Corovan Corporation
Account Executive II
Corovan Corporation, Corona, California, us, 92878
This is an outside sales position, responsible for selling Corovan's commercial moving, storage and facility support services to new and existing customers. This includes managing existing clients, finding new customers, as well as acquiring new lines of business from current customers. The Account Executive will increase profitable revenue in the Corovan core business of local office moving. They will specifically focus on new business development in the Northern California or Southern California area assigned and follow up with existing customers to make sure they are getting the best service possible.Sales Representative Service Lines are:Office and Industrial Moving:
with a specific emphasis on project work and repetitive office and industrial moving business in assigned market.Warehousing:
with a specific emphasis on repetitive accounts with revenue opportunities in warehouse labor and storage at Corovan facilities.Logistics:
with a specific emphasis on serving accounts that have one-time and repetitive long distance office relocation, or electronic and other high value product transportation needs.An integral part of a successful outcome is partnering with all departments for an end goal of customer satisfaction resulting in company success.ESSENTIAL DUTIES AND RESPONSIBILITIES:Business Development Activities:Conduct research to identify leads for project related business.Encouraged to initiate and/or participate in lead exchange groups.Cold call project leads and set sales appointments.Conduct site surveys for the purpose of scoping projects, estimating costs, and developing client proposals.Develop proposals for new and existing clients.Present proposals and project plans to clients.Consistently follow up with clients on open and pending proposals.Encouraged to participate in industry trade associations, at their direction of sales manager.Research and qualify prospects that are large employers with an ongoing requirement for Corovan services.Cultivate relationships with individual contacts of the large employers, including facilities managers, procurement professionals and project managers.Conduct ongoing sales campaigns, setup meetings with contacts and identify opportunities.Respond to client RFPs, conduct sales presentations, technology demos and warehouse tours.Account Management:Oversee client projects including being on premises with client representatives during high-profile projects and when requested by sales manager.Scope, budget, and quote client projects using Corovan's order entry system.Consult with clients on move projects.Provide project preparation, planning and training services to clients.Conduct move training presentations with client employees.Provide detailed and precise move plans and work order instructions.Coordinate project details with Corovan transportation team and respond promptly to inquiries.Manage client inquiries.Participate in collection activities, when requested by management.Negotiate contract details, rate increases and track profitability.Monitor customer satisfaction ratings and follow up with clients on service issues.Follow company procedures in processing client projects and work requests.Document change orders and assist with collections when directed by Sales Manager.Provide customer service and follow up to ensure customer success.Regularly visit jobs in progress to engage with the client and Corovan team members.Account administration activities, managing PO's, follow thru on claims and change orders.Conduct internal account reviews of current accounts at the request of management.Introduce new services including technology applications with clients.At the request of sales management, conduct business reviews with clients, develop client reports and track action items.Engage in rapport building activities with clients.Track relevant contract details including contract expirations, amendments, extension, and modifications to SOW.Customer Relationships:Perform Account Management services, including but not inclusive of: perform walkthroughs for survey/estimating purposes for large projects, and provide a detailed scope of work for the client and for Corovan Coordinators, and manage and properly communicate expectations, both for and of the Client.Professionally answer/address Client questions, concerns and escalate issues when necessary.Identify all buyers and decision influencers; develop relationships with key personnel at accounts; cross-sell all Corovan services.Strategically partner with all internal departments of Corovan to ensure Client success, which includes, but not limited to, scope of work, change orders, communications from customer, collections, billing issues and concerns.For new business within California, meet with Clients to develop proposals, explain operations, security and processes for transportation and warehousing.Compile competitive information and formulate competitive strategies and programs designed to grow revenue.Properly communicate, in detail, when necessary, with clients, contractors’ operations, and other sales representatives the details of the move and changes to Scope.Makes in-person or virtual calls on key accounts and perform other client relationship improvement activities on a consistent and relevant basis.Assist with Trade Show activities, e.g., booth set up, booth assignments, organize appointment schedule, booth break down, and show follow up.Interact with Clients in person, virtually, and via telephone and email to ensure complete customer satisfaction in all matters related to the services rendered by Corovan.Training and Development:Become proficient on the company’s chosen Contact Management Software (CMS), and then utilize the software program daily to manage the sales process and efficiently generate new business (current CMS is salesforce.com).May be required to participate in Six Sigma projects.Promote Corovan’s Mission and Vision Statements.Continuously promotes compliance with company policies and procedures.Maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks.QUALIFICATIONS:To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required.COMPETENCIES:PROBLEM SOLVING AND DECISION-MAKING SKILLS
– Organization skills, attention to details, and the ability to prioritize in a changing environment.MATHEMATICAL SKILLS
– Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals.REASONING ABILITY
– Ability to apply good business judgement to complex customer situations.CUSTOMER SERVICE
– Manages difficult or emotional customer situations well; responds promptly to customer needs; solicits customer feedback to improve service; meets commitments.COMMUNICATION AND INTERPERSONAL SKILLS
– Ability to communicate effectively to customers and coworkers.TEAMWORK
– Balances individual responsibilities; exhibits objectivity and openness to others’ views; gives and welcomes feedback; contributes to building a positive team spirit.INDUSTRY EXPERTISE
– Ability to learn procedures in moving, including all the steps in a customer pre-move meeting.CONTRACT DEVELOPMENT
– Able to outline key variables in a contract and propose solutions for customers.SYSTEM KNOWLEDGE
– PC skills including proficiency in Microsoft Excel and Microsoft PowerPoint.CONSULTATIVE SELLING
– Proven capabilities in sales to large-scale customers.INQUISITIVE
– A desire to learn and understand all facets of Corovan’s business and industry.ADAPTABLE
– Ability to embrace changing priorities without sacrificing quality outcomes.OWNERSHIP
– Corovan employee owners take responsibility for their actions.BUILDING COLLABORATIVE RELATIONSHIPS
– Ability to develop, maintain, and strengthen partnerships with others.PROACTIVE
– Ability to understand the time sensitivity and needs of the customer ensuring a sense of urgency.EDUCATION and/or EXPERIENCE:Required:Strong interpersonal communication skills.Knowledge of MS Office, including MS Excel and PowerPoint.Valid California driver’s license and driving record that meets the company’s insurance carrier’s requirements.Preferred:Project management experience.Bachelor’s Degree or equivalent of education and experience.Strong business acumen.PRIMARY LOCATION:Orange County (Seated in Corona)PHYSICAL DEMANDS:The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.Walking: May require walking primarily on a level surface.Handling: Seizes, helps, or works with hands.Lifting: Proper lifting techniques required.Reaching: Extend hands and arms in any direction.Standing: Remains in standing position if required to perform various functions of the job.Stooping: Bends body downward and forward by bending at knees or waist.Vision: Reads paperwork and records on the computer.Sitting: May be required to sit at desk.Stairs: May also include climbing or descending stairs while carrying goods.Heights: May include working at height on a loading dock.WORK ENVIRONMENT:The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.Temp/Weather: Works in either Office, Warehouse, or Outside environments.Noise: Works in office, warehouse or outside environment, with constant or intermittent noise.POSITION TYPE/EXPECTED HOURS OF WORK:This is a full-time salaried position, with a minimum expectation of 40 hours per week.Employees might be required to work evenings or weekends depending on the business needs.TRAVEL:60% travel throughout assigned geographical area to meet with customers and walk customer sites.
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with a specific emphasis on project work and repetitive office and industrial moving business in assigned market.Warehousing:
with a specific emphasis on repetitive accounts with revenue opportunities in warehouse labor and storage at Corovan facilities.Logistics:
with a specific emphasis on serving accounts that have one-time and repetitive long distance office relocation, or electronic and other high value product transportation needs.An integral part of a successful outcome is partnering with all departments for an end goal of customer satisfaction resulting in company success.ESSENTIAL DUTIES AND RESPONSIBILITIES:Business Development Activities:Conduct research to identify leads for project related business.Encouraged to initiate and/or participate in lead exchange groups.Cold call project leads and set sales appointments.Conduct site surveys for the purpose of scoping projects, estimating costs, and developing client proposals.Develop proposals for new and existing clients.Present proposals and project plans to clients.Consistently follow up with clients on open and pending proposals.Encouraged to participate in industry trade associations, at their direction of sales manager.Research and qualify prospects that are large employers with an ongoing requirement for Corovan services.Cultivate relationships with individual contacts of the large employers, including facilities managers, procurement professionals and project managers.Conduct ongoing sales campaigns, setup meetings with contacts and identify opportunities.Respond to client RFPs, conduct sales presentations, technology demos and warehouse tours.Account Management:Oversee client projects including being on premises with client representatives during high-profile projects and when requested by sales manager.Scope, budget, and quote client projects using Corovan's order entry system.Consult with clients on move projects.Provide project preparation, planning and training services to clients.Conduct move training presentations with client employees.Provide detailed and precise move plans and work order instructions.Coordinate project details with Corovan transportation team and respond promptly to inquiries.Manage client inquiries.Participate in collection activities, when requested by management.Negotiate contract details, rate increases and track profitability.Monitor customer satisfaction ratings and follow up with clients on service issues.Follow company procedures in processing client projects and work requests.Document change orders and assist with collections when directed by Sales Manager.Provide customer service and follow up to ensure customer success.Regularly visit jobs in progress to engage with the client and Corovan team members.Account administration activities, managing PO's, follow thru on claims and change orders.Conduct internal account reviews of current accounts at the request of management.Introduce new services including technology applications with clients.At the request of sales management, conduct business reviews with clients, develop client reports and track action items.Engage in rapport building activities with clients.Track relevant contract details including contract expirations, amendments, extension, and modifications to SOW.Customer Relationships:Perform Account Management services, including but not inclusive of: perform walkthroughs for survey/estimating purposes for large projects, and provide a detailed scope of work for the client and for Corovan Coordinators, and manage and properly communicate expectations, both for and of the Client.Professionally answer/address Client questions, concerns and escalate issues when necessary.Identify all buyers and decision influencers; develop relationships with key personnel at accounts; cross-sell all Corovan services.Strategically partner with all internal departments of Corovan to ensure Client success, which includes, but not limited to, scope of work, change orders, communications from customer, collections, billing issues and concerns.For new business within California, meet with Clients to develop proposals, explain operations, security and processes for transportation and warehousing.Compile competitive information and formulate competitive strategies and programs designed to grow revenue.Properly communicate, in detail, when necessary, with clients, contractors’ operations, and other sales representatives the details of the move and changes to Scope.Makes in-person or virtual calls on key accounts and perform other client relationship improvement activities on a consistent and relevant basis.Assist with Trade Show activities, e.g., booth set up, booth assignments, organize appointment schedule, booth break down, and show follow up.Interact with Clients in person, virtually, and via telephone and email to ensure complete customer satisfaction in all matters related to the services rendered by Corovan.Training and Development:Become proficient on the company’s chosen Contact Management Software (CMS), and then utilize the software program daily to manage the sales process and efficiently generate new business (current CMS is salesforce.com).May be required to participate in Six Sigma projects.Promote Corovan’s Mission and Vision Statements.Continuously promotes compliance with company policies and procedures.Maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks.QUALIFICATIONS:To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required.COMPETENCIES:PROBLEM SOLVING AND DECISION-MAKING SKILLS
– Organization skills, attention to details, and the ability to prioritize in a changing environment.MATHEMATICAL SKILLS
– Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals.REASONING ABILITY
– Ability to apply good business judgement to complex customer situations.CUSTOMER SERVICE
– Manages difficult or emotional customer situations well; responds promptly to customer needs; solicits customer feedback to improve service; meets commitments.COMMUNICATION AND INTERPERSONAL SKILLS
– Ability to communicate effectively to customers and coworkers.TEAMWORK
– Balances individual responsibilities; exhibits objectivity and openness to others’ views; gives and welcomes feedback; contributes to building a positive team spirit.INDUSTRY EXPERTISE
– Ability to learn procedures in moving, including all the steps in a customer pre-move meeting.CONTRACT DEVELOPMENT
– Able to outline key variables in a contract and propose solutions for customers.SYSTEM KNOWLEDGE
– PC skills including proficiency in Microsoft Excel and Microsoft PowerPoint.CONSULTATIVE SELLING
– Proven capabilities in sales to large-scale customers.INQUISITIVE
– A desire to learn and understand all facets of Corovan’s business and industry.ADAPTABLE
– Ability to embrace changing priorities without sacrificing quality outcomes.OWNERSHIP
– Corovan employee owners take responsibility for their actions.BUILDING COLLABORATIVE RELATIONSHIPS
– Ability to develop, maintain, and strengthen partnerships with others.PROACTIVE
– Ability to understand the time sensitivity and needs of the customer ensuring a sense of urgency.EDUCATION and/or EXPERIENCE:Required:Strong interpersonal communication skills.Knowledge of MS Office, including MS Excel and PowerPoint.Valid California driver’s license and driving record that meets the company’s insurance carrier’s requirements.Preferred:Project management experience.Bachelor’s Degree or equivalent of education and experience.Strong business acumen.PRIMARY LOCATION:Orange County (Seated in Corona)PHYSICAL DEMANDS:The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.Walking: May require walking primarily on a level surface.Handling: Seizes, helps, or works with hands.Lifting: Proper lifting techniques required.Reaching: Extend hands and arms in any direction.Standing: Remains in standing position if required to perform various functions of the job.Stooping: Bends body downward and forward by bending at knees or waist.Vision: Reads paperwork and records on the computer.Sitting: May be required to sit at desk.Stairs: May also include climbing or descending stairs while carrying goods.Heights: May include working at height on a loading dock.WORK ENVIRONMENT:The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.Temp/Weather: Works in either Office, Warehouse, or Outside environments.Noise: Works in office, warehouse or outside environment, with constant or intermittent noise.POSITION TYPE/EXPECTED HOURS OF WORK:This is a full-time salaried position, with a minimum expectation of 40 hours per week.Employees might be required to work evenings or weekends depending on the business needs.TRAVEL:60% travel throughout assigned geographical area to meet with customers and walk customer sites.
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