Audio Visual Account Executive at HB Communications in North Haven, CT

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Description

Description:


Position Title: Audio Visual Account Executive

Location: Connecticut

Reports to: Regional Sales Manager

Full Time/Part Time: Full Time

Exempt/Non-Exempt: Exempt

Commission Eligibility: Eligible

Requirement: Must have personal transportation


About HB Communications:


HB Communications is among the largest Audio-Visual Systems Integration specialists in the United States. Founded in 1946, HB has spent over 70 years providing innovative methods for collaborative communications. Headquartered in Connecticut, HB has additional offices in Massachusetts, New York, New Jersey and London, England, along with personnel throughout the US and Europe. HB provides expert solutions, staff, and services, in every aspect of delivering and supporting the most complex requirements, including: AV, Video Collaboration, Digital Media, Broadcast, Managed Services, and Live Events.


Summary:


HB Communications, Inc is looking for an Audio Visual Account Executive to generate sales through developing and maintaining client relationships and expanding the companys current client base. This position requires an individual that understands and can articulate audio visual and collaboration technologies and solutions in various business applications and customer segments. The successful candidate can successfully express company value proposition and how the solutions apply to client business objectives.


You will be responsible for individual territory development, identifying market opportunities, engaging new clients and increasing revenue from existing clients. You will identify client needs and solution requirements and develop a scope of work which accurately defines the functionality, features and workflow of the system. This position is the first point of contact for the client on all aspects of the account and will partner with the client before, during and after each sale to ensure a quality customer experience and continued business.


Primary Responsibilities:


• Develop goals, objectives and accurate revenue forecasts to achieve or exceed assigned sales quota

• Proactively manage, prioritize and engage leads

• Meet with client prospects to determine customer needs and develop scope of work

• Exhibit a consultative sales approach to determine a customers visual collaboration needs

• Effectively utilize appropriate HB resources based upon solution scope and complexity to ensure the optimum recommendation for the client

• Develop tailored solutions that leverage all HB areas of specialization

• Prepare timely and accurate proposals and negotiate contractual relationships with client which adhere to HB practices and policies

• Identify strategic opportunities using an approach that ensures client objectives are met

• Establish and maintain sales relationship with HB preferred partners

• Participate in HB preferred partner trainings sessions and online certifications

• Actively review client landscape and recommend, develop, and implement new and creative approaches to growing business opportunities

• Locate and propose new business potential by contacting new clients and partners and discovering and exploring opportunities.

• Close new sales by coordinating requirements; developing and negotiating contracts; integrating contract requirements with company operations


The Audio Visual Account Executive will develop customer focused proposals and detailed Scope of Work for each project by working with HB internal resources to:


• Design an AV system based upon feedback from the customer regarding features and budget

• Create BOM (Bill of materials)

• Generate CAD drawings capturing the system schematics or System diagrams and customer needs

• Develop through coordination of HB team the total cost estimate for the project

• Develop quote to customer that matches proposal

• Where applicable, read bid specifications and review associated drawings and information, and then work up an estimate based upon the information provided for different types of projects

• Transfer the knowledge of the project to HB project teams upon receipt of a contract from the customer

• During the sales process, correctly and professionally articulate company differentiation and value proposition, understanding of client need, and how the proposed solution and services achieve the desired client business outcomes

• Deliver client presentations, negotiate effectively, develop high quality and grammatically correct documents for customers and use proven techniques for finding the hidden needs of customers

• Successfully negotiate contract with customer to maximize project profitability while adhering to HB standard terms and conditions. Obtain pre-approval for any non-standard terms and conditions

• Coordinate communication with the customer during all phases of the project, including any change orders that require customer approval

• Perform all functions for the position and other duties that may be assigned

. Requirements:


PM19


Educational Requirements:


• Bachelor's Degree desired


Qualifications/Skills:


• 6+ years' experience providing consultative, direct sales and/or technical sales support preferably in the AV/IT or visual collaboration industries

• Excellent computer skills including proficiency using Windows and Apple software

• Obtain AVIXA CTS

• Demonstrate a professional level of verbal, written and listening communication skills including the ability to deliver presentations, negotiate effectively, develop high quality and grammatically correct documents for customers and proven techniques for finding the hidden needs of customers

• Proven problem-solving skills, attention to detail/focus and the ability to multi-task in a high volume, deadline driven environment

• Existing contacts with key technology and channel partners based on prior industry experience

• Must have the ability to work independently with minimal supervision

• Must have knowledge of design and project management processes

• Be able to comply with company policies


NOTE: This list of job responsibilities is not an all-inclusive list, this is a general description.

HB Communications, Inc. is an Affirmative Action/Equal Employment Opportunity Employer.




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