Senior Account Executive

Position Summary:

Pavion and our family of companies (CTSI, AFA, Structure Works, Star Asset Security, et al) is seeking a Senior Account Executive , who will focus on driving new business, while growing existing accounts for the Richmond markets. This professional will be solely responsible for identifying and developing strategic client relationships with a focus on selling critical communication technologies and workplace solutions. The goal of the Senior Account Executive is to be well-networked with business decision makers and influencers such as the design and architecture, commercial real estate, general contractor, and client community to create awareness, educate, and drive preference for CTSI, a Pavion company, business in the Maryland market.

Position Duties and Responsibilities:

• Develop and execute a strong business plan, advanced selling skills, e.g., qualify prospects, lead generation, new business development, account penetration, strategic selling, conceptual selling, issues-based selling, consultative selling, negotiation, and contracts (closing).
• Identify target opportunities to ‘take’ large customer sales from our competitors where possible.
• Serve as the key point of contact with your customers; develop/nurture these key relationships to grow business within the accounts.
• Demonstrate a deep understanding of customers and their issues to drive long term results and become their trusted advisor.
• Read/understand all bid documents, technical drawings and programming guides and relay all needed information back to the engineering, operations team, and leadership team.
• Manage the CRM data to include accounts, contacts, and opportunities, along with the CTSI Process Sales Stages to ensure the correct Estimated Revenue, Estimated Close Date and Probability are accurate to win business.
• Develop strong relationships across CTSI internal teams to ensure appropriate resources from CTSI Engineering, Project Management, Customer Care, etc. can best support the customers objectives.

Basic Qualifications:

• Bachelor's degree.
• 6+ years of experience within the commercial development industry and 6+ years of experience establishing a client base and proven successful history of relationship development, leads generation, and selling design concepts/ideas.
• Valid Driver License required.

Preferred Qualifications:

• Knowledge of the competitive landscape and key influencers in the Baltimore and greater Mid-Atlantic territory to include the Eastern Shore, Annapolis and Delaware markets.
• Proven history of sales success identifying and developing (hunting) new business opportunities.
• Experience building network of business relationships to create sales opportunities.
• Experience working with A&D, real estate, and construction companies.
• Innovative, self-starter with the self-confidence and ability to represent CTSI, a Pavion company, in a professional, ethical manner to gain a high level of confidence.
• Excellent problem-solving and meeting facilitation skills.
• Demonstrated ability to lead change, handle multiple projects in a fast-paced environment.

Physical Requirements:

• Ability to travel as needed.
• Must be able to work at a computer/keyboard.
• Sit or stand for extended periods of time.

Disclaimer:

This job description should not be construed to imply that these requirements are the exclusive standards of the position. Incumbents will follow any other instructions, and perform any other related duties, as may be required. The employer has the right to revise this job description at any time. The job description is not to be construed as a contract for employment.