Account Executive at Retail Control Systems

The Account Executive is responsible for driving revenue growth through lead generation, pipeline management, and relationship building. This role plays a crucial part in owning the sales pipeline, meeting sales quotas, and demonstrating product expertise to prospects and customers. The Senior Account Executive will collaborate closely with marketing, sales, and product teams to ensure a seamless sales process and contribute to overall business success. The ideal candidate is a results-driven sales professional with a deep understanding of consultative selling, a passion for delivering value to customers, and the ability to collaborate across teams to achieve shared goals.

Key Responsibilities: 

Lead Generation & Prospecting

• Proactively source and engage new business opportunities through inbound and outbound sales efforts.

• Qualify leads by understanding prospects' goals, challenges, and needs to determine fit for RCS solutions.

• Work closely with marketing to optimize lead generation strategies and nurture inbound prospects.

Pipeline Management & Ownership

• Own and manage the full sales pipeline, from lead qualification to deal closure.

• Maintain accurate records of all sales activities in the CRM, ensuring data integrity and visibility.

• Forecast and report sales performance, identifying trends and opportunities for growth.

Product Expertise & Consultative Selling

• Develop deep product knowledge and effectively communicate the value of RCS solutions to prospects.

• Conduct product demonstrations, sales presentations, and tailored solutions to meet customer needs.

• Stay up-to-date with industry trends, competitor offerings, and emerging technologies to position RCS effectively.

Sales Quota Achievement

• Consistently meet or exceed monthly, quarterly, and annual sales quotas.

• Develop and execute strategic account plans to accelerate sales cycles and increase conversion rates.

• Identify and close upsell and cross-sell opportunities within existing accounts.

Relationship Building & Customer Engagement

• Establish and maintain long-term relationships with key prospects and customers.

• Act as a trusted advisor, helping customers maximize the value of RCS products and services.

• Provide exceptional customer service throughout the sales process to drive retention and referrals.

Collaboration with Internal Teams

• Work closely with marketing, product, and customer success teams to align sales strategies with company objectives.

• Provide feedback to marketing on campaign effectiveness and sales enablement needs.

• Partner with internal teams to ensure a smooth handoff from sales to implementation and ongoing customer success.

• 3-5 years direct sales experience, primarily in computer-related fields, preferably point-of-sale systems.

• Industry knowledge (network of key players, ecosystem, needs/challenges, etc.) preferred.

• Can articulate the value proposition of key retail initiatives, i.e. cloud/SaaS, omnichannel, business intelligence, etc. 

• Solid experience in lead qualification, pre-visit planning, account development and territory management.

• Demonstrated ability to convert sales prospects to closed deals.

• Experience and proficiency in Microsoft Office Suite including excel, PowerPoint and word, Google suite and database programs is required.  

• Experience or training in a Connectwise environment is a plus.