Account Executive - RFS

January 7, 2010

MAJOR JOB RESPONSIBILITIES

1. Maintains and grows Company's business relationship with existing Clients as assigned for assigned products:
   • Establish and foster ongoing relationship with assigned clients.
   • Re-sell additional promotions to assigned clients.
   • Identify opportunities for selling new products to assigned clients.
   • Contacts client periodically to determine how relationship is working.  When issues arise, works with the delivery team to address and solve any issues.
   • Keeps abreast of changes in client organizational structure, particularly with executives that are key buying influences on Inmar Promotion Services' product offerings.
   • Consults with Client representatives by telephone and personal visits regarding industry trends, pricing terms and services for Inmar Promotion Services.  Composes detailed business correspondence.
   • Expands Client contact to the highest possible level.
   • Develops and executes account plans with the objective of maintaining total Client satisfaction.
   • Through expert interpretation of data contained in Inmar Promotion Services' reports and processes, provides improvement recommendations to Client(s).
   • Provides timely follow-up on action items and client requests.
2. Coordinates between sales and operations to ensure successful promotion execution for assigned clients and promotions.  Interfaces with other Inmar Promotion Services departments to identify and troubleshoot Client problems.
   • Ensures a smooth delivery of Inmar Promotion Services solutions.
   • Keeps promotion documentation up to date (launch sheets, etc.).
   • In-depth knowledge of clients' promotions.  
   • Works with client and others to resolve issues quickly.
   • Understands the clients time requirements for all aspects of the solutions.
   • Briefs the delivery team on the client: (organization, technical infrastructure, etc.).
   • Works closely with operations to ensure smooth day-to-day client satisfaction.
3. Works with BDM on contract re-negotiations and price increases as applicable.  
4. Develops and presents key Client presentations containing actionable information and strategic recommendations based on knowledge of Client(s) financial and marketing strategies:  
   • Analyzes prospect's operations and performs financial analysis for appropriate situations.
5. Serves as internal expert to co-workers on assigned Inmar Promotion Services products and services.  
6. Completes administrative duties in a timely manner:  
   • Prepares and distributes call reports to key Inmar Promotion Services' individuals.
   • Prepares and submits expense reports.
   • Consistently maintains contact and status information in the Inmar Promotion Services' sales tracking database.

SECONDARY RESPONSIBILITIES

1. Assists marketing with key activities.
   • Assists in the development of and provides feedback on collateral, advertising, press release and direct mail materials.
   • Shares any market/competitive information with management, marketing, and operations teams.
2. Represents Company at industry conferences, workshops, forums, etc. when required.
3. Demonstrates leadership within the team and supports training efforts for new or less-experienced team members.
4. Occasionally performs other duties as assigned.

JOB SPECIFICATIONS

Required Ability to

• Employ general client management techniques effectively 
• Interview effectively and probe prospects for information
• Able to quickly obtain a working knowledge of Inmar Promotion Services' products/services, sales techniques, and pricing policies 
• Prepare for/manage client meetings; field questions and identify client needs
• Manage multiple customers
• Leverage other Inmar Promotion Services' personnel to assist in delivering on client commitments and resolving client issues in a timely manner
• Meet revenue management objectives
• Confront objections comfortably and professionally
• Understand and conceptualize unrelated businesses
• Make persuasive presentations to all management levels
• Represent ideas clearly and concisely
• Facilitate communications and solve problems
• Coordinate the efforts of Inmar Promotion Services and non-Promotion Services personnel
• Establish and maintain good working relationships with other Inmar personnel and partners
• Compose complex, professional business correspondence, reports, and presentation materials
• Handle controversial matters in a diplomatic manner
• Deal effectively with individuals at all business levels
• Represent Inmar Promotion Services in a professional manner to outside prospects, clients, and agencies and the community
• Understand prospects' business operations and technical infrastructure to make effective recommendations on how Inmar Promotions Services' solutions will be utilized
• Prioritize and manage multiple tasks requiring extensive follow-up
• Plan own work after objective is set by supervisor/sales team
• Use good judgment in recognizing the scope of authority
• Plan, coordinate and manage the work of subordinate staff if required
• Travel independently

Required Knowledge of

• Sales/marketing techniques
• Finance/accounting
• Business management
• Organizational relationships
• Proper business protocol
• Business English and composition
• Interpersonal communication techniques
• Modern office practices and procedures
• Microsoft Office suite of software products (Word, Excel, PowerPoint and Access)
• Rebate and fulfillment experience a plus

Required Personal Characteristics

• Detail-oriented with analytical aptitude
• Self-motivated with high maturity level
• Team-oriented; comfortable working in a team environment
• Should relate well to others and promote a positive demeanor
• Comfortable with confrontation and negotiation
• Comfortable working under consistent deadline pressure
• Cooperative in maintaining work relationships with those contacted in the performance of duties
• Comfortable working independently and managing multiple responsibilities
• Flexibility
• Grooming/dress appropriate for professional environment and executive image
• Reliability, regular attendance at work
• Ability to listen
• Ability to be a self-starter

QUALIFICATIONS

Skills are typically acquired through:

• Over four years of related work experience in one or more (preferably a combination) of the following fields:  market research or promotions, rebates/fulfillment, and complex business account services
• AND Bachelor's Degree (B.A./B.S.) from a four-year college or university

Estimated on-the-job training time of three to six months