Account Executive - Phoenix, United States - DPR Construction

DPR Construction

Verified Company

Phoenix, United States

1 week ago

Posted by:

Mark Lane

beBee recruiter

Description

Job Description

Digital Building Components, a part of the DPR family of companies, is seeking an individual with Business Development and with at least 3 years of commercial construction and/or insurance industry to be an Account Executive.

The successful applicant will possess the following skills;

Market Analysis

Share Healthcare Core Market opportunities, trends and best practices
Identify Target Healthcare Customers
Identify Key Consultants/Trade Partners (in Healthcare)
Competitor SWOT analysis and insights
Develop Doer/Sellers in Healthcare Market
Establish Healthcare Sales Goals
Track/Report/Recalibrate Healthcare Goals
Establish & Track Healthcare BD Budget
Select Customer Appreciation Opportunities (Sports Tix, etc.)
Participate in Weekly BD Meeting (Monday 2:30PM in SF) and Monthly BD (2nd Tuesday in RWC)
Share Info with Other Regions for National Healthcare Customers
Target National/Local Events for attendance & sponsorship
Client Events at DPR offices
Marketing, getting the right who's, followup
Engage and lead the Phoenix Area Healthcare Core Market Group

Customer Development

Customer Capture Tools
Decision Makers & Influencers & Current Events

- 'Zipper' with Target Customers

Analyze Red Zone Characteristics
GM Analysis (Customer History)
Shed Bad Customers
Customer Info in Pipeline
Customer Satisfaction Surveys
Marketing Strategy for new clients
Connections with other offices

Positioning

Customer Data Mining
Differentiators Worksheet (Customer Specific)
Opportunities to Win Without Competition or Influence the RFP
Target Healthcare Customer Events (Instructional Opportunities & Fun Events)

Pre-Selling

Go/No Go Analysis of Healthcare Pursuits
Challenger Sale Strategies
Commercial Insight
Consensus Sales
Drive Project Capture Tool Discussion
Identify DPR Pursuit Team Early RFP & Interview
Identify Proposal Lead
Differentiators Worksheet (Project Specific)
Develop Proposal Theme (using CCT and PCT)
GM Calculator (Project Specific)
Provide content and proof Proposal Content
Interview Prep
Post GM Calculator, Differentiators Worksheet, Proposal Response and Interview Presentations in Pipeline
Quality control of all marketing pieces that go out

Negotiating & Closing

Interview Follow Up
Questions left unanswered, additional insights
Identify Concession Strategy

Post-Pursuit

Post Mortem Reasons for Win or Loss
Customer Follow Up for Team Performance
Update Pipeline (Team, Description, Budget, Post Mortem, etc.)
Schedule CSS Reviews
Help Identify Newsworthy Stories on Healthcare projects
Visit jobsites
DPR Culture fit
Passion around Healthcare
Great Communication and Interpersonal Skills
Strategic Thinker
Relator
Responsive
Team Player
Collaborative
Positive reputation within industry
Core Market knowledge
Existing network
External ambassador at industry events
Proven history of success
Excellent listening skills and have strong communication skills.
Ability to identify and resolve complex issues.
Proficient computer skills in Microsoft Office Suite.
Positive reputation within industry

Core Market knowledge

Existing network

External ambassador at industry events

Proven history of success

3+ years of experience within the Construction and/or Insurance Industry.
A strong work ethic and a "cando" attitude.
This position is salaried.

LI-MM- DPR has been nationally recognized for its strong company culture, based on a well-defined purpose "We Exist to Build Great Things," and four core values: integrity, enjoyment, uniqueness and ever forward.

A flat, title-less organization that empowers people at all levels to make decisions, DPR ranked on FORTUNE's "100 Best Companies to Work For" list for five consecutive years.

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