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  • Eagan, MN 55120

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Account Exec-Government Sales

Scantron • Eagan, MN

Posted 21 days ago

Job Snapshot

Full-Time
Travel - None
Government - Civil Service, Sales - Marketing
Government, Government - Federal, Sales
66

Applicants

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Job Description

Scantron is a leading provider of data management, decision support solutions and related products and services to educational, commercial and governmental entities worldwide. Operating through both online and print channels, Scantron’s expertise is in delivering difficult-to-capture data and technology support services that are critical to risk mitigation and organizational growth. Headquartered in Eagan, Minnesota, Scantron also provides oversight for Harland Technology Services, one of the most respected names in the delivery of IT solutions and services. HTS is headquartered in Omaha, Nebraska. (www.scantron.com; www.harlandts.com)    





Account Executive-Government Sales

Remote position located in Washington D.C Area


Position Summary

Responsible for management of all sales related business development activities in Federal Market including lead generation, lead qualification, account management and acquisition of new business accounts utilizing the consultative sales approach.  50%

Responsible for retention and growth of revenue from existing Federal Government accounts. Daily objective is to develop and sell outsourced survey and data collection solutions, testing and survey software, and high speed Scantron scanning. 50%


Key Duties / Responsibilities - Essential duties are identified by asterisks.


1. Meet total revenue quota and individual product goals.

2. Achieve and maintain a consistently high level of sales activity (phone, face, email, SFDC) on a weekly and monthly basis which help build the sales pipeline. Develop and execute effective prospecting, lead generation, and lead qualification sales strategies.

3. Proactively manage and grow existing assigned government accounts and acquire NEW Federal Government accounts and projects. Develop a market/business plan to successfully build assigned territory and assigned accounts to facilitate meeting revenue assignments. 

4. Obtain and master knowledge of applicable Scantron systems and solutions. Be able to articulate the key features and benefits of our solutions and how they can solve/address issues in the market.

5. Maintain an understanding of trends/issues within the industries that affect customers and prospects.

6. Possess excellent Solution Selling Skills and demonstrate the ability to move prospects through each phase of the sales cycle. Utilize appropriate Needs Analysis skills before matching the Scantron products to a client's needs.

7. Develop and implement action plans and sales strategies for maintaining and expanding revenue potential in existing accounts in assigned territory.   Establish credibility with customers and prospects through a deep knowledge of the customer and survey/testing market as well as data collection and outsourced business-specific solutions.


8. Develop and implement aggressive sales strategies for creating new revenue from new prospects. Follow up on all leads immediately. Develop a reliable lead tracking system using provided sales software, and convert viable leads expediently to opportunities.

9. Exercise an appropriate level of contact with all key accounts, including those with highest revenue currently or with high revenue potential.

10. Demonstrate proficiency using all Scantron administrative software programs including, but not limited to Salesforce.com. Maintain excellent up to date records in Salesforce.com.

11. Demonstrate the following behaviors: Highly Motivated Self-Starter, Punctuality; Strong Work Ethics and Professional Behavior; Honesty and Integrity; Positive Attitude.

Additional Job Requirements:

Demonstrate effective planning and organizational skills.

Perform all administrative tasks, completely and on-time. This includes, but is not limited to the following: Weekly Call Activity Reports, Prospect Lists, Sales forecasts, Confirmation letters/Proposals, Bids/RFPs/RFQs, and Transition documents.

Maximize the use of Contact Management software; maintain up-to-date records

Use email, voice mail, and Internet/Web tools appropriately in administrating job tasks.

Maintain weekly communication with management regarding activities in the assigned territory. This includes notification of major sales opportunities, competitive issues, and successfully closed business.

Maintain the highest profit margins, and exercise good judgement when requesting discounting.

Represent Scantron at trade shows, conferences and seminars. Handle the booth and equipment setup, perform product demonstrations, and complete lead forms.

Maintain necessary sales and reference materials including: Competitive literature; Scantron product information; Selling Skills books, articles, tapes or other resources; Training manuals and tutorials, plus any other resources needed to perform the job effectively.

Participate in department and company meetings, and attend appropriate training sessions.

Research market trends as needed to stay current on assigned market.


Education & Knowledge Required

Education/Certification:  4-year college degree in business or related area preferred. 


Required Knowledge:  Strong PC skills, including knowledge of current administrative software for handling word-processing, spreadsheets, and other tasks to perform job efficiently.  Strong technical skills and understanding of software technologies required.


Experience Required:  Minimum 3-5 years of documented outside sales experience to the Federal Government market.  Experience in handling a multi-state territory with multi-task responsibilities.  Knowledge or experience in the testing, survey, data capture/imaging markets preferred.

Experience / Skills / Abilities Required

Required Knowledge:  Strong PC skills, including knowledge of MS OFFICE Solutions (Word, Excel, PPT) to perform job efficiently.  Strong technical skills and understanding of software technologies required.


Experience Required:  Minimum 3-5 years of documented outside sales experience to the Federal Government market.  Experience in handling a multi-state territory with multi-task responsibilities.  Knowledge or experience in the testing, survey, data capture/imaging markets preferred.


Language and Communication Skills:

The employee must possess an excellent command of the English language.  He/she must have excellent oral and written communication skills.  He/she must have the ability to read and interpret documents such as software manuals and operating instructions, and procedure manuals.  He/she must have the ability to present information effectively in one-on-one and group situations, both to customers and other employees of the organization.


Mathematical Skills:

Ability to add, subtract, multiply and divide in all units of measure using whole numbers, common fractions, and decimals.  Ability to compute rate and percentage, margin and discounts, and demonstrate proficiency using a 10 key touchpad.  Ability to interpret a variety of instructions furnished in written, oral, diagram or schedule form.


Other Skills and Abilities:

Strong PC skills, ability to learn demonstration of software products,  knowledge of current administrative software for handling word processing, spreadsheets, and other tasks required to perform the job efficiently, excellent oral and written communication skills, strong presentation skills, both in person and web based.


Supervisory Responsibility

None


Physical Requirements / Working Conditions

Sales




Harland Clarke Holdings, to include its affiliated and subsidiary companies (Harland Clarke, Valassis, Scantron, NCP Solutions, NCH Marketing Services, Clipper Magazine), is an equal opportunity employer.  All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law.

Applicants who have disabilities may request that accommodations be made in order to complete the selection process by contacting our Recruiting Coordinator at .


EEO is the law. To review your rights under Equal Employment Opportunity please visit: www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf.

Job Requirements

 

Job ID: 4762
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