with a proven track record of quota achievement in DoD sales in Europe
Working knowledge of voice, network, data, security products and solutions.
Excellent verbal, written, presentation and interpersonal skills.
Strong organizational and negotiation skills.
Ability to work well with the team.
Sound decision making and problem solving capabilities.
Ability to present professional image of self and Company.
Ability to handle customer inquiries and escalations professionally.
Thorough knowledge of computer and related business applications including MS Office.
Valid driver's license, current auto insurance and reliable vehicle as required by transportation needs of the market.
US Passport Required
Ability to travel regularly
Achieves results: Has a passion for winning; engages in a fast, flexible, and responsive style and approach; demonstrates a commitment to continuous improvement. Enables change: Champions change by embracing new business solutions and technologies in order to support organizational initiatives; responds effectively during times of ambiguity, models adaptability and helps other adapt to change. Champions inclusion: Supports a work environment that uses different points of view to its advantage; seeks out and uses diverse inputs and contributions to achieve desired business results. Delights customers: Is personally dedicated to meeting or exceeding the expectations and requirements of internal and external customers; contributes to a team / departmental culture that inspires employees to consistently think and act with the customer in mind. Acts decisively: Applies subject matter knowledge and experience when addressing complex issues; understands strategic issues clearly despite ambiguity; takes all critical information into account when making decisions; makes timely, tough decisions.
Drives optimization: Is personally accountable; tackles and resolves problems efficiently; measures and monitors own work and possibly the work of others; continuously improve processes, products and
services; accomplishes more with less. Contributes to teams: Collaborates effectively in problem analysis and decision making; promotes and contributes to team effectiveness to accomplish team goals.
Builds trust: Demonstrates behaviors and work styles that are consistent with corporate values.