Account Executive in Norwalk, Connecticut, United States (# 1531)

About Us

Ritchie Bros. (NYSE and TSX: RBA) is a global asset management and disposition company, offering customers end-to-end solutions for buying and selling used heavy equipment, trucks and other assets in numerous industries including construction, transportation, agriculture, energy, oil and gas, mining, and forestry. Our mission is to create compelling business solutions for the world's builders to easily and confidently exchange equipment. Learn more about us at: https://www.ritchiebros.com/ 

About The Team

Our sales positions are a great fit for people with a real entrepreneurial spirit. You're out there every day meeting customers, selling a world-class service, and securing equipment consignments. 

You're directly responsible for your own territory – and the future of our company. You’re the very public face of Ritchie Bros., with the support of a global company behind you. There are endless opportunities for strong salespeople to advance their careers. 

Job Description

SmartEquip Inc. is seeking an experienced Regional Sales Manager to build upon our rapid growth and assist in establishing a market in the assigned region. SmartEquip Sales Executives are key team members that drive adoption of SmartEquip’s Enterprise solution. They are self-starters that possess strong sales acumen, with a focus on consultative sales. Candidates will have excellent interpersonal skills and a focus on exceeding customer expectations. We are fast-paced, high growth, and often operate cross-functionally. 

Responsibilities

Job Description

Primary job duty is to sell business applications software/solutions and related services to prospective customers and generate leads from industry associations and existing customer relationships. Manage sales through forecasting, account resource allocation, account strategy, and planning. Develop solution proposals by embedding our application into customer workflows showing immediate ROI and increasing our customers bottom line. Participate in the development, presentation and sales of a value proposition. Know how to develop and close complex sales cycles. Negotiate pricing and contractual agreement to close the sale. Work closely with the SE Customer Success team in insuring smooth transition from signing of the contract to go-live and implementation of the solution.

The Regional Sales Manager is responsible for building SmartEquip brand awareness and growing our market share in the territory. The sales rep will build upon our existing partnerships in the region and rapidly expand our presence through networking, trade shows, product demonstrations, cold calls, and leveraging his/her industry contacts. He / She will have a strong focus on winning new accounts, and maintain strong relationships with clients to ensure recurring revenue from future business.

Key Responsibilities

•  Build SmartEquip’s presence and brand in territory through partnering with contractors, construction equipment rental industry, original equipment manufacturers, and other related verticals  
• Become a trusted customer advisor and owner of the account that is able to consult on long-term growth strategies, minimizing customer churn
• Experience in “top-down” selling techniques
• Log daily activities, sales calls, leads, prospects, proposals, and other pertinent customer information into CRM. Provide regular reporting of pipeline and forecast through the CRM system.
• Ensure follow-up on all leads with a sense of urgency
• Create and deliver accurate and timely proposals to clients
• Work in collaboration with the varying SE departments as needed
• Represent SmartEquip at trade shows and industry events
• Maintain professional and technical knowledge by reviewing professional publications, and establishing personal networks
• Identify pain points in clients’ workflow and devise solutions to alleviate said obstacles
• Coordinate resources throughout the sales cycle, including product support and sales engineering
• Provide initial product demonstrations and general support to prospective customers

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Qualifications

• 4 year degree from an accredited college or university
• 3+ years in Enterprise Software Sales-experience 
• To reside in one of the following United States (AZ, CA, CO, CT, DE, ID, MA, MD, ME, NJ, NM, NY, NH, NV, OH, OR, VT, PA, RI, UT, WA) or Canada
• Disciplined and focused to effectively cover and grow territory
• Sales-driven and experienced in consultative selling techniques
• CRM experience (Salesforce experience a plus)
• Intermediate proficiency with MS Office and Visio (workflows)
• Passionate, driven, and self-starter with a track record of sales achievement
• Personable, with strong communication, presentation, selling, and negotiation skills
• Ability to travel within and outside of territory
• Ability to quickly integrate into a fun, high-growth work environment

EEOC

Ritchie Bros. is an equal opportunity employer and ensures nondiscrimination in all activities in accordance with all applicable laws. This position is open to all qualified applicants who are legally entitled to work in the country in which this job is located. Candidate selection is made by Talent Acquisition. Only electronic applications can be accepted.