The Regional Account Executive will manage the Southeast region, driving sales through prospecting, nurturing client relationships, and achieving sales quotas, while contributing to the growth of the business unit.
The Opportunity:
Reporting to the Facility Optimization Solutions, LLC (FOS) business unit, a subsidiary of CannonDesign, the Simplebid® Regional Account Executive will be an integral part of the program’s success over the next several years and responsible for the FOS business plan within the assigned geographical region. The Regional Account Executive is responsible for the Southeast region in the United States. Applicants in VA, NC, SC, TN, GA, AL, MS, and FL will be considered. The primary responsibilities for this role include identifying strong qualified opportunities for close, advancing deals through the sales cycle, and achieving regional sales targets and quotas. This person will need to be a quick learner with uncommon persistence to navigate the Job Order Contracting market successfully. Reporting to the Director of Sales, this role will be responsible for developing and converting new opportunities into successful, happy customers of FOS!
Position Responsibilities:
- Collaborate with the Business Development Representative to generate a robust pipeline of qualified opportunities for closed won.
- Prospecting new sales by cold calling, executing email campaign strategies, and attending industry conferences.
- Qualifying inbound leads and prospects via phone, email, and in-person meetings.
- Communicating with clients to gather necessary information about a project’s scope, budgets, and timelines. Advancing qualified opportunities through the sales cycle.
- Reporting and recording all sales activities in a web-based CRM such as Salesforce and HubSpot.
- Working with the Simplebid® Operations team to generate pricing proposals for delivery to the end client. Identifying appropriate sales strategies and negotiation tactics to ensure a timely win.
- Regularly communicate new RFX opportunities to the RFX Management Team. Work together with the team to develop the necessary content within the response to ensure we are short-listed for the Contract Award.
- Perform Market Research and Analysis within the market to understand how we stack up against the competition. Identify software gaps and value differentiators that can provide a competitive advantage in future sales engagements.
- Willingness to be flexible and adaptable within a startup software company.
- Ensure accurate pipeline analysis and forecasting reports to promote a high level of closed win ratio across the region.
- Achieve the necessary quota attainment as outlined by the FOS Sales Organization on an annual basis.
- Work with the Construction Account Managers to ensure excellence customer service and A+ customer health. Setup the account for an easy renewal contract at the end of the initial term.
- Spend time in the field with the Account Managers to understand the business and parlay that knowledge into new & existing customer expansion.
- Assist with the development of internal sales processes and infrastructure. Work closely with the Director of Sales and Head of Sales & Marketing to eliminate barriers within the sales process.
- Other duties as assigned.
Required skills and experience:
- Minimum 8 years of related Sales experience required; preferably in the Construction space.
- Travel required within assigned territory(s) (up to 50%).
- Highly organized, have multi-tasking skills, and confident in ambiguous situations.
- Strong written and verbal communication skills, with a track record of presenting to senior management.
- Exceptional attention to detail.
- Track record of winning in a fast-paced, fluid environment.
- Experience with public procurement policies and practices.
- Experience with master service type contracts.
- Public Speaking experience.
- Familiarity with Cooperative Purchasing Organization’s impact in public procurement.
- Familiarity with Contract Compliance or Multiple Funding Source Contracts.
- Familiarity with IFB, RFP, RFQ, ITB , DB, DBB (Bidding Types, Informal Bidding, Request for Proposals, Request for Quote, Design Build, Design Bid Build).
- IDIQ Contracting experience a PLUS.
- Job Order Contracting experience a PLUS.
- Proficient in Microsoft Office and other CRM solutions required.
Benefits of Working at FOS:
- Flexible work schedule and work from home options
- Competitive benefits package
- Generous paid time off policy
- An inclusive work environment that encourages employees to demonstrate their strengths and passions in achieving personal and organizational goals
- Coaching with leadership that enables professional growth for future career pathing
- The opportunity to work for a growing team with proven success
FOS of CannonDesign is a multidisciplinary professional services and software consultancy founded on the core value that clients are our most important partners. FOS began with a good idea – seeing the need to help facility managers identify what they own, the condition of their facility, and how best to use this data for future capital planning. FOS started as a small operation in 2009 and has grown into a major, multi-office practice that is ranked #1 world-wide for facility-related services by World Architecture 100.
The salary range for this position to be filled in our is $92,200 to $115,200 annually. This is the anticipated range of base compensation at the time of posting. Actual compensation may vary from posting based on final candidate’s geographic location, work experience, education, and/or skill level. In addition to your base salary, you may earn commissions based on the sales and opportunities you generate. Employees may be eligible for discretionary bonuses. We offer a full benefit package including medical, dental and vision coverage and flexible spending account options and voluntary insurances. We have paid time off, flex-time schedules, remote work options and a 401k plan and employee perk programs. For a general overview of our benefits, please visit our careers page at https://www.cannondesign.com/careers/benefits.
Please note that candidates can only apply to our positions on our company Careers site. It is not uncommon for scammers to create positions that look legitimate on other sites; never enter your information or apply for CannonDesign positions on any platform. Should an issue arise that you feel we should be aware of, please contact us. Please provide your resume and portfolio when applying.
As a condition of employment, all employees are expected to complete mandatory training, including compliance training, within required time frames and adhere to our internal policies and our Code of Conduct.
Facility Optimization Solutions LLC. and CannonDesign is an Equal Opportunity Employer. CannonDesign is committed to maintaining a work environment that is free from any and all forms of unlawful discrimination and harassment. It is therefore the firm’s policy to prohibit discrimination and harassment against any applicant, CannonDesign employee, vendor, contractor, or client on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, pregnancy, veteran status, genetic information, citizenship status, or any other basis prohibited by law. It is also CannonDesign’s policy to prohibit any and all forms of retaliation against any individual who has complained of harassing or discriminatory conduct, or participated in a firm or agency investigation into such complaints.
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