Account Executive, Germany

vor 3 Wochen

Munich, Deutschland Huble Vollzeit

Huble is an international, creative, digital business & CRM consultancy with Elite HubSpot Partner status. Using the HubSpot platform, we provide solutions to increase our customer's level of CRM sophistication as well as deliver strategic consultancy across marketing, sales, service, websites, and business operations - and we do it all whilst trying to strike a balance between professionalism and being human.

As an experienced **Account Executive**, you will manage all new business opportunities from multiple sources (inbound, self sourced, outbound, vendor relationships, referrals) from initial connect through to close including managing the discovery of requirements, building a proposal and commercial/contractual negotiations for the DACH region. New Business Sales will consist of 70% of the role, while the other 30% will include key account management and growth of a set of existing customer accounts.

The goal is to grow revenue through:

- Qualifying inbound leads and managing them through the sales process.
- Identifying target companies and running outbound sales cadences to decision makers and influencers, managing the relationship and spotting opportunities to move into the sales process.
- Maintain and grow relationships with HubSpot sales and customer success employees in order to become a trusted partner to help close new customers and retain existing customers together.

**_We work remotely - depending on the need, there will be a few times (at least twice a month) where we will ask you to join us in the office._**

**These will be your key performance areas**:
1) Management of Prospects and Customers in the Sales Process to Reach Set Target
- Taking a prospect or customer from expressed interest though the Huble sales process, following all the identified steps and adapting where necessary to close the deal including:

- Conducting Discovery Meetings
- Coordinating a consultative approach and participating in proposition, commercial and proposal development
- Building presentations and presenting solutions and commercials to prospective customers
- Responding to RFP’s and Tenders
- Negotiating commercial and contractual terms
- Conducting demonstrations of the HubSpot platform.
- Developing a plan to reach and exceed sales targets set.

2) Reporting on Sales Process
- Recording and keeping all data related to your sales activities in Huble systems such as HubSpot and spreadsheets
- Submitting accurate forecast reports
- Report on levels of activity and plan to reach sales targets

3) Sourcing of Leads
- Working closely with the Huble marketing team to ensure inbound leads are being generated in your territory.
- Responsible for identifying prospects (matching our ICP) from alternative sources that result in qualified opportunities.
- Manage outreach programs to decision makers and influencers from prospects identified from above exercise, on successful connect built relationships.
- Through relationships with target accounts, identify opportunities that can move into the sales process outlined in areas of responsibility #1.
- Search for RFP’s and Tenders that are well suited to Huble and get enrolled as a potential vendor, and then move into the sales process.
- Build relationships with the HubSpot Sales Team, Channel Team and Customer Success Teams so that they come to you and Huble for assistance in closing new customers together and retaining and growing existing customers together.
- Use your personal network and existing customers to gain referrals to new potential customers.

4) Account Growth
- You will be assigned a set of existing customers to retain and grow.
- Build the knowledge and understanding of your client and their business to such an extent that you can anticipate their needs and effectively help them to succeed.
- Develop an understanding of the client's industry and pain points.
- Report on Client Health monthly, this includes running the quarterly NPS surveys and sharing this feedback with the relevant teams.
- Check in on the Client performance by setting up regular sessions with your clients to gather feedback on how the team is performing.
- Responsible for client retention of your portfolio of clients.
- Manage the renewal process - working with the Lead Consultant, you are responsible for leading a client renewal. This includes but is not limited to; scope and developing compelling renewal proposals and seeing those renewals through to completion.
- Nurture and grow the accounts of your client base by:

- Identifying other teams or departments that have a need
- Identifying other opportunities for cross sell within your client organisation
- Working with the Consultant and Project Manager to ensure we are within the scope of what has been sold, and if the client needs more, you would be responsible for negotiating the upsell.
- Negotiate contracts and close agreements.
- Creation & Maintenance of Account Plan - a plan that outlines your current portfolio, how y

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