Project Executive

JOB SUMMARY:

Reporting directly to the Vice President/Sales Manager of the Northern Region this position is responsible for targeting/developing new revenue opportunities, cultivating new client relationships and building a prospect pipeline (in collaboration with our PM’s) to drive new business growth.  Employing a consultative prospecting approach, a measure of success will include the conversion rate of pipeline prospects to revenue-generating clients.  Incumbent will partner with Marketing to assess market trends, build market presence and lead activities that increase awareness of the ACCO brand.

ESSENTIAL FUNCTIONS:

• Create and define business development strategies that grow market verticals in alignment with ACCO’s strategic plan.
• Identify and evaluate business opportunities for ACCO through market identification and analysis, external business relationships and other forms of business analytics.
• Identify, prospect, qualify and build relationships with potential clients (partnering with PM’s) and regularly report progress to the regional leadership team.
• Develop strong consultative relationships with prospective clients to understand their business objectives/strategic imperatives.  Then, highlight the ACCO core competencies that fulfill the client’s needs and convey our value proposition.
• Create, update and constantly add prospective clients to a rolling prospect pipeline.
• Maintain records and up-to-date information on all prospects, target accounts, and new clients.
• Convert a pipeline of prospective clients into revenue generating clients
• Assess and analyze ACCO’s “fair share” by client.
• Develop business presentation materials and cost/value modeling for prospecting calls.
• Monitor market and competitor activities/trends.
• Represent ACCO at key industry trade shows, industry events and functions.  If needed, engage marketing to develop materials/content for these events.
• Support PMs to organize and attend client events.
• Host client shop tours.
• Provide high level budget support for clients not currently supported by a PM.
• Develop and manage a BD budget with Sales Managers and marketing team.  Define what industry events are applicable for ACCO participation and/or sponsorship.

EDUCATION AND EXPEREINCE:

• B.A. or B.S. degree in Engineering, Sales Management, or equivalent experience.
• 10 years prior experience in new business development and sales.
• Demonstrated ability to professionally approach and engage the appropriate, high-level contacts/decision makers at target companies.
• Demonstrated ability to influence and persuade others to achieve desired outcomes.
• Strong analytical, problem solving and negotiation skills.
• Excellent verbal and written communication skills.
• Excellent organizational, planning and prioritization skills.
• Computer proficiency with Excel, Word, and PowerPoint.
• Well respected internally to ACCO and within the marketplace.
• Strong consultative skills, with a significant sense of ownership and accountability.
• Self-driven, motivated and results oriented.
• Motivated to partner/collaborate with internal and external teams, building relationships to accomplish shared objectives in a dynamic and complex environment.
• Proven track record of successful negotiations, strength of character and ability to articulate business value proposition.
• Strong business acumen and understanding of financial metrics.
• Demonstrated critical and analytical thinking skills and experience with interpreting and analyzing data.
• Proven ability to develop strong, trusting relationships to maintain credibility, gain support and achieve results.
• Ability to influence business decisions in a matrixed environment to drive business results.
• Demonstrated ability to multi-task and manage change in a fast-paced, results driven environment.
• Detail oriented with strong organizational and process management skills.
• Demonstrated ability to exercise sound judgement and decision making in an ambiguous work environment.
• Must demonstrate strong communication and listening, consultation, facilitation, presentation skills
• Collaborative, team oriented and client centric mindset.
• Estimating skills are preferred to support high-level budget efforts.  This skill could be developed in the role if not possessed prior.

ACCO COMPETENCIES:

• Proactivity / Initiative: Recognizes what needs to be done and accomplishes it in a manner appropriate for one’s level/position and with minimal supervision.
• Perseverance: Shows the wherewithal to figh