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COMPANY Senior Account Executive Position Description DATE Position: Senior Account Executive Purpose: Achieve individual sales goals and margin goals through the provision of business solutions that exceed the expectations of our customers. Achieve team sales, margin and net income goals through assistance to the Sales Manager, Sales Representatives and Strategic Management Team. Scope: Manage personal sales territory of five corporate accounts, generally within the State, but with locations in (other states). Assist in other markets as needed. 1998 sales goal of $ and margin goal of $. Status: Report directly to Executive Vice President. Functional relationships with all departments and branch managers. Assign work to Customer Service Supervisor, although she is not a direct report. Authority Levels: 1. Do it. 2. Do it and advise. 3. Seek approval and then do it. 4. Don't do it unless told to. Area of Responsibility: Personal Sales Duties 1. Achieve Sales and margin goals. 2. Act as a (Company) team member. 3. Achieve educational goals. COMPANY Standards of Performance DATE Responsibility of Sales Duties Standard of Performance Satisfactory performance will be achieved when... Evaluation Comments 1. Achieve sales and margin goals. Gross profit goals are met quarterly & year-to-date. One new key account is opened per quarter. A minimum of one quality technology call is made on an existing or new client per month. Schedule of customer Reviews is provided to EVP by April 1 of each year & copy is submitted each review. Open Order, Add'l Cost and Jobs to be Billed reports are kept in compliance with company policy & free of old jobs. Order registers and Invoice registers are checked for accuracy daily. Assigned accounts & prospects know of all product lines & personal sales reflect activity in every product line. All orders are placed with a "partnering" vendor if possible or approval is received to use an unauthorized vendor. EVP receives a "Major Goals List," weekly calendar & updates to the funnel & prospect lists on the first work day of each week. Sales plan is created that mirrors agreed upon sales and margin levels and an achievable plan exists to accomplish them & is turned in by DATE. 2. Act as a (Company) team member. All requests made by EVP are met in the requested timeframes. Product consultation is provided when requested. New products & industry news is introduced in sales meetings & handouts. Presentation assistance is provided when requested. Joint prospecting calls are made & new key account closings are assisted with other sales representatives as requested. Each weekly management meeting is attended & active participation is demonstrated to improve sales & business operations. 3. Achieve educational goals. Monthly trade magazines are read, SS sponsored training are attended & working relationship is attained w/new vendors in order to remain qualified for selling all company products & offering innovative solutions to customers. Training or Continuing Ed classes are taken if necessary in order to help reach sales & margin goals. Back to Personnel -- Hiring