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We’re a global company of thinkers, designers, and doers. Freeman partners with our clients to build a connection with their customers by creating brand experiences that are seamless, innovative, and immersive. From strategy, creative, and digital to logistics and event technology, our teams place the client at the center, helping them connect to people in meaningful and personal ways. What makes us unique is our collaborative culture, intuitive knowledge, global perspective, and personalized approach developed from our 90-year legacy as an industry leader. Freeman connects people to a universe of opportunities that create a spark, build understanding, and inspire action.SUMMARYDevelops relationships and solicits business with new and existing corporate accounts. Grows opportunities with existing accounts by selling additional services. High level of account complexity in one or more accounts.ESSENTIAL DUTIES AND RESPONSIBILITIES
Business Development
SellsallFreeman lines of business, products and services (with a focus on event technology and production) and all related services and support.
Focused on sales to corporate organizations within an assigned customer market and/or segment.
Actively engaged in the hunt. Makes a constant effort to find new business. Perform outbound sales calls, including cold calling, lead/referral follow-up and sales qualification to ascertain requirements.
Cross Sells and Up Sells to existing customers.
Builds relationships with assigned leads. Compiles and maintains list of prospective corporate sales leads.
Concentrate on “in the year, for the year” opportunities while developing multi-year contracts.
Act as primary representative for assigned accounts taking each account through the Freeman Sales Cycle.
Obtain future show/event schedule information from client and solicit appropriate future business.
Produces sales proposals and presentations.
Achieves budgeted sales goals and revenue contribution.
Travels throughout assigned territory to call on regular and prospective customers to solicit future business.
Quotes prices and credit terms for business proposals and final orders.
Prepares sales collateral and makes face-to-face presentations when necessary. Modifies collateral as required to close the sale.
Entertains clients and facilities as necessary.
Attends industry events as assigned.
Miscellaneous
Ensures Salesfrce.com data Integrity for assigned accounts.
Prepares reprts of business transactions.
Keeps track of travel expenses and submits travel expense reports as required.
Follows-up on customer complaints and collections as necessary.
Represents Freeman to internal personnel and external contacts in a loyal, ethical, and moral manner.
CORE COMPETENCIES:JOB SPECIFIC COMPETENCIES
Analytical - Synthesizes complex or diverse information using intuition, research and experience to complement data provided. Reviews & analyzes a wide variety of information and recommends a specific course of action.
Business Acumen - Possesses an in-depth knowledge of business and financial terms, trends, and concepts. Effectively conducts credible, lengthy discussion with business savvy internal/external clients about general business issues. Uses business knowledge to create budgets, proposals, expense reports, and other financial documents.
Client/Industry Awareness – Understands the industry and the competition. Understands and recommends the products and services that are most appropriate for maximizing results for specific client needs. Understands client's business and their personal drivers and motivators.
Collaboration - Builds trust and respect with and among employees by reaching out and taking time to understand their drivers, challenges, and motivations. Cooperates and works effectively with others in the pursuit of common goals.
Critical thinking - Makes decisions that take into consideration market trends and implications and how they reflect on the organization. Understands and takes into account how the goals and vision of Freeman align with industry needs and makes the best decisions to maximize results. Anticipates the constantly changing needs of customers and shifting trends in the industry, and uses this information to make strategic and innovative decisions.
Decision Making - Considers the relative costs and benefits of potential actions to choose the most appropriate one. Makes decisions while exhibiting judgment and a realistic understanding of issues.
Drive to Perform/Initiative - Identifies and accomplishes challenging objectives or personal goals. Looks for and takes advantage of opportunities. Maintains a high level of interest, enthusiasm and personal performance. Motivates others to achieve their personal performance standards. Demonstrates a self-starter and self-motivated work attitude.
Hunter Sales Style – Thrives on seeking new opportunities and establishing new business. Keeps eyes on horizon always looking for the next big win. Spends time building pipelines of new prospects, up-selling, and cross-selling.
Job Knowledge - Uses broad and comprehensive knowledge of theories, concepts and practices in given areas of responsibility and applies them to varied, unique and difficult situations.
Ownership/Accountability – Takes accountability for own actions and the performance of the team as a whole. Refrains from making excuses for mistakes and blaming others for own errors or behaviors. Holds oneself personally accountable and takes actions if performance does not meet appropriate standards. Instills a sense of engagement, commitment, and pride in Freeman and passionately promotes the success of the team and the company.
Persuasiveness/Negotiating - Uses appropriate negotiation styles to gain acceptance or agreement. Presents ideas in a professional, persuasive and knowledgeable manner.
Positive Impact – Demonstrates a professional demeanor. Behaves in a manner that generates confidence in one’s ability and commitment. Creates a positive first impression and acts with integrity and pride.
Presentation Skills/Communication - Develops and delivers professional presentations and speeches with clearly articulated messages to industry partners, colleagues, customers and employees. Expresses thoughts clearly, accurately, and precisely both verbally and in writing. Demonstrates effective listening skills. Reacts appropriately while listening and understanding the views of others. Encourages open communication. Demonstrates a willingness to change approach based on feedback.
Strategic Judgment - Understands and takes into account how the goals and visions of Freeman align with the industry's needs and makes the best decisions to maximize results. Anticipates the constantly changing needs of customers and shifting trends in the industry and uses this information to make strategic and innovative decisions.
Time Management – Manages one’s own time and time of others to achieve desired results in a timely manner.
EDUCATION and/or EXPERIENCE
Bachelor’s Degree (B.A.) from a four-year college or university.
Seven (7) or more years of related experience.
Has proven ability to manage their own book of accounts in the profitable production of revenue opportunities totaling approximately $5 million or more.
Knowledge of sales systems such as TSS and SalesForce.com is required.
Working knowledge of all Microsoft Office Software applications.
Excellent customer service and organizational skills are required.
CERTIFICATES, LICENSES, & REGISTRATIONSCEM (Certified in Exhibition Management), CPSP (Certified Professional Sales Person) or CRSP (Certified and Registered Sales Professional) preferred.At Freeman, our commitment to diversity and inclusion is helping us to create not only a great place to work, but also an environment where our employees, our customers and our communities around the world can reach their goals and connect with each other. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status and other characteristic protected by federal, state or local laws.
Vacancy expired!