Location: Remote US

Primary responsibility is to sell ftwilliam.com Managed Services/BPO offerings in a defined territory. 

Essential Duties and responsibilities

Sell ftwilliam.com Managed Services offerings in a defined territory made up of a specific geography of states in the U.S. 

Partner closely with the Managed Services Team and the territory Account Manager to ensure customer retention/success

Partner closely with the Managed Services Account Executive Team Lead on new sales opportunities to ensure accurate prospecting & discovery of new opportunities

Develop a strong understanding of the retirement plan administration market, our customers (TPAs, CPAs, Law Firms, etc.), and their daily workflow. 

Partner closely with the territory ftwilliam.com Software Account Executive to ensure customer or prospect is properly licensed for the software products needed to support Managed Services.

Prospect and develop new Managed Services business in both existing accounts as well as new accounts.  

Maintain and update information in Salesforce.com including accurate monthly forecast, activities, demos, and pipeline management

Constant pipeline growth & management, including opening new opportunities and booking new appointments to support achievement of sales goals.

Accurate monthly new sales forecasting, including a commit to the business that supports sales goal attainment.

Utilize sales tech stack including ChatGPT (AI), Outreach.io, Gong.io, SalesIntel.io, LinkedIn/LinkedIn Sales Navigator, etc. in daily sales workflow

Establish and maintain solid and high activity prospecting practices; meeting or exceeding assigned outbound email and call KPIs.

Ensure that customer and prospect meetings include all relevant stakeholders from the Managed Services, Leadership & Software teams

As needed, attend National and Local tradeshows to provide booth coverage. This includes learning and executing our Trade Show processes.

As needed, attend in-person customer/prospect meetings in defined territory

Develop relationships with major players in each of your large metro markets.

Submit timely reports as requested by the Sales Manager and/or Executive Management.

Contribute & exchange ideas and best practices to other members of the sales team. 

Immediate and thorough follow-up on inquiries from customers and prospects using the applicable sales tech stack application(s)

Work closely with the assigned Account Manager, Customer Service and Billing to solve billing/service issues that could affect the renewal of a Managed Services subscription.

Support team, Business Unit, and corporate goals and objectives.

Perform various ad hoc duties as requested by Sales Manager.

Job Qualifications

Minimum:   College Degree or equivalent experience

3+ years of over-quota sales experience.

Knowledge of and experience in the Retirement industry strongly preferred.

Excellent verbal and written communication skills

Excellent organization, planning and presentation skills

Strong time management skills

Proficiency with Microsoft Office Products (PowerPoint, Outlook, Excel, Word) and Salesforce.com

CORE COMPETENCY REQUIREMENTS:

Motivated self-starter

High levels of outbound activity – both written and verbal – on a daily, weekly and monthly basis to support achievement of sales goals.

Strong sales ability with both a short and longer sales cycle

Detail oriented with strong analytical, time management and problem solving skills.

Ability to work well individually and in a team.

Highly embracive of a ‘better together’ and ‘elevate your game’ corporate culture

Ability to embrace and implement change

Ability to develop deep relationships with customers and prospects

Strong Customer Service skills

Enthusiasm and eagerness to learn

Consulting mentality—extracting insights, including the ability to understand & translate retirement industry terminology/workflow, from very complex and/or limited information to make a recommendation to stakeholders

Demonstrated ability to take initiative, be proactive, and think independently, and anticipate needs related to future work.

Demonstrated capacity to learn and apply skills and knowledge to unique and varied situations

Highly responsive and resourceful. Positive ‘can do’ attitude and approach to problem solving

Innovative mindset; willingness to try creative and different ways of meeting sales goals.

Ability to clearly communicate concepts, research findings, issues analysis, project and evaluation results, and data interpretations

TRAVEL REQUIREMENTS

Less than 10% travel. Travel based on the needs of the business.