Our client is a trusted, family-owned, supplier of capital equipment and engineered solutions with 20 locations throughout the US. Due to growth and market expansion, Naviga has been retained to recruit an Outside Sales Account Executive in the Chesapeake market. 

Title: Outside Sales Account Executive
Location: Chesapeake, VA

Key Points: 

• Established from a long-standing, private family-owned business, ensuring stability and deep-rooted values.
• Profitable track record showcasing financial sustainability and success over time.
• Rapid growth achieved through strategic acquisitions, demonstrating adaptability and vision in the market.
• Commitment to further growth with ambitious plans for future expansion, leveraging existing strengths and expertise to drive success in new ventures.
• Strong foundation built on tradition, complemented by a forward-thinking approach to innovation and development.
• Cultivation of a dynamic and entrepreneurial environment, fostering creativity and initiative among team members.
• Reputation for excellence and reliability, earning trust and loyalty from customers, partners, and stakeholders alike.
• Dedication to preserving the values and legacy of the original family-owned business while embracing growth and evolution in the modern marketplace.
• Committed to employee development, offering avenues for career advancement into leadership roles and providing ongoing training and support

Responsibilities:

• Sell capital equipment and engineered solutions in a specified territory by developing relationships and providing recommendations for new and existing customers
• Develop new business to ensure continued high growth rates
• Implement strategies to increase sales and profit by prospecting within the defined territory
• Create customer-specific proposals based on detailed needs analysis
• Conduct market research to produce competitive comparisons
• Develop and maintain expertise on industry trends and best practices
• Maintain current knowledge of used equipment values and evaluate equipment properly for trading purposes
• Maintain current knowledge of financing options to assist customers with securing the purchase of new, used, and rental equipment
• Attend applicable sales training events/seminars
• Engage with prospective clients, conduct field visits, and perform product demonstrations to showcase equipment offerings
• Collaborate with Regional Sales Managers to develop and execute effective sales strategies
• Manage the entire sales cycle, from prospecting and lead generation to contract negotiation and deal closure.
• Maintain regular communication with existing clients, ensuring high levels of customer satisfaction and identifying upselling and cross-selling opportunities
• Utilize CRM systems (Salesforce, transitioning to Microsoft Dynamics) to manage leads, track sales activities, and generate accurate reports
• Participate in ongoing training and development programs to enhance sales skills and product knowledge

Requirements:

• Minimum of 3 years B2B sales experience with a proven track record in exceeding goals
• Experience developing and winning new business in a highly competitive environment
• Consistent track record of closing deals with an average deal price exceeding $15,000 and within sales cycle environments ranging from 3 to 6+ months, showcasing adaptability and effectiveness across varying timeframes
• Self-driven to actively prospect, cultivate and close new business opportunities using effective questioning skills to tailor solution benefits to meet prospect needs.
• Expertise in swiftly identifying and engaging with the appropriate decision maker to facilitate successful deal closures
• Proficient in selling to both C-level executives and small business decision makers, showcasing adaptability across diverse client demographics
• Unwavering integrity and strong work ethic
• Adaptability to industry changes and openness to embrace new technologies and sales methodologies.
• Exceptional communication and sales presentation skills
• Proficiency and knowledge of Microsoft Office products

Pre Employment Requirements:

• Valid driver’s license and a safe driving record
• Must be able to complete a pre-employment drug test and background check

Education:

• Bachelor’s Degree is preferred but not required

Travel: 

• 80-90% field-based work within a territory

Benefits/Perks:

• Medical
• Dental
• Vision
• Accident Insurance
• Short-Term Disability
• Life Insurance
• 401K with Company Match starting immediately
• Parental leave for both moms & dads
• PTO