Enterprise - Senior Sales Executive - REMOTE

Ironmark simplifies the marketing landscape and creates solutions for next-generation issues by providing end-to-end data, marketing, and communications services. With a strong print legacy, Ironmark has been delivering innovative solutions for nearly 70 years to sectors like healthcare, retail, B2B, and technology. The company’s expertise includes high-quality commercial print, large format, creative/design services, data-driven digital marketing, predictive analytics-driven campaigns, branded merchandise, asset management portals, and SOC 2 Type II compliance. Known for seamlessly integrating these services using advanced technology, Ironmark stands as a nationwide, one-stop shop for integrated communications solutions and simplifying complexities across the marketing supply chain. For additional information, visit www.ironmarkusa.com

Job Summary

As an Enterprise - Senior Sales Executive, you will be responsible for selling Print, Direct Mail, Large Format, and E-Commerce products as well as Branded Merchandise to customers in various industries.  This role requires a strong understanding of the market for print and promotional products, services, and solutions; excellent leadership skills; and a demonstrated track record of achieving sales targets. You will play a strong role in expanding our client share of wallet by identifying digital/tech cross-sell opportunities, building strong relationships, and promoting our comprehensive suite of products and services.  As the Sr. Sales Executive, you will be responsible for guiding and mentoring Assistant Sales Team Member(s) to enhance their sales performance and professional growth as they provide you with sales support and team engagement across the deal lifecycle.

Job Functions and Responsibilities

Essential Functions

• Sales Strategy and Planning
  1. Develop and implement account/Book of Business-specific sales strategy to achieve revenue targets for print and branded merchandise products, services, and solutions. 
  2. Analyze market trends, competitive landscape, and customer needs to identify new opportunities for growth and market penetration.
  3. Excel in time management to balance the needs of new account penetration with existing relationships.
• Prospect and Lead Generation: Identify potential clients through various channels. Build and maintain a robust pipeline of qualified leads.
• Sales Presentations and Proposal Development
  1. Collaborate with Marketing and Creative teams to develop customized proposals and quotes that align with clients’ specific requirements and budget.
  2. Effectively use sales enablement tools specifically in the development of sales presentations, providing feedback about effectiveness to the Marketing team. 
• Sales Execution
  1. Lead the sales process and close deals with key accounts – new and existing. 
  2. Negotiate contract terms, pricing, and scope of work with potential clients to secure new business. Work towards achieving and surpassing individual and team sales targets.
  3. Mentor, monitor and support Assistant Sales Team Member’s sales activities, offering assistance and feedback as needed to help their success.  
  4. Accurate and consistent utilization of Wrike forms for customer/estimation activation.
• Customer Relationship Management
  1. Cultivate and maintain strong relationships with prospects, key customers, strategic partners, and industry influencers to drive business development and sales opportunities.
  2. Track open jobs, accounts receivable, and YoY activity in your BoB to solve client issues or present new sales opportunities.
  3. Identify key digital agency cross-sell opportunities and pull in agency leaders to help close those deals.
  4. Include executive leadership in key meetings to strengthen relationship building.
  5. Collaborate with Assistant Sales Team Member to address customer inquiries, resolve issues, and ensure exceptional customer satisfaction.
• Sales Forecasting and Reporting
  1. Maintain accurate records of sales activities and client interactions using CRM software (Hubspot). 
  2. Prepare accurate pipeline and sales forecasts for senior management, detailing opportunities and their scale. 
  3. Identify trends and potential challenges, providing actionable recommendations to address challenges and trends.
• Product Knowledge and Awareness
  1. Stay informed of industry trends, new products, and innovations to maintain a competitive edge in the market.
  2. Share relevant knowledge with Assistant Sales Team Member to enhance their understanding and insight.

Management Responsibilities 

• Provide leadership and guidance to the Assistant Sales Team Member(s), setting clear expectations and fostering a positive and collaborative work environment. 
• Coach and mentor the assistant sales team member, offering sales insights, best practices, and professional development support to enhance their sales skills and performance. 

Knowledge, Skills, and Abilities

• Excellent communication, negotiation, and presentation skills
• Strong relationship-building skills
• Effective analytical and problem-solving abilities
• Customer-centric
• Team-oriented mindset and approach
• Proactive management style
• Proficient in CRM software and sales reporting tools. 
  • If not currently proficient, comfort with technology and ability to quickly become proficient in CRM software and sales reporting tools.
• Proficient in organizational software used to input and track sales orders. 
  • If not currently proficient, comfort with technology and ability to quickly become proficient in organizational software used to input and track sales orders.

Education and Experience

• Minimum Educational Requirement: High School Diploma or Equivalent
  • Preferred Education: Bachelor's degree in Business Administration, Marketing, or a related field.
• Minimum Industry Experience: 
  • 15+ years of proven experience in sales leadership roles within the Print and Branded Merchandise Industry.

Compensation

Base Salary $100,000 - $120,000 with an OTE of $200,000 - $240,000