ACCOUNT EXECTIVE – INFORMATION SYSTEM RESOURCES – DETROIT, MICHIGAN
Identify Target Accounts
Develop New Business/Revenue Opportunities
Develop account plan for each target account including the following:
o Company information
o Relationship history
o Competitive profile
o Identified opportunities
o Sales activities
o Key client value drivers
o Identify ISR solutions
Forecast Monthly & Quarterly Sales Revenue
Meet Monthly and Quarterly Sales Projections
Draft Sales Proposals
Develop Statement of Work (SOW) prior to delivering any client services
Communication of customer requirements and expectations to ISR Management
Work with Sales Management to Set Priorities
Sell Professional Services
o Microsoft Consulting
Sell Lifecycle Services
o PC Procurement
o PC Warehouse/Staging
o PC Deployment
o PC Break Fix
o Deskside Application Support
o Asset Management
Perform additional responsibilities as defined by ISR Management
Required Skill Set:
Ability to Sell
o Recognize Customer’s Wants/Needs and Meet Them
o Identify, Qualify and Close Sales Opportunities
o Manage Multiple Demands
o Understanding of gross margin, product markup & profit
Strong Account Management Skills
o Strong Cold Calling Skills
o Good Listening Skills
o Exceptional Oral and Written Communication Skills
o High Degree of Organization Skills
o Demonstrated Problem Solving Skills
o Conflict Resolution Skills
o Working knowledge of Microsoft Word, Excel and Outlook
Management, Marketing, Finance, Management Information Syst, Business Administration, Business
Admin, No Major, Finance Honors, Mgmt Information Syst Honors
DESIRED CLASS LEVEL(S)
Senior, Graduate Student, Alumni
Salary Plus Commission Based on Qualifications
My name is Luther Elliott, I am the President and CEO of Information Systems Resources, (ISR). We are an
award winning computer services firm, headquartered in Dearborn, MI. We are experiencing
unprecedented growth and have the need to fill the current position. We offer a competive salary,
commission, bonus and benefit package.Our client base is 90% Natiional Fortune 1000 accounts. We are
seeking an account representative with at least 2 years experience in computer equipment or related
sales. Some training will be provided. The following is an example of our structured training program.
30-60-90 day plan for Ralph Araya, Account Executive.
Mr. Araya this plan is designed to assist you with making your transition to ISR as an Account Executive, as
smooth as possible. This plan will you assist you in managing your first 90 days as an ISR Account
Executive while allowing ISR to assess your personal and professional sales skills.
Mr. Araya we welcome you to the ISR family and we look forward to a long professional working
We are confident that will not only strive to meet our objectives but exceed them as well….
30 Day Plan
Organize your office and briefcase with all necessary ISR literature and sales information to maximize
Have a daily plan and forms to assist with organization
Four to five hours of each day should be spent code calling and tracking the calls
Weekly goals for SOP (Send Out Package) should be set and achieved
New account executives should have 20 S.O a week
Planning should be done at night for the next day calls
Code calls should not exceed 60 per day
Make sure office is stocked with office suppliers you need to work with
Familiarize yourself with your e-mail address, networks, files and office environment.
Work with your sales trainer to fully understand our product and services.
Continue home studies if applicable to better acquaint you with all products and services
Work with managers, trainers and other reps.
Maximize corporate training opportunities by meeting key personnel.
Continue your Product Knowledge training
Demonstrate knowledge of products, customers and competitors
Know company’s past, present, awards, new services, present plans and future goals.
Review and Research
Identify insurance companies, financial institutions, hospitals within 30 miles of your office location to do
walk on code calling.
Know how to access your customer data-base
Know your territory and have a full understand of your customer base
Full knowledge of key customers, past and present business in the pipeline
Develop current customer account profiles for each geographical region based on current competitive
territory activity and future needs.
Determine past and potential customers from each region.
Form physical and mental account strategy.
Set Goals and Objectives
Set short and long-term goals based on managers monthly, quarterly and yearly objectives.
Determine volume necessary from territory to meet and exceed objectives.
Separate clients into Tier 1, Tier 2 and Tier 3 accounts.
Visit all Tier 1 clients in territory to begin building rapport and fact finding to develop needs analysis for
each respective client.
Identify potential and any noticeable hot buttons.
Capitalize on any positive market conditions or changes
Determine timing and time frames on each account to develop call cycle.
Establish and follow effective routing schedule based on information obtained through review and
Set realistic objective with every call and take care to keep good post-call notes.
Distinguish current decision-makers and gatekeepers starting with the receptionist and or IT support
members to and work my way back to the head of the head of IT.
60 Day Plan
Your S.O should increase by 30%
You should be achieving 7-10 face to face appointments by this time
Build rapport by taking an interest and focusin
Mr. Luther Elliott
Sales, Executive Management
Dearborn, Michigan 48124