Account Specialist (Inside sales)

ARE YOU RIGHT FOR THIS JOB?
First and foremost, you MUST have a drive to win. You'll need a laser-focus drive to not only meet your goals, but also knock them out of the park! When you win, your teammates win and the company wins. This MUST be something that you believe in 100%.

Since you will be doing inside sales, you MUST have an "I am unstoppable!" mindset, and do whatever it takes to succeed.

You also have a higher probability of being a match if you have contagious enthusiasm, and the ability to quickly turn strangers into friends (we can teach you a lot, but we can't teach you this!). You should also be self-confident, high energy, self-motivated, possess tactful persistence, be well spoken with a pleasant phone persona, have strong follow-up skills and the ability to handle multiple projects simultaneously.

The ability to openly receive constructive criticism and hands on coaching is a key ingredient in all successful team members at Printable Promotions.

You will work with a wide range of clients, from single employee entrepreneurs to publicly traded companies, developing everything from a product that can be used to thank donors to a philanthropic campaign to a captivating trade show traffic builder.

If creatively solving business issues through use of products (including apparel, bags, drinkware, writing instruments and executive toys) fascinates you, this job may be a good match for you. There are 1000’s of different products.  You don't have to know them all inside and out, but once you have gained valuable knowledge, you should enthusiastically and aggressively recommend products that can help our clients (and potential clients) meet their goals.

An understanding of business principles and how marketing, sales and financial outcomes relate is necessary to achieve longstanding success in this role.  Since these traits take time to acquire, you should have 4+ years in an inside or outside sales role to be considered for this position.  Promotional products industry experiences are a plus.

For existing clients in your book of business:

• Stimulate new business and order activity through probing, investigative and consultative outbound calling (generating projects and referral opportunities)
• Placing calls to a pre-defined group of clients to determine their current or future needs for imprinted promotional products.  This list may include under-performing accounts.
• Re-qualify existing clients by asking open-ended questions and gathering necessary information from client to determine client value.
• Uncovering relevant account background information
• Recommending products and services appropriate to a client to meet their marketing and promotional goals
• Gather additional purchasing contacts within the client’s organization.

For suspects/prospects:

• Aggressively outbound prospect, identify and qualify new project opportunities using our existing database as well as warm/lukewarm calling.
• Use other prospecting sources to get information about a client.  This may include using Google alerts, Hoover’s, credit.net or other prospecting websites or software.
• Qualify suspects/prospects by asking open-ended questions and gathering necessary information from client to determine client value.

For both existing clients and suspects/prospects:

• Build strong professional and (when appropriate), personal relationships with both clients and vendors and seek out others (referrals) within their organization that can benefit from our products and services.
• Follow up on quotes sent, sales packets shipped and samples ordered.
• Grow client business by up selling (e.g., special packaging) recommending add-on or complementary products
• Closing the sale and working with a Sales Assistant to create an accurate and complete order using our industry software
• Work with a sales assistant to create e-mailable product presentations from products selected from our website and from our software database
• Maintain an accurate record of call results in our database for effective follow-up and long-term relationships
• Track and provide reports for management detailing call activity, pipeline updates and lead results.
• Research, write and practice delivery of effective call scripts
• Ensure that business is conducted in accordance with company standards and ethics while representing Printable Promotions corporate values and mission statement.

Other activities:

• Work with prospects initiated from lead generation activities such as tradeshows, marketing campaigns, and incoming phone and web leads. 
• Uncover new sales opportunities by networking to increase contacts; prioritizing prospects and remaining cognizant of market conditions
• Conduct research to identify opportunities for successful lead generation projects and work with management to determine the markets to be targeted for effective prospecting.
• Assist in the development and execution of strategic and tactical plans for prospecting customer targets within an assigned sector.

In return for your talents, we will support you with a thorough paid training program that provides the tools necessary for you to be well versed in our products and processes, as well as an expert in salesmanship and service. 

After the training period, you will become well versed in discussing/administering:

• Artwork specifications
• Imprinting processes & technologies
• Production times
• Credit policies and procedures
• Other Printable Promotions policies and procedures

What is not part of the job?

• Travel; with the very rare exception of attending an out of town tradeshow or visiting a key client; all of your work will be done from our Chicago offices.  No trips to O’Hare, no cab rides, no flight delays, no sleeping in strange beds.

Key Traits/Qualifications:

• Should be a hunter and gatherer and have a passion for making warm and lukewarm calls.
• Strong motivation to exceed goals
• Ability to make 40+ contacts a day (being on the phone or making contacts via e-mail a minimum of 4-5 hours a day)
• Enthusiasm for sales and marketing
• Demonstrated creativity in calling elusive contacts and demonstrated skills for navigating through “gatekeepers”.
• Self-confident
• High energy
• Self motivated
• Quick thinking
• Tactful persistence with clients, not afraid of selling
• Ability to work independently
• Patience for a sometimes-longer sales cycle 

PLUS:

• Customer service, friendly orientation
• Strong communication skills
• Detail orientation
• Ability to handle high levels of stress
• Excellent organizational skills
• Work efficiently and prioritize well
• Pleasant phone persona
• Strong initiative and follow-up skills
• Team player to “fit in” and work well within a small team environment
• Strong PC, Internet and e-mail usage skills.

Key Experience: 4 -year college degree, 4+ years in an inside or outside sales role; promotional products industry experience a plus

Hours: Monday through Friday, 8:00 a.m.- 5:00 p.m. Most workweeks are 40-45 hours.

Compensation: Base salary + Sales Incentive Plan + Benefits

Sales Incentive Plan: You will also be eligible to participate in our sales incentive program.  The program rewards you monetarily for exceeding sales goals.  Incentive amounts for exceeding sales goals vary with sales levels.