Job Details

Inside Account Manager New Customer Development

Company name
ADS Inc

Location
Virginia Beach, VA

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RESPONSIBILITIES\r
This position exists to develop and manage white space territory without an Outside Account Manager. This should be considered a developmental opportunity for Inside Account Reps who are looking for a new challenge and are willing to spend time seeking out and developing new sales opportunities for ADS. \r
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DEVELOP WHITE SPACE TERRITORY\r
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Develop relationships with military and government customers at all levels including end users, supply, officers, and contracting officers where there is little\/no current relationship.\r
Make cold calls and follow warm leads via telephone prospecting to develop new business. You will be provided a list of whitespace customers and your responsibility is to develop relationships with as much of that list as possible.\r
Meet with customers annually (very limited travel)\r
Create and capture opportunities to achieve annual quota\r
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RESPOND TO CUSTOMER REQUESTS VIA PHONE & EMAIL\r
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Because these are whitespace customers, you will first need to use strong research, networking, and communication skills to find opportunity.\r
Once in contact, without the help of an outside sales rep, you will:\r
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Source products and develop quotes based on customer requests\r
Become familiar with partner vendors and making product suggestions\r
Research and price new products and identify new vendors as needed\r
Negotiate with vendors on pricing & delivery\r
Make recommendations on contracts or other funding vehicles\r
Develop relationships to generate repeat business\r
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ACT AS CONTRACT EXPERT\r
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Consult and make recommendations on use of ADS contract vehicles\r
Oversee and consult on directly awarded customer-specific contracts\r
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SALES ADMINISTRATION\r
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New customer setup\r
Order booking & delivery instructions\r
Post-order follow-up\r
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UTILIZE SALESFORCE CRM\r
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Track all activities & opportunities\r
Manage pipeline and sales forecasts\r
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SUPPORT ENTIRE TEAM AS NEEDED\r
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MINIMUM REQUIREMENTS\r
Bachelor's Degree required\r
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3 years of relevant (B-to-G) sales experience may be substituted at hiring manager's discretion\r
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Minimum 2 years of sales & customer support experience in a non-call center environment\r
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Must be able to operate in a completely unscripted environment\r
Retail experience will be considered, but B-to-G, B-to-B or Financial Services are highly preferred\r
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3 years' experience with MS Office in a work environment, particularly Excel & Outlook\r
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Salesforce CRM experience highly preferred\r
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Must have a highly developed ability to multi-task.  This position is expected to be able to switch gears quickly and be able to comfortably operate with multiple interruptions\r
Excellent verbal and written communication skills must be able to talk to new people with ease\r
Prior experience with government contracts strongly preferred\r
Extended hours and occasional travel (1-2X\/year) may be required\r
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Please be aware, all candidates accepting a position in Sales will be expected to remain in their position for a minimum of two years prior to being allowed to apply for an internal transfer.  Management reserves the right to make exceptions to this policy for business necessities.\r
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WHAT DOES \GOOD\ LOOK LIKE?\r
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Enjoy the process of creating connections with new customers\r
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Research\r
Networking\r
Establishing relationships where they don't exist today\r
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Quick Response to Calls & Emails\r
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New case\/lead turnaround \r
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Rapid & Accurate Quote Turnaround\r
Depth of Product Understanding\r
Depth of Contract Knowledge\r
Quote Volume & Value\r
Growth in Average Margin % of Booked Orders\r
Growth in New Customer Sales\r
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KEY PERFORMANCE INDICATORS actual targets to be set\/assessed by direct manager\r
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# of Calls (to customers & suppliers requirement varies depending on role)\r
# of Primary Quote Lines\r
# of Opportunities with Activity\r
% of Opportunities with Activity\r
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ADS believes that a diverse work environment leads to bigger thinking and more creative solutions to our customers problems and we are proud to be an Equal Opportunity Employer.  All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation or gender identification, national origin or any other legally protected characteristic.  We strive to represent our community with a workforce diverse in gender and ethnicity.  We actively seek out veterans and the disabled for opportunities at ADS.\r
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Company info

ADS Inc
Website : http://adsinc.com

Company Profile
ADS is a team of dedicated professionals, veterans, and retired government personnel with unmatched knowledge of suppliers, products, procurement, budget processes, supply chain management, and logistics. Our veterans have over 1,000 years of collective service and can provide your organization valuable expertise. ADS provides industry-leading equipment and services, streamlined procurement, and value added services solutions to all DOD, Federal, State, and Local Agencies in support of homeland defense and homeland security operations. We also work extensively with defense contractors and protective services organizations as well as international customers such as Foreign Militaries and Governments.

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