Account Executive

Summary

The Sales Account Executive (AE) will focus on developing, nurturing, and expanding our single-family builder account base to develop a robust sales pipeline and achieve budgeted sales goals. To be successful in this role, the candidate will actively prospect and contract new business to meet both top line and gross margin goals of the assigned territory. The ideal candidate will be a proactive go-getter, relationship builder, and will consistently meeting gross margin targets to positively impact company growth.

Essential Functions

• Achieve and exceed sales targets and targeted KPI’s set by ILG leadership.

• Utilize Salesforce.com system to value, track, convert sales opportunities and to develop and contract new business through lead generation, opportunity identification, and opportunity conversion.

• Develop and maintain strong relationships with existing accounts, builders, contractors, and key stakeholders, ensuring customer satisfaction, and fostering long-term partnerships.

• Maintain targeted gross margin percentage(s) for the account portfolio, meeting or exceeding branch profitability targets.

• Leverage defined behaviors to achieve specific objectives and measures for the role, to include: business planning, winning in single-family, multi-family, design, and technology sales.

• Conduct Quarterly Business reviews at top accounts with senior management, report on YTD progress vs revenue, and key focus areas identified in your business plan.

• Manage pricing actions, product expansion, and merchandising product assortments.

• Prepare bids, take-offs, job change orders, and professional sales presentations.

• Negotiate pricing and terms of sale to close deals and achieve sales targets.

• Collaborate with customers to identify their needs and recommend appropriate products and services.

• Stay updated on industry developments, competitor activities, and market trends to identify growth opportunities and maintain a competitive edge.

• Ensure timely contract execution and completion, including necessary changes due to pricing.

• Provide necessary information to internal teams such as Design Consultants and Production Managers.

• Maintain bid folders for future updates and manage internal billing inquiries and spec changes.

• Assist in the conversion of new builder divisions to ILG proprietary design software, Design My Home.

• Serve as an advocate with collection efforts when necessary.

• Flexible to change, quickly embracing new job duties as assigned throughout the year.

Education & Experience

• College diploma or equivalent required.

• ·Proven track record of success in outside sales, with at least 3-5 years of experience in B2B sales or relevant industry.

• Knowledge of construction, building materials, or manufacturing is highly desirable – sales to single family builders strongly preferred.

Skills & Competencies

• Ability to budget, forecast, and create defined business plans to attack assigned MSA’s.

• Ability to understand blueprints related to builder’s floor plans strongly preferred.

• Excellent communication skills, with ability to resolve conflicts and issues professionally.

• Strong organizational skills to track and manage all aspects of the ordering and production process.

• Ability to work effectively in a fast-paced environment, meeting deadlines consistently.

• Ownership mentality and ability to build and maintain interpersonal relationships.

• Excellent negotiation and persuasion abilities, with a results-oriented mindset.

• Self-motivated and driven to achieve and exceed sales targets.

• Proficiency in using CRM software (Salesforce preferred), PowerPoint, Excel and the balance of the Microsoft Office Suite.

• Salesforce.com use in a prior role preferred.