Sales Account Development

Company SummaryCarrot-Top Industries, a 44-year-old leader in American flags and patriotic products, is evolving from traditional mail-order processing to a growth-focused model. This transition emphasizes direct account management and outbound Account Development to acquire new key accounts and re-engage lapsed customers.Role and ObjectivesThe primary objective of Account Development is to drive Net New business growth. Carrot-Top Industries serves B2B customers across diverse segments, including government (federal, state, and local), education, hospitality (hotels, casinos, and cruise lines), fast food franchises, regional gas distributors (e.g., Circle K, Sheetz), and general businesses.We are looking for a self-motivated candidate who is inquisitive and communicative, proactive and passionate about hunting and prospecting, and willing to become an expert in a consultative product sales environment. Account Developers will build mutually beneficial relationships with customers, always striving to find the products that best fit the clients needs.To succeed in this position, candidates should be part of a team that thrives in a collaborative environment. They must have exceptional skills in quickly assessing markets and seeking new opportunities to garner sales. You must possess excellent communication, computer, and problem-solving skills. You should be a self-starter and resourceful, analytical, adaptable, and organized, able to build rapport with clients to close deals. You will directly manage your Sales Development Representative SDR resource, collaborating to set meetings, prospect and build your pipeline. This is a Quota driven role. The primary tools used by Account Development will be 70% phone-making cold calls to build a pipeline and 30% email to stimulate follow-up. This is a hunter role, leveraging BANT and providing service by answering prospects questions, recommending products, and processing bids, quotes, and orders. You will become an expert knowledgeable of Carrot-Top products to provide excellent product solution recommendations based on customer requirements and respond to questions.Must have extensive experience working with tools like HubSpot with phone systems and using computers to navigate across various tools and systems needed in daily operations. Must maintain a positive attitude and courteous demeanor during all activities. Essential Functions Sales, inside sales, marketing or relatedAbility to collect, track, and analyze large amounts of data to see trends to prioritize daily effortsAdaptability and strong problem-solving skillsExcellent active listening skills, note-taking and recording pertinent conversations to demonstrate activityAbility to build rapport quickly and collaborate with others within the company and externallyUnderstanding of business behaviors and industry trendsWilling to make 50+ outgoing calls dailyMake necessary follow-up calls to probe for opportunities across various departments and to convert open quotes to ordersAnswer incoming prospect calls and follow up on leads from customer serviceRespond to quotes, proposals, and bids.Set up necessary access to purchasing system accounts for federal, state, and local procurement so that you can be included in bids or requests for information.Recommend products to suit best the customer's intended use, environment, and weather conditionsVerify customer data captured in the order entry system, process quotes, place orders, set up credit terms, take ordersOnce the business is closed, stay involved in the sales process by quickly transitioning the account to the service team for maintenance and customer care.Experience with being measured by quota attainment. Experience working with and directing an SDR resource to help prospect and build your pipeline to garner resultsQualificationsBachelors Degree preferred4+ years in account relationship role, Inside Sales, direct or a combination of bothAnd or 3 to 5 years in sales focused on new business development (net new, hunter), with quota-driven resultsKnowledge, Skills, AttributesBachelor's degree or equivalent experience in sales, account executive, account management, inside sales or outside salesTeam and business success-focusedHigh focus on hunting and NET new to drive on target earnings base + commission to 90K+ with no capExcellent sales planning, forecasting individual resultsExceptional searching (pipeline building), planning, pitching, and closing business new client accountsFamiliar with sales techniques, ability to adjust and adapt quicklyHighly self-motivated, enthusiastic, positive attitude, resilience, and perseveranceWork, think and act independentlyHigh attention to detailMulti-tasking, handling multiple suspects, prospects, and closed accountsExcellent organizational skills, ability to prioritize, multi-task, and meet deadlinesKnowledge of Microsoft products (Outlook, Teams, Word, Excel, CRM HubSpot)Knowledge of eCommerce and ordering products via website or similar programs preferred i.e. order management or ERP systems (NetSuite)Learns quickly and is willing to develop strong product knowledgeParticipants actively in building out systems and refining Hubspot/tools to maximize their effectiveness Has excellent phone skills and strong interpersonal skillsCustomer focusedExcellent verbal and written communication skillsAbility to receive and act upon constructive feedbackAbility to maintain accuracy in order processing, typing, and messaging to customersDependable, reliable, and punctualBe committed to Making a Difference (care about your job, want to have fun, looking for ways to improve)Be committed to a growth mindset (lifelong learner, asks questions, challenges status quo, be innovative, be proactive, be creative, be counted on to produce results)Enjoys being on a team and working toward common goals (challenge each other, deliver team results, work constructively, take ownership, prioritize, and plan your day.Is accountable and takes responsibility (meets quota, delivers results, supports the vision, takes ownership, is self-motivatedKey KPIsAchieve 50+ outbound calls daily @90% or betterMaintain Monthly reports -provide scorecard updates weeklyFirst-year Quota 650+750KAchieve targeted Net New business of 1000K annually within 18 monthsAchieve 4-6 appointments dailyAdd 6-10 net new companies monthly

Created: 2025-02-03