Account Executive, Sales (Dorval)

JOB DESCRIPTION

Job Title:             Account Executive (Sales)

Reports To:         Vice-President, Sales & Client Management

Department:        Sales

Location:             Dorval, QC

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Job Summary

As an Account Executive you shall be accountable for the enterprise ownership of all sales and client support resources for an assigned client and prospect portfolio. The Account Executive will have defined sales and business/relationship objectives. The identifying of new opportunities or enhancements is paramount, while ensuring that client satisfaction and service level compliance meets all client and company expectations. You will establish credibility and placement for G+D expertise in products and services and leverage it to profitably grow the account.

Primary internal interfaces: 

• Client Services, Business Development, Product Management, Project Management
• Operations, International Sales, Order and Tender Management

Primary Responsibilities

Sales

• Be G+D’s lead liaise with our client and matrix-manage key internal players to generate profitability
• Meet and exceed client expectations by anticipating client requirements, seeking information regarding industry trends and ‘best in class’ practices
• Generate and test new ideas with clients
• Define and ensure the fulfillment of operational sales targets
• Monitor the short-term sales and demand creation activities through meetings internally and with the client, promptly initiate and drive execution of corrective actions where needed
• Build up and maintain a high level of client intimacy by opening up access to senior level decision makers for both local and HQ management teams
• Establish and groom a balanced relationship matrix, covering a multitude of hierarchy levels and functional client interfaces and developing strong coaches within the client’s organization
• Ensure regular client meetings at all levels, defining actions and personally following up
• Actively drive a top-management sponsorship program
• Promptly communicate client-related issues/problems to the right interfaces inside the G+D organization, escalating effectively when necessary
• Provide pricing and quotations as required by the client(s)
• Develop and prepare client presentations, Requests for Proposal (RFP) and Requests For Information (RFI)
• Maintain a well-loaded Sales Funnel and report funnel status on a regular basis
• Be the primary contact and consultatively advise our clients where challenges can create opportunities with solutions G+D can provide

Coordination 

• Actively cooperate with and coordinate interface functions to ensure smooth implementation of new product/client launches or major changes, driving successful completion within deadline
• Ensure thorough client consulting, bringing the right G+D subject matter experts to the table to define the best solution together with the client
• Champion account-specific initiatives with an entrepreneurial view in the best interest of the client

Account Analysis 

• Use sources inside the client’s organization as well as published information to understand client’s TAM, corporate targets and strategy, strengths and Red Flags
• Understand and explain client’s business models and key economic drivers and know about buying influences as well as buying processes for each Single Sales Opportunity
• Gather comprehensive information about G+D competitors through client contacts, trade shows, conferences and develop a thorough understanding of competitor’s USPs
• Take responsibility for detailed revenue forecasting and budgeting in a timely and accurate manner
• Identify product and services gap (offering vs. client req.) and deliver concise input for new product requests
• Ensure accurate and comprehensive internal and external reporting

Account Strategy 

• Define a consistent strategic account plan, including long-term requirements to achieve sales targets and ensure support from related functions
• Set realistic qualitative and quantitative long-term targets and identify upside potential
• Combine G+D’s product and service portfolio, seizing cross-selling opportunities, to offer an optimum solution for the key account, complemented by a fitting price strategy
• Identify and actively promote G+Ds USPs
• Recognize and communicate opportunities for global expansion and alliances
• Support development of leading-edge products and services based on experience with the key account
• Head the negotiation of client contracts and Service Level Agreements (SLAs), renegotiate contract renewals and extensions as required
• Identify projects with high sales growth potential and contribute to business case
• Actively participate in trainings and workshops (both internally and with the client) to identify new business opportunities
• Contribute to the definition of G+Ds overall sales goals and strategy and monitor achievements for assigned account, derived from the regional and global sales targets. 
• Increase client engagement by establishing customized projects and joint evolution of projects

Secondary Responsibilities

• Communicate, promote and support the G+D vision both internally and externally. Develop and build long-term client relationships, act as a corporate ambassador
• Maintain knowledge of all technology, products and services the company offers. Keep abreast of new equipment and processes and any changes that may impact the assigned account
• Monitor accounts receivables and inventory for assigned clients, actively drive resolution in case of any issues
• Contribute to proposals for cost saving potentials within area of responsibility
• Comply with G+D Environmental, Health & Safety  policies, procedures and report any Environmental, Health & Safety hazards, incidents and concerns to the immediate supervisor

Qualifications, Experience and Educational Requirements

Work Experience:

• 6+ years of professional experience in sales and marketing, having this experience in the financial industry is an asset

Skills and Competencies:

• Excellent command of written and verbal French and English
• Sound understanding of principles and concepts of credit/debit card business, electronic funds transfer, account processing and related financial services
• Experience in the development of service offerings in the banking industry is an asset
• Technical and business experience with chip technology, security and software solutions is an asset
• Entrepreneurial spirit for increasing business and developing new opportunities
• Experience in relationship building with clients at senior management level(s)
• Proven interpersonal and problem-solving skills
• High energy, self-motivation, high integrity work ethic
• Strategic thinking, problem-solving, negotiation and decision-making skills
• Strong communication and presentation skills 

Education:

• University degree in Engineering, Finance, Marketing or other related discipline(s)

Working Conditions

• Office
• Travel my be required

Additional Information

*This job description is not intended to be all inclusive.  The candidate hired will also perform other reasonable related business duties as assigned by the supervisor.  The company reserves the right to revise or change job duties as needed.  This job description does not constitute a written or implied contract of employment.

Giesecke+Devrient Mobile Security Canada, Inc. is an equal opportunity employer and values diversity in its workforce, encouraging applications from all qualified individuals.

By applying to this position you are confirming you possess either a Canadian citizenship, permanent resident status or valid work permit.

Please note:  Reference Checks and Credit, Criminal Background Checks will be administered on suitably qualified candidates. Your application will be kept on file for up to two years.