PURPOSE OF THE JOB

• The Account Executive manages the entire sales cycle, from prospecting and lead generation to closing deals and ensuring client success post-sale. This involves driving sales growth and revenue generation by engaging potential clients, presenting tailored software solutions and building long-term relationships.
• The successful individual will be responsible for managing all commercial aspects, including contract negotiation, proposal preparation, and sales forecasting. The role also includes collaborating with senior stakeholders, overseeing marketing initiatives, and ensuring timely delivery of solutions that meet client needs.

KEY RESPONSIBILITIES

Sales and Revenue Growth 

• Identify and target prospective clients.
• Present software solutions that align with client needs and business objectives. 
• Achieve or exceed monthly, quarterly and annual sales quotes. 
• Planning and overseeing new marketing initiatives. 
• Utilize best practice sales models. 
• Communicate product value to clients.
• Develop solutions for clients. 

Account Management 

• Build and maintain strong, long-lasting client relationships. 
• Understanding the client’s needs communicate product value to clients.
• Serve as the primary point of contact for assigned accounts, ensuring satisfaction and engagement.
• Proactively identify upselling and cross-selling opportunities.
• Developing a trusted advisor relationship with key customers and executive sponsors.
• Customer Delivery by ensuring timely and successful delivery of solutions according to customer needs and objectives.
• Assist with high severity requests or issue escalations when required.

Collaborating with stakeholders on a Senior Level

• Identify sales opportunities within the territory and collaborate to ensure growth attainment. 
• Direct Exco team towards a sale/opportunity.

Commercials

• Managing and maintaining all new business documentation.
• Review and maintain contracts, commercials and service level agreements. 
• Prepare proposals and master services agreements. 
• Prepare quotes and proposals for clients. 
• Negotiate contracts. 

Marketing 

• Facilitating the Marketing strategy and operational process implementation.
• Finding and developing new markets and improving sales.

Trend Analysis and Forecasting 

• Clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders. 
• Forecast and track key account metrics
• Responsible for client success 
• Build -lasting relationships client relationships. 
• Operate as the lead point of contract for all matters specific to customers. 
• Customer delivery by ensuring timely and successful delivery of solutions.
• Assist with high severity requests or issue escalations as needed.

CORE SKILLS/COMPETENCIES

• Microsoft office 
• Experience working with commercial and sales models. 
• Experience working with Retail Software 
• Customer Relations management 
• Excellent listening, negotiation and presentation skills 
• Excellent verbal and written communications skills with IT fluency
• Experienced working in long cycle deals with software 
• Experience writing business proposals and responding to RFx.

MINIMUM REQUIREMENTS

• A minimum of 10 years’ account management or other relevant experience 
• A minimum of 10 years of experience in sales, marketing, and retail 
• Bachelor’s degree in business, Marketing or relevant field. 
• A proven track record with selling software and development services in the retail sector.
• Experience selling complex retail solutions in the retail industry. 
• Experience in delivering client focused solutions based on customer needs. 
• Experience in successful negotiation and closing a variety of large and complex deals.