Gladson
  • 28-Apr-2017 to 28-Feb-2018 (CST)
  • Sales
  • Lombard, IL, USA
  • Base + Commission
  • Full Time

Gladson maintains the largest, most up-to-date database of consumer packaged goods product information in the U.S. Our highly efficient process for capturing content supports shelf space planning, category management and nutrition programs, and is the power behind market research and e-commerce. Leading manufacturers, retailers and wholesalers rely on Gladson for the most complete and accurate product information and images.

We bring accuracy and profitability to the shelf. Our data, images and innovative shopper marketing solutions help you deliver a compelling shopper experience, improve performance at the shelf and reinforce your brand.

OBJECTIVES:  The Business Development Executive (BDE) is responsible for driving new business growth within an assigned prospect territory.  The BDE will develop prospect strategies for the growth of the assigned territory by prioritizing and profiling each assigned organization.  This involves an analysis of the buying centers in each organization including the identification of key decision makers and influences. Through the assessment of opportunity in a territory, the BDE should develop insight into and communicate our value proposition to all prospects.   The BDE will leverage existing resources, develop new materials and work with other key personnel to refine and implement changes in existing sales strategy.  Recommendations regarding approach, pricing and negotiation will be made to the Executive Team.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

  • Generate leads through professional networking and cold calling techniques
  • Prospecting and building new business opportunities within assigned territory
  • Ability to understand prospect needs and effectively communicate value proposition to prospects
  • Utilize a consultative sales approach to close opportunities with senior level executives
  • Work with internal resources to ensure efficient set up and delivery of contracts systems
  • Additional responsibilities may include ongoing management for strategic accounts
  • Initiate and build prospect relationships
  • Coordinate and schedule online and onsite meetings of key decision makers
  • Negotiate and participate in pricing strategy
  • Negotiate contract terms within the acceptable guidelines provided by Gladson
  • Develop prospect account strategy and plan
  • Coordinate plans to include internal support of objectives
  • Own and manage pipeline in Salesforce.com
  • All other duties as assigned

COMPETENCIES:

  • B2B sales experience
  • Selling business services, in a solution selling approach, to multiple buyers in companies at Director level and above
  • Strong relationship building and inter-personal skills with the ability and executive poise to interface at all levels of management
  • High degree of comfort with technology and use of databases and syndicated type data
  • Proven track record of developing industry relationships with clients and peers, vendors and business partners
  • Financial projection skills
  • Ability to work independently of supervision and make decisions of wide variety and complexity
  • Able to professionally perform multi-media sales presentations
  • Organization and time management skills
  • Solid written and verbal communication skills at all levels; ability to pull together compelling sales presentations and proposals

EDUCATION AND EXPERIENCE REQUIRED:

  • 5 10 years B2B sales experience; proven ability to identify and develop new business with prospects and existing accounts, build/maintain relationships with the decision makers
  • Experience in selling services, with database or syndicated data a plus
  • Demonstrated record of success at both large, complex organizations and in mid-sized environments
  • Bachelor's Degree or equivalent experience required

 

Gladson is an Equal Opportunity and Affirmative Action Employer.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, Veteran status, disability or national origin

Gladson
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Gladson is an Equal Opportunity and Affirmative Action Employer.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, Veteran status, disability or national origin.

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