St. Petersburg College

                                                                                                                                                                    POSITION DESCRIPTION

POSITION TITLE:  Major Client Account Representative

 DEPARTMENT: Corporate Training Services         SITE: EPICENTER

SALARY SCHEDULE: APM                                     GRADE: A

BASIC FUNCTION:

Major Client Account Representative creates new business for Corporate Training by prospecting, developing and securing new customers.  Close sales at an executive level and serves as a resource solution for the business community.

RESPONSIBILITIES:

• Ability to manage the sales prospecting process through to closing business

• Creates and maintains strong customer relationships, knowing all the decision makers and understanding the business climate of that customer

• Analyze the needs of prospective customers/clients with the end goal of driving the sales cycle and developing long-range partnerships by delivering solutions to our customers in a timely manner

• Completes follow up of prospective customers based on information from trade shows, newspapers, business directories and other sources for use as sales leads in a timely manner

• Delivers highly effective sales presentations as they relate to specific industry types

• Negotiate sales terms and close sales at the executive level

• Participate in local associations, trade exhibitions, industry events and networking opportunities

• Attain monthly revenue/sales goals and use ACT for contact management and sales forecasting with regular updates to give management access to most current information per client

• Acquire and integrate into prospecting industry appropriate trends, emerging technologies, competition and other relevant data.  Utilize such knowledge to develop and maintain strategic account planning and overall sales activities.

• Maintains relationships with existing customers through regular sales calls

• Assist other team members in the completion of tasks and assignments to ensure continuity of service to the customer

• Monitor area of responsibility to remain in compliance with college policies and procedures

• Other duties as required

EDUCATIONAL REQUIREMENTS:

Master’s degree in a business-related field preferred.  Bachelor’s degree from an accredited institution required.

EXPERIENCE REQUIREMENTS:

Four years experience in sales positions in a Corporate Training program or similar professional sales process. Experience with and knowledge of technology as it relates to training.

KNOWLEDGE/ABILITIES/SKILL REQUIREMENTS:

Knowledge of microcomputer applications. Excellent communication and management skills. Knowledge of curriculum development and marketing strategies for Continuing

Education. Knowledge of sentence structure. Knowledge of word usage. Skill in reading comprehension. Knowledge of basic mathematics.

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                      Revised: 09/2006