Senior Account Executive - East Coast
- Expired: over a month ago. Applications are no longer accepted.
*We are seeking candidates for this role in or near the Knoxville metro area only*
ROS’ Senior Account Executives manage relationships with PTAC buyers across industries. Our core industries are hotels, assisted living, condos and dorms. SAEs work these relationships from the top down, selling to sourcing/procurement departments, directors of facilities/operations, and chiefs of engineering. With smaller operators, often we sell directly to ownership.
Outreach comes in the form of phone/email/in-person pitches. There is no one “right way” to contact our market as personas and archetypes vary, which is wonderful for creative and flexible salespeople. Deal size dictates the sales cycle, generally smaller transactions progress to close within a work week and larger opportunities are inked in 30-45 days. We focus on developing both pipelines at once to develop repeatable revenue while benefitting from large windfalls. Essentially this means day-to-day replacement products at one end of the spectrum and large renovations and construction at the other end.
Knowledge/use of modern sales tools is paramount. We use Pipedrive CRM, ZoomInfo, Lusha, Superhuman, and others. Fanatical prospecting, grit, and tenacity go a long way on the front end. Hospitality, adherence to commitments, and relationship building will take you even further on the back end. This is a full cycle role that will require opening new markets and new relationships but will result in a strong book of repeat business (remember, the product is a consumable). OTE/quota will climb with the book of business growth and focus on new accounts.
ROS’ Senior Account Executives manage the varied needs of their buyers with the goal of deepening the client relationship. This means offering both products and services, coordinating volume purchasing/pricing, and working with vendors. Within reason, you'll have the ability to make pricing decisions and complex deals. You'll have the ability to negotiate with vendors to increase your margins. The SDR team will flow leads to you for both product and service, and the TM team will hand off service opportunities in their territories. You will flow “down” any product opportunities in TM territories.
Based at ROS’ facilities in Knoxville, the East SAE covers a geographic territory east of the Rockies.
The PTAC market is vast and demand is great. This is a need to have, not a nice to have product. Hotels, dorms, condominiums and assisted living facilities all utilize and consume PTAC units. The hotel industry alone bears 14 million rooms, with 75-80% bearing PTAC units. Consider that a failure rate of 10-15% annually amounts to the consumption of roughly one million PTAC units annually.
By virtue of the lifespan of the product, buyers treat PTACs as consumables, an operating necessity that is purchased frequently. Note - A hotelier can’t rent a room without conditioned air. With this in mind, consider the low barriers to entry and limited objections buyers could present to a salesperson.
ROS’ business model is built around providing competitively priced units whether new or refurbished and an unbeatable service level. These core tenets set the stage for rapid growth in a high demand market.
OTE: $120,000 Year 1 (base salary plus commission)
3+ years in highly competitive outbound selling and prospecting. Knowledge of modern sales processes including prospecting tools, CRM, email campaigns, etc.
Familiarity with PTAC units, HVAC, etc is absolutely NOT required.
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