Account Executive - North Puget Sound

Position: Account Executive: North Puget Sound
Location: Remote, with field visits to manufacturing clients and the Bothell HQ as required.
Supervisor: Director of Business Development

Impact Washington (IW), headquartered in Bothell, WA is a 501c(3) nonprofit, mission-oriented consultancy sales organization, providing high performance business and technical assistance to Washington’s small to mid-sized manufacturers. This is an exciting time as the industry is growing in Washington and IW services are needed to help manufacturers meet their growth targets. Impact Washington is an equal opportunity workplace. We are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, age, marital status, disability, sexual orientation, or Veteran status.

Who We Are:

Impact Washington is an integral part of Washington’s statewide manufacturing strategy, as it seeks to transform the factory floor and beyond to build a positive sustainable impact on businesses, the workforce, and the community. As one of a network of 50 independent but collaborating MEP centers nationwide, Impact Washington can bring integrated and standardized services and training to the manufacturing community that benefits from industry driven processes and practices. Manufacturing Extension Partnership (MEP) is a resource area of the National Institute of Standards and Technology (NIST).

Partnering with state partners as well as economic development organizations across the state, Impact Washington brings its expertise to a wide variety of Washington manufacturing companies, with services tailored to meet each company’s most critical needs.

Summary:

We are looking for an Account Executive who will provide world class consulting to manufacturers in the North Puget Sound Territory (Whatcom, Skagit, Snohomish, Island, San Juan counties). This position will report to the Director of Business Development and will have no direct reports.

Responsibilities:

  • Serve as a trusted advisor for manufacturers in your designated territory.
  • Participate in the local manufacturing and economic development ecosystem to cultivate partnerships, establish IW as the trusted advisor in manufacturing, and gain referrals/leads to achieve sales goals.
  • Connect with manufacturer’s decision makers, assess, and evaluate the needs of the manufacturer, and develop impactful, high-value solution proposals to resolve priority issues. Develop a strategic roadmap for future services that will benefit the manufacturer’s ability to grow and continuously improve.
  • Manage the territory’s existing accounts and client contacts to develop sales and generate referrals to new accounts and contacts in the territory.
  • Follow IW sales processes and policies, and leverage IW information systems to generate business and manage project delivery effectively.
  • Actively engage in the NIST-MEP survey process to document and collect client impacts from delivered services and projects. Actively participate in quarterly survey planning activities to achieve Territory goals for impact survey results. 
  • Attend scheduled team meetings and training sessions to enhance organizational communication and knowledge, build capabilities, and share best practices.
  • Set and manage client expectations to assure high customer value. 
  • Collaborate with internal team members, managers, client, resource partners, and ecosystem partners.
  • Embrace and enhance IW’s culture of service, collaboration, and advocacy for the needs of manufacturers. Operate as an IW Team Member – communicating up and down the organization to ensure overall organizational alignment.
  • Document client activity in IW’s Client Relationship Management System (e.g., Salesforce/Financial Force.
  • Understand how to sell partnership funding programs (e.g. Job Skills Program, Customized Training Program, etc.) to eligible clients.
  • Provide client support for IW partnership activities (e.g. support for funding proposals, participation on panels, special non-commissioned grant programs, etc.).
  • Participate in industry events to promote the IW brand (e.g., Manufacturing Day, manufacturing/industry-related conferences, local economic development meetings, etc.).
  • Other duties as assigned.

Accountability:

Develop and maintain a consistent pipeline of opportunities in Territory. The Account Executive: North Puget Sound position is accountable for business development, sales, client relationship building, designing client solutions and project management, along with achieving client satisfaction and impact goals.

  • Achievement of annual Account Executive goals for the territory.
  • Achievement of individual Territory sales goals – booking and billings.
  • Achievement of individual Territory survey impacts goals – based on new/retained sales, new/retained jobs, cost savings, investments, increased competitiveness, net promoter scores, unique manufacturers served, and new manufacturers served.
  • Achievement of individual territory ecosystem partner goals, including documented communication and partnership activities to develop referrals/leads.
  • Achievement of individual Territory account management goals – documented outreach following established processes for A, B and C rated accounts.
  • Achievement of Personal Development goals – established between Account Executive and Director of Business Development for individual growth and development.
  • Achievement of other individual Territory goals as assigned.
  • Manage and deliver solutions with both Resource Partners (contractors) and IW internal resources.

Education and Experience:

  • Bachelor’s degree in an Engineering, Science, Management, Marketing, or Manufacturing discipline is required.  A master’s degree in business is preferred.
  • Demonstrated success at selling and/or delivering consultancy services to manufacturers.
  • A minimum of 5 years as a Manager/Project Manager, in Program Development or Consultative Sales is desired.
  • Experience in developing relationships at the “C” level.
  • Proven experience in building trust, credibility, and long-term relationships with clients.
  • Experience in solution selling and marketing.
  • Experience in working with non-profits, governmental organizations, or other organizations with high levels of regulatory compliance.

Ability To:

  • Understand manufacturing, industry trends, and associated business issues.
  • Assess manufacturing client challenges and growth opportunities.
  • Discover personal and corporate change drivers.
  • Write effective consulting service proposals.
  • Sell based on value proposition rather than price.
  • Understand budgeting and corporate decision-making processes.
  • Establish and manage customer expectations.
  • Manage a diverse portfolio of manufacturing clients of all employee sizes and product types.
  • Build relationships with consultants and plan and direct projects.
  • Utilize Microsoft Office Suite, CRM software, and video conferencing tools.
  • Well organized and detail oriented.
  • Attend regular meetings at Bothell HQ and other Washington state partner offices and events.
  • Travel within the Territory and as needed around the state.

Compensation:

Salary Range: $90,000 - $113,000

Commission: Account Executives are eligible for a 5% commission on all billing in your territory and 10% commission for all billing above your target. New annual targets are established at the start of each calendar year.

Impact Washington offers competitive salaries, 100% premium paid health/dental/vision insurance for employee and dependents, up to 7% match of base salary (dollar-to-dollar) retirement savings plan, a flexible work schedule, and generous paid time off and holidays.

About Impact Washington:

Incorporated as a 501(c)(3) nonprofit corporation in 1997, Impact Washington is an integral part of Washington’s statewide manufacturing strategy, as it seeks to transform the factory floor and beyond to build a positive sustainable impact on businesses, the workforce, and the community. As a representative of the MEP National Network™, one of 51 independent but collaborating Manufacturing Extension Partnership centers nationwide, IW can bring integrated and standardized services and training to the manufacturing community that benefit from industry driven processes and practices. Partnering with state stakeholders as well as economic development organizations across the state, IW brings its expertise to a wide variety of Washington manufacturing companies, with services designed to meet each company’s most critical needs. IW’s consulting practice is guided by the principles and methods that underlie the Toyota Production System and are commonly known as lean.

Resumes and cover letters can be submitted to: resumes@impactwashington.org