Mid Market Sales Executive

Summary

First Advantage is a provider of background screening, drug screening, and identity solutions. The Mid-Market Sales Executive sells pre-employment background screening and drug-testing services to mid-market clients, focusing on new client acquisition, lead generation, needs analysis, presentations, negotiations, and closing profitable deals. The role also manages assigned accounts, sales strategies, forecasts, and CRM documentation.

Responsibilities

• Secure new clients by prospecting, performing needs analysis, developing tailored sales solutions, presenting sales proposals, and closing deals
• Grow sales for all assigned accounts and market segments by leading, developing, managing, and executing a sales strategy that supports the organization's goals and increases FADV's market share
• Negotiate and close profitable deals in a timely manner in order to meet monthly, quarterly, and annual quotas
• Generate and qualify leads in order to develop a robust sales pipeline. Source new sales opportunities through networking, inbound lead follow-up, and outbound cold calls and email
• Research accounts, identify key players and generate interest
• Perform effective online demos and sales presentations for prospects
• Deliver an accurate sales forecast for multiple products and services on a monthly basis
• Document and maintain all sales activities in a CRM system
• Learn sales-related features and advantages for the entire line of FADV products and services. Maintain, communicate, and leverage knowledge of the client industry and stay current on FADV product/service lines

Skills

• 3 to 5 years of inside sales experience selling complex B2B solutions ($100K to $500K annual contract value) in a high-volume environment
• 3 to 5 years of full sales cycle experience (typical sales cycle of 90 to 180 days)
• Consistent record of exceeding sales quotas
• High School Diploma or equivalent required
• Rapid relationship building skills—must have the ability to build rapport, uncover needs, identify options, prioritize stakeholder needs, and close sales
• Value articulation ability—must be able to effectively handle objections and communicate value over price
• Techniques needed to research potential clients and industries in order to be well-informed and to create instant credibility within a client organization
• Ability to analyze and synthesize potential client data in order to create persuasive presentations
• Possess the skills needed to negotiate and close new client sales, including reviewing and delivering contracts, pricing, terms, and conditions
• Working knowledge of Microsoft Office Suite (Excel, Outlook, PowerPoint, and Word) and customer management tools
• Highly motivated sales hunter, assertive, out-of-the-box thinker
• Self-starter; possess a "can do" attitude, self-motivated to achieve individual and organizational goals
• Strong teamwork and collaboration with an outgoing personality
• Ability to influence others through strong verbal and written communication
• Strategic mindset; self-directed, organized, analytical, and possess excellent problem analysis/problem-solving skills
• Ability to build relationships, communicate effectively throughout an organization, influence, negotiate, and establish mutually agreeable expectations
• Diligent, resourceful, versatile, and able to multitask
• Demonstrate integrity in challenging situations
• Selling SaaS solutions
• Experience in the HCM space
• Bachelor's degree preferred
• Proficient with corporate productivity and web presentation tools
• Entrepreneurial style with a proven ability to thrive in a dynamic, changing environment where a critical key to success is the ability to optimize and leverage limited resources

Qualifications

Must Haves

• 3 to 5 years of inside sales experience selling complex B2B solutions ($100K to $500K annual contract value) in a high-volume environment
• 3 to 5 years of full sales cycle experience (typical sales cycle of 90 to 180 days)
• Consistent record of exceeding sales quotas
• High School Diploma or equivalent required
• Rapid relationship building skills—must have the ability to build rapport, uncover needs, identify options, prioritize stakeholder needs, and close sales
• Value articulation ability—must be able to effectively handle objections and communicate value over price
• Techniques needed to research potential clients and industries in order to be well-informed and to create instant credibility within a client organization
• Ability to analyze and synthesize potential client data in order to create persuasive presentations
• Possess the skills needed to negotiate and close new client sales, including reviewing and delivering contracts, pricing, terms, and conditions
• Working knowledge of Microsoft Office Suite (Excel, Outlook, PowerPoint, and Word) and customer management tools
• Highly motivated sales hunter, assertive, out-of-the-box thinker
• Self-starter; possess a "can do" attitude, self-motivated to achieve individual and organizational goals
• Strong teamwork and collaboration with an outgoing personality
• Ability to influence others through strong verbal and written communication
• Strategic mindset; self-directed, organized, analytical, and possess excellent problem analysis/problem-solving skills
• Ability to build relationships, communicate effectively throughout an organization, influence, negotiate, and establish mutually agreeable expectations
• Diligent, resourceful, versatile, and able to multitask
• Demonstrate integrity in challenging situations

Nice to Haves

• Selling SaaS solutions
• Experience in the HCM space
• Bachelor's degree preferred
• Proficient with corporate productivity and web presentation tools
• Entrepreneurial style with a proven ability to thrive in a dynamic, changing environment where a critical key to success is the ability to optimize and leverage limited resources

Benefits

• Ability to work remotely with occasional business travel.
• Medical, Vision, Dental, and supplementary benefit plans
• 401k with an employer match, and an Employee Stock Purchase Plan (ESPP)
• Competitive and flexible Paid Time Off (PTO) and 9 paid company holidays
• Access to tech and growth opportunities, and leaders who want you to succeed!