Senior Account Executive - Casino Sales

Summary The Senior Account Executive (SAE) will form an integral part of the G+D Commercial Markets Sales team and will be responsible for contributing to the achievement of our ambitious customer acquisition and revenue growth objectives in the casino market segment. The SAE will be responsible for customer prospecting, acquisition and relationship management as well as technical sales support across the G+D solution portfolio within the casino market in the mid-Atlantic and Northeastern part of the U.S. Duties/ResponsibilitiesReasonable accommodations may be made to enable individuals with disabilities to perform these essential functions. Sales

• Effectively manage assigned territory to aggressively sell existing and new products to current and potential customers for G+D's Currency Technology Product portfolio
• Develop deep understanding of the customer's organizational structure, decision makers and purchasing processes
• Develop an action plan for meeting and exceeding annual sales quota with profitable results
• Develop and update a working suspect and prospect list to ensure an order pipeline. Provide an accurate and up-to-date forecast of all sales projects at suspect and prospect accounts, within Salesforce CRM system.
• Consistently apply Miller Heiman methodologies including completion and regular updating of blue & gold sheets to foster relationships with key customers and reach maximum penetration for G+D solutions
• Develop and present product proposals to clients including Requests for Information, Quotes and Proposals (RFI, RFQ, RFP)
• Possess an in-depth knowledge of product benefits and performance
• Assist clients with product and configuration definition
• Coordinate sales contract development with sales administration
• Ensure that clients adhere to all terms and conditions of sales contracts
• Identify the most effective solutions to best address end-user needs and support project management, installation and training resources to achieve timely system acceptance
• Develop and maintain collaborative relationships with company and partner personnel including project management, logistics, engineering, service support and management resources
• Effectively manage accounts to ensure ongoing customer satisfaction
• Effectively escalate customer issues and concerns to executive management
• Maintain an accurate CRM database for each individual and corporate account assigned
• Participate on all sales conference calls and meetings
• Travel extensively within sales area to build and maintain customer relationships
• Duties, responsibilities, and activities may be added or changed - flexible mindset is critical

Product & Marketing

• Assist with new Product assessment, specification and launch
• Actively track and monitor market trends and dynamics and provide feedback to management
• Assist with development of new markets for existing Products
• Maintain and develop relationships within existing and new customers to facilitate an understanding of long term customer trends and requirements to support the identification of business opportunities and the development of new products
• Provide market feedback to management regarding competitive offerings
• Support marketing and business development organization to identify potential external partners for creating sales alliances or to complement existing G+D products and services

Required Skills/Knowledge

• Contact network within assigned markets
• Thorough understanding of assigned markets
• Strong interpersonal and organizational skills
• Effective oral and written communication skills
• Demonstrated knowledge of cost drivers in the casino space and the capability to assist clients with cost-benefit analyses to justify the necessary capital expenditure
• High degree of discretion when handling confidential information
• High proficiency in Microsoft Word, Excel and PowerPoint

Travel required

• Travel up to 50%

• Manage travel and other expenses to be within or below established budget

Required Education and Experience

• Bachelor's degree in relevant field with 5 years' experience or minimum of 10 years' experience selling capital equipment, software or a combination of the two (preferably into the gaming industry).
• Experience with CRM database systems, preferably Salesforce

Other dutiesPlease note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.

A look behind the scenes