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Role Purpose

The Account Executive is responsible for driving profitable revenue growth within an assigned portfolio of accounts through disciplined outbound sales activity, structured opportunity management, and strategic account development. This role is highly activity-driven and phone-centric, focused on expanding share of wallet within existing customers, reactivating underperforming accounts, and identifying new buying opportunities.

The Account Executive serves as the primary commercial contact for assigned customers, combining proactive sales engagement with responsive support to deliver an exceptional customer experience while consistently achieving revenue and margin objectives.

Core Responsibilities

Revenue Growth & Account Development

Drive revenue and margin growth by expanding existing customer relationships and converting new opportunities within the assigned account portfolio.

Key Duties

• Manage and grow revenue and gross margin within an assigned portfolio of accounts
• Develop relationships with multiple contacts within each customer organization
• Upsell and cross-sell products to increase share of wallet and category penetration
• Identifyand pursue new opportunities within existing and underdeveloped accounts
• Own sales opportunities frominitialengagement through close using a structured sales process
• Present product solutions that clearly communicate value and address customer business needs
• Apply effective objection handling, retention strategies, and closing techniques to secure business

Proactive Sales Activity

Maintain a consistent, high level of proactive outbound sales activity to generate opportunities and sustain pipeline growth.

Key Duties

• Execute high-volume outbound call activity to engage existing and prospective customers
• Maintain an average outbound activity level of approximately 40–50 customer calls per day
• Structure the workday to ensure approximately 80% proactive outbound selling activity and 20% reactive customer response and support
• Conduct targeted email outreach to support opportunity development and account engagement
• Re-engage inactive or low-spend accounts to uncover new revenue opportunities
• Maintain disciplined follow-up cadence to advance opportunities and close business
• Use strategic outreach approaches to penetrate accounts and expand buying relationships

Pipeline & CRM Discipline

Maintain accurate sales data and a healthy opportunity pipeline to support forecasting and sales execution.

Key Duties

• MaintainaccurateCRM records for calls, emails, meetings, tasks, and opportunities
• Build and manage a qualified opportunity pipeline aligned with sales targets
• Use CRM and BI tools to prioritize accounts and plan call objectives
• Monitor account trends, buying patterns, and product gaps toidentifyopportunities
• Maintain customer pricing agreements within the ERP system
• Prepare and process quotes and orders asrequired

Customer Experience & Cross-Functional Coordination

Provide responsive and professional support while maintaining a strong focus on revenue growth.

Key Duties

• Serve as the primary liaison between customers and internal teams to resolve inquiries efficiently
• Coordinate with operations, technical teams, vendors, and accounting when addressing customer needs
• Develop a strong understanding of customer businesses, applications, andpurchasingprocesses
• Ensure smooth order execution and proactive communication throughout the sales cycle
• Communicate order status, risks, or delays ina timelyand professional manner
• Reinforce the company’s value proposition through consistent and professional engagement

Account Planning & Market Awareness

Leverage data, customer insight, and market intelligence to guide account strategy and identify growth opportunities.

Key Duties

• Monitor competitor activity and broader market trends within assigned accounts
• Develop andmaintainaccount growth strategies to expand product adoption
• Use BI insights toidentifyproduct gaps and cross-selling opportunities
• Build andmaintainan understanding of customer organizational structures and buying roles
• Share market and customer insights with internal teams
• Adjust account strategy based on performance data and opportunity signals

Overall Role Performance Measures

• Achievement of assigned revenue and gross margin targets

• Growth of underpenetrated and low-spend accounts
• Opportunity pipeline coverage and conversion performance
• Consistency and discipline of outbound sales activity
• Accuracy and completeness of CRM activity and opportunity tracking
• Increase in share of wallet within assigned accounts
• Customer retention and repeatpurchasingbehavior
• Responsiveness and effectiveness in resolving customer inquiries
• Forecast accuracy and pipeline visibility

Qualifications

• 2+ years of B2B inside sales or customer service experience
• Proven success in a high-volume, outbound phone sales environment
• Demonstrated ability to grow accounts through proactive sales engagement
• Strong prospecting (“hunter”) mindset with disciplined follow-through
• Excellent verbal and written communication skills, particularly in phone-based selling
• Strong organizational, time management, and pipeline management skills
• Ability to communicate product value and differentiate solutions in a competitive market
• Proficiencywith CRM systems (HubSpot preferred) and Microsoft Office tools
• Experience using BI or reporting tools to analyze account performance is a plus
• Industrial distribution, metalworking, or related product experience preferred