Account Executive

3 weeks ago

Elland West Yorkshire, United Kingdom A-SAFE GROUP Full time

Position: Account Executive (AE)

Focus: Technology & Services

Region/Location: EMEA/UK

Reports to: Business Unit Director

Overview:

Have you delivered hybrid (software and hardware) as a service sales on a B2B basis? Are you an ambitious sale professional who inspires digital transformation and encourages technology adoption among your clients? Can you balance the commercial and technological challenges of a rapidly evolving customer base and product set?

As a Technology Account Executive at A-SAFE, you will play a pivotal role in establishing new customer relationships and driving the adoption of A-SAFE’s industrial IoT (IIoT) safety and productivity solutions. Your role is crucial in identifying new business opportunities and implementing plans to secure sales. You will be responsible for increasing sales connections, identifying and then capitalising on new business opportunities.

Join us in our mission to save lives, reduce accidents and safeguard operations and be a part of a company where your talent can truly make a difference.

About A-SAFE

A-SAFE is the long-established market leader in innovative industrial safety solutions. We help create the world’s safest and most advanced and efficient workplaces. As the pioneer of the first industrial strength polymer safety barrier, we have revolutionised workplace safety standards and continue to lead with our cutting-edge products and technologies.

We build close long-standing relationships with some of the world's biggest brands and busiest industrial facilities. Our global presence spans the Americas, EMEA and APAC, with 16 sales locations and a team of 500 customer-facing colleagues. Our extensive network reflects our deep understanding of diverse market needs and our ability to respond effectively to various customer requirements. We pride ourselves on our collaborative relationships at various levels of our customers' businesses, fostering long-term partnerships.

Our commitment to innovation is evident in our technology offering, including next-generation Industrial IoT solutions. Our early success is evident, with >20,000 edge devices already deployed with customers globally. To facilitate rapid acceleration at scale we have identified the need for resource to meet the specific needs of a hybrid (hardware and software) as-a-Service sales model.

What you will be doing:

  • Initiate commercial conversations with new customer to develop new business opportunities.
  • Support customers in their journey of understanding the value of digital transformation and present A-SAFE’s industrial IoT (IIoT) safety and productivity solutions.
  • Manage and own sales process from initial contact though to first renewal, you will be targeted on landing ‘new’ customer accounts and their first site before a handoff point with an Account Manager.
  • You will arrange and conduct collaborative meetings with prospective clients, make introductions to technical services specialists, account managers, and customer success teams.
  • Make sure customer relationships are sustainable, fit for scale, and that all customer expectations are documented and communicated to teams.
  • Ensure overall delivery of customers first site, making sure A-SAFEs customer is onboarded and satisfied beforehand a hand off point with the Account Manager.
  • Contribute to the development and execution of sales and business development plans.
  • Handle request for Information (RFI) and request for quotation (RFQ) processes, hold negotiations to finalise deals. Meet targets in line with agreed plans.
  • Maintain up-to-date information in the CRM system and support accurate sales forecasting.
  • Stay informed about industry trends and competitor activities. Identify opportunities for additional sales. Engages in networking events and outreach activities to create new business opportunities and open new accounts.

Must have:

  • Experience in business development of as-a-Service B2B.
  • Or better, experience with Hardware & Software as-a-service preferred over pure software.
  • Confident in initiating contact and establishing relationships with prospective clients, laying the foundation for new account openings.
  • Skilled at converting leads into new accounts through persuasive communication and targeted proposal.
  • Ability to understand and communicate technical concepts effectively and to a variety of stakeholders.
  • Able to build business cases for Proof of Concept, including defining success criteria
  • Strong skills in communication, negotiation, and relationship-building.
  • Self-motivated with excellent problem-solving skills.
  • Ability to work independently and collaboratively in a team environment.
  • A high level of proficiency in both spoken and written English, suitable for a dynamic professional business environment.
  • A pragmatic approach, comfortable under the pressure of change and moving targets.

Could have:

  • Background in industrial safety or related engineering fields.
  • Industrial IoT experience.
  • Relevant Consultive Sales experience

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