Account Executive, RELEX Solutions

Reports to: Vice President of Sales, North America and Chief Revenue Officer, RELEX Solutions

Job purpose: New business development; driving new logos across a territory

Employment type: Permanent, full-time

Locations: Major cities, near airports, with a preference for Atlanta, Toronto, Montreal, New York, Boston, Columbus, Chicago, Dallas, San Francisco and Los Angeles for proximity to the retail customer base.

Company Overview

RELEX Solutions is a fast-growing software company dedicated to helping retail businesses become more competitive through accurate forecasting and replenishment, profitable use of retail space, impactful pricing and promotions and optimized workforce planning. Our SaaS solutions enable unified retail planning across retail’s core processes: supply chain, merchandising and store operations.

Our solutions help retailers plan better, sell more and waste less — however fast the market changes. Through our retail expertise, innovative technology and agility, we build strong, enduring, award-winning partnerships with our customers. That’s why we’re trusted by hundreds of leading brands including Ahold Delhaize, Party City, WHSmith, Waitrose, ICA, Casino, MediaMarkt and Morrisons.

We’re currently a team of 600+ employees working from offices in the US (Atlanta), UK, Germany, Sweden, Norway, Denmark, France, Italy, Spain and our headquarters in Helsinki, Finland. We work in small teams where everyone’s input is valued. We’re passionate about what we do, we like putting our skills to the test and we make sure we have fun during the process — because life is supposed to be fun.

Key responsibilities

Successful Sales Achievement: Meet and exceed individual quarterly and annual quotas for contracts/revenue.

Prospecting: Build and maintain a healthy pipeline of new business opportunities in order to meet quarterly and annual targets, including access to and alignment with the customer C-levels.

Sales Pipeline Management: Maintain an accurate Salesforce.com pipeline of all opportunities, whitespace, contacts and account history and provide appropriate communication.

Value-Based Selling: Deliver an engaging value-based sales methodology and drive meaningful customer value for all respective stakeholders, including presenting the vision to the C-levels.

Ethical Selling: Maybe this should go without saying, but RELEX is strongly centered around selling what we can deliver. It is at the core of our principles, and one reason we are roughly 100% customer referenceable.

Sales Cycle Management: Manage all aspects of the sales cycle including solution development, deal term negotiation and contract closing process for new business opportunities within the territory.

Negotiation: Negotiate contracts and agreements to ensure that appropriate expectations are being established, communicated and documented.

Team Focus: Work collaboratively with internal teams to maintain 100% customer satisfaction, ensuring opportunities for additional business growth.

Key requirements

Experience: 5-10 years of successful sales experience in the retail market (especially grocery, convenience, DIY, health and beauty), ideally with large enterprise and C-level engagement.

Self-Starter: The candidate must be independent, resourceful, adaptable and achievement-oriented. The best candidates are entrepreneurial and develop their territory into a functioning business.

Team Player: Open-minded, hands-on, team-oriented and down to earth communicator. Good experience interacting with inside sales, presales, alliances and sales operations in a manner that creates the best outcomes for customers and the company.

Customer-Focused: RELEX is customer satisfaction-obsessed, so the candidate needs to demonstrate that they build and maintain positive long-term, win-win relationships with clients.

Value Seller: Must possess a value-selling DNA and a strong background utilizing value-selling tools.

Good Communicator: Excellent communications skills demonstrated in customer interactions, proposals and sales communications, internal updates and sales operations reporting in Salesforce.com.

Expert Negotiator: Good experience leading SaaS and Services contract negotiations with C-levels, technical teams and legal teams on new deals. Excellent at building predictable closing strategies that are aligned with the client.