*This post was created on behalf of one of Bravado’s clients.
Our client has been a key player in helping restaurants drive revenue, increase traffic, and boost customer engagement for almost 40 years. The company provides a combination of financial and marketing services along with premier dining rewards programs. Through these services, our client connects its members with exceptional restaurant experiences by offering unique card-linked deals that encourage dining out.
What sets our client apart is its ability to leverage advanced technology and data analytics. This allows the company to craft personalized offers that create value not only for restaurants but also for members and loyalty programs of strategic partners. By tapping into these data insights, our client helps restaurants optimize their marketing efforts, build stronger customer relationships, and ultimately increase their bottom line.
The platform's focus on integrating technology with dining rewards has made it a valuable tool for restaurants seeking to grow their business while offering their customers exclusive rewards and experiences. It’s a win-win for all parties involved—restaurants gain exposure and loyalty, members enjoy exclusive dining offers, and strategic partners benefit from enhanced loyalty program offerings.
Location: United States of America
Responsibilities:
- Manage and Grow the Pipeline: AEs are responsible for managing the sales pipeline by actively pursuing qualified leads, progressing opportunities, and maintaining relationships with potential clients. Follow-Up: Proactively follow up with prospects who have shown interest or engaged with marketing efforts to ensure they move through the sales process.
- Product Demos and Presentations: Deliver engaging product presentations and demos that showcase the value and capabilities of the company’s products or services. Tailored Solutions: Customize presentations and demos to address the specific needs and pain points of each prospect.
- Understand Client Needs: Work closely with prospects to fully understand their challenges, needs, and objectives, often through discovery calls or meetings. Solution Selling: Based on the client’s needs, tailor the solution being offered, explaining how it will provide value and solve their problems.
- Negotiate Contracts: Work with the client to agree on terms, pricing, and services. Ensure that the contract aligns with both the prospect’s needs and the company’s objectives. Close Sales: Secure agreements and close deals, turning prospects into paying customers, and achieving sales targets.
- Build Strong Relationships: Develop and maintain long-term relationships with clients to encourage repeat business, upsell opportunities, and referrals.
- Post-Sale Support: Ensure a smooth transition to the customer success or account management teams, assisting with onboarding or implementation when necessary.
- Work with Sales Development Representatives (SDRs): Collaborate with SDRs to ensure a seamless handoff of leads and prospects. Coordinate with Marketing and Product Teams: Collaborate with marketing for lead generation and content, and with the product team to provide feedback from clients that can inform product development.
- Update CRM Systems: Maintain accurate and up-to-date records of prospects, sales activity, and client interactions in CRM software (e.g., Salesforce, HubSpot). Sales Forecasting: Provide regular sales forecasts to management, outlining expected revenues and any potential challenges in the pipeline.
- Meet or Exceed Quotas: AEs are generally expected to meet or exceed monthly, quarterly, or annual sales quotas. This includes tracking personal performance and working to optimize sales strategies.
- Competitive Advantage: Use knowledge of competitors to highlight differentiators and position the company’s product as the preferred choice for the client.
- Gather Client Feedback: Collect feedback from clients to better understand their satisfaction levels and any potential issues that need to be addressed. Ensure Customer Satisfaction: Advocate for the customer’s needs to internal teams to ensure satisfaction and identify opportunities for upselling or cross-selling additional services.
Qualifications:
- Bachelor's Degree (Preferred): A degree in Business, Marketing, Communications, or a related field is typically preferred, though some companies may consider equivalent work experience. Relevant Certifications (Optional): Sales certifications or specific industry certifications (e.g., HubSpot Sales, Salesforce certifications) can be a plus.
- Previous Sales Experience (1-3 years): Most Account Executive roles require at least 1-3 years of experience in sales or customer-facing roles. Experience in B2B or B2C sales, particularly in the relevant industry, can be beneficial.
- Experience with Full Sales Cycle: Experience handling the full sales cycle (from prospecting to closing) is often preferred. A strong understanding of lead generation, qualification, and relationship management is important.
- Track Record of Success: Proven success in achieving or exceeding sales targets or quotas. This could include metrics like revenue, number of closed deals, or new clients acquired.
- Excellent Communication Skills: Strong verbal and written communication skills are essential, as AEs need to articulate value propositions, deliver presentations, and negotiate effectively. Sales Skills: The ability to close deals, handle objections, and build relationships. Solution-oriented selling skills are critical, especially when customizing pitches to prospects’ needs.
- CRM Software Proficiency: Experience using Customer Relationship Management (CRM) tools like Salesforce, HubSpot, or Zoho to track leads, sales activities, and pipeline progress. Microsoft Office or Google Workspace Skills: Proficiency in using tools like Excel, Word, PowerPoint, or Google Sheets/Docs for presentations, reports, and tracking.
- Industry-Specific Tools (Optional): Some roles may require familiarity with industry-specific tools or technologies, such as marketing automation platforms, data analytics tools, or other sales enablement software.
- Self-Motivated & Goal-Oriented: AEs are often expected to work independently, so self-motivation and a strong drive to meet or exceed sales targets are essential. Resilience & Adaptability: Sales can involve rejection and setbacks, so resilience and the ability to adapt to changing circumstances or customer needs are important traits.
- Understanding of the Industry: Depending on the company, knowledge of the industry or vertical in which the company operates (e.g., technology, finance, healthcare) can be beneficial. Product Knowledge: A deep understanding of the company’s product or service offerings will help the AE sell more effectively and demonstrate its value to prospects.
- Confidence and Persuasiveness: AEs need to be able to confidently pitch the company’s product or service to potential clients and persuade them of its value. Customer-Centric Mindset: A focus on customer needs, satisfaction, and long-term relationship building, rather than just closing the deal.
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