Job Description
GWS, a Planes Company, is Seeking Top Sales Talent!
For over twenty years, GWS has provided market leading global solutions for commercial moving, warehousing, and installation to the world’s most sophisticated corporations. Now, as one of America’s largest commercial moving companies and the industry’s most technologically advanced provider, we are looking for top sales talent to expand our corporate business.
If you are a top producer and tired of not having support for your customers, consider confidently selling into our mature service planning and delivery operation versus doing it all on your own - empowering you to optimize your income and peace of mind. Our model is intentionally scalable, and unique in the industry. If you can generate opportunities, we have the firepower to maximize your accounts and keep you growing.
Role Summary
Identify, target, prospect, qualify, and secure new national and global, multi-location corporate clients needing programmatic office & industrial moving and move related services including office furniture installation & reconfiguration, FF&E storage & asset management, technology relocation & installation, space decommission & surplus asset resale/recycling and ongoing corporate campus Move, Add & Change support. This is an executive sales role focused on opportunity creation and closing, not operations.
Essential Responsibilities:
- Know Our Value and Stay Current - Develop a confident understanding of our company’s value propositions, services, clients, and ideal targets. Keep current with market, industry, customer, news, and competitor trends to inform market strategies.
- Build Awareness and Networking – Actively promote our brand and solutions. Build awareness in buying circles and utilize our marketing team for targeted campaign support. Get seriously involved in limited, high-potential professional associations to strengthen your brand. Build relationships with contacts in adjacent businesses to generate referrals and leads.
- Focus on the Strike Zone - Research assigned markets and target organizations most likely to benefit from company solutions. Narrow focus to the defined “strike-zone” leading to maximum ROI on effort expended. Also, systematically pursue leads, contacts, and targets assigned by the company.
- Document and Organize Targets - Export account records from Zoom Info into Salesforce to create new or updated target accounts. Utilize Zoom Info, LinkedIn, Google, and other
- applications to identify contacts within target accounts and create new or updated contact records for proactive outreach. Document the organizational structure around target buying decisions. Add and remove contacts throughout the qualification process to ensure all decision makers and key influencers are in Salesforce for easy and thorough follow-up. It is crucial to understand the complete buying landscape and full spectrum of opportunity within targets.
- Own Your Data - Organize targets, relationships, leads, and referrals in Salesforce to facilitate easy, systematic follow-up and analysis. Make a personal commitment to protect the accuracy and completeness of your data to fuel your success and income.
- Persistent Outreach – Systematically and consistently call contacts to advance the qualification and sales process. Utilize Salesforce to easily document outreach, organize efforts and schedule follow-ups. Discipline, patience and persistence are crucial in addition to having poignant messaging ready to advance sales once two-way contact is established.
- Build Trust, Listen & Learn - Engage all contacts in target accounts. Develop and document a thorough understanding of current approaches, pain points, priorities, purchasing process, potential relationship value, purchasing timeline, competitors, historical perspectives, and key buying drivers to inform a winning pursuit strategy.
- Build Relationships & Support - Develop strong, professional relationships throughout the target’s buying organization. Educate contacts on company value propositions, services, and examples of comparable engagements to strengthen credibility and garner support.
- Develop a Winning Gameplan – Craft a well-defined and fully documented “Winning Gameplan” including 3-5 client-specific value propositions designed to solve issues identified during the discovery process. The Winning Gameplan answers “What problems is this target trying to solve?” / “Why are we a good fit for this target?” / “What specific value will our solution create for this customer?” / “Who must support our solution to win?” / “When will we win by?”/.
- Create Opportunities and Rally Your Team - Promote company solutions resulting in test-flight projects or formal RFP opportunities. Engage internal resources to develop solutions, proposals, formal responses, and presentations to advance opportunities. Coordinate responses and guide late-stage pursuit activities.
- Close New Business and Empower Your Service Teams – Present solutions, solicit feedback, overcome objections, strengthen proposals, close, and ensure effective handoffs to implementation and service delivery teams. Set implementation and service teams up for success, empowering them to own service delivery and account operations.
- Deliver Consistent Results - Maintain a healthy, balanced pipeline. Generate territory revenue consistent with company goals including ongoing requirements for net-new business and New Quality Relationships (NQR). Consistently and systematically add new market share.
- Nurture Your Relationships – Help the company strengthen customer relationships by participating in social activities, customer forums, and charity events. Strategically help position company’s complimentary products and services to customers to expand and solidify relationships.
Experience/Education
- 5+ years B2B business development and sales success with emphasis on new customer acquisition required.
- Bachelor’s degree in business field or sufficient technical knowledge to overcome education requirement.
- Demonstrated professional expertise in sales with concrete understanding of mainstream, proven outbound B2B selling best practices.
Job Requirements/Skills
- Must demonstrate commitment to the highest moral and ethical business standards.
- Ability to communicate and interact effectively with people of various levels in an effective and professional manner.
- Must be able to successfully establish, develop and nurture effective internal and external relationships.
- Strong critical thinking skills to make sound plans and business decisions is essential.
- Must convey a positive, professional image and attitude to internal and external customers.
- Must set ambitious goals and remain continually motivated and persistent.
- Competitive spirit and winning attitude are essential to this role.
- Ability to effectively manage multiple, changing priorities in a demanding environment with limited supervision.
- Must possess excellent written and verbal communication skills, as well as being a good listener.
- High degree of initiative and strong customer service focus.
- Commitment to continued professional growth and development required.
- Proficient knowledge of MS Office products (Word/Excel/Outlook/365) and Salesforce or other mainstream CRM platforms.
About Planes Companies
Planes Companies is a privately held Moving and Logistics company headquartered in Cincinnati, OH, with wholly owned and operated branch locations in Ohio, Illinois, and Indiana with service teams across the country. Our brands include Planes Moving and Storage, Planes Commercial Services and GWS which focuses on delivering programmatic national solutions for commercial moving, warehousing, installation and more.
Planes is an equal employment opportunity employer. The company’s policy is not to discriminate against any applicant or employee based on race, color, sex, religion, national origin, age, disability, military status, genetic information, or any other basis protected by applicable federal, state, or local laws. The company also prohibits harassment of applicants or employees based on any other protected categories. It is also the company’s policy to comply with all applicable federal state and local laws respecting consideration of unemployment status in making hiring decisions.
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