Account Executive

POSITION SUMMARY: The primary focus of this position is to drive sales of the full breadth of Fortna’s service offerings through a focused, vertical-based, targeted selling approach.  Account Executives are long term relationship oriented, not transactional, and will possess deep supply chain and industry domain experience with strong relationship building capabilities to execute a very complex selling process.  The Account Executive acts as the coach, choreographer, and “project manager” of sales campaigns.

PRIMARY RESPONSIBILITIES INCLUDE:

• Representing Fortna and the capabilities of the company positively in the marketplace.
• Developing industry vertical plan for the assigned industry vertical and leading the penetration of Fortna into that industry vertical; participating in industry events to further the penetration into the industry vertical.
• Possessing deep domain experience and continuing to improve domain expertise in supply chain and assigned industry vertical.
• Communicating clearly and leading a team based selling approach in Client engagements.
• Understanding Client needs and translating these needs to a service offering mix which can be provided by Fortna.
• Driving business case thinking internally and externally and leading development of the Client opportunity business case during the sales process.
• Maintaining strong relationships with Clients and prospects.
• Managing time and dollar investment in target accounts commensurate with expected return on the investment.
• Providing input and direction to marketing team on industry vertical specific marketing needs.
• Responding to request for proposal (RFPs), request for quotation (RFQs), and request for information (RFIs) as appropriate and necessary with support from the sales support team member as needed.
• Producing and managing account plans, opportunity plans, and call plans to optimize every touch in the sales process.
• Producing and delivering sales presentations that are customized and specific to the Client needs and specific opportunity requirements.
• Supporting sales and marketing efforts at industry events through attendance at trade shows and speaking opportunities as appropriate.

REQUIRED QUALIFICATIONS:

• Bachelor’s degree in Business, Engineering or equivalent analytically based discipline
• Demonstrated experience in leading complex sales efforts and apply consultative sales techniques
• Strong relationship building skills
• Demonstrated Team Leadership skills and ability to lead team based sales efforts
• Strong general business skills and business aptitude
• Passionate and enthusiastic mindset with regards to all job responsibilities including putting the Client’s needs first, providing meaningful solutions, and working with the Company to be sustainable, achieve goals and maintain business principles
• Excellent verbal and written communication skills
• Organized and focused with good project management skills
• Intermediate knowledge of Word, Excel, PowerPoint
• Ability to multi-task and work cross-functionally (e.g., multiple sales efforts, marketing support, industry vertical leadership)
• Ability to embrace change and ambiguity
• Ability to travel domestically and internationally
• Ability to perform essential functions of the job

Desired Qualifications:

• Relevant post-graduate degree
• 5 years experience
• 2+ years of general business experience
• 2+ years of supply chain related experience
• 3+ years of consultative selling processes
• Ability to travel more than 50%