Account Executive: Southwest Washington

Position: Account Executive: Southwest Washington

Location: Remote Office, (Vancouver, WA) with daily access to Clark County and the Greater Vancouver Metro Area for field visits to manufacturing clients, and around the state for team meetings, 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 manufacturers and adjacent industries. 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. Impact Washington brings integrated and standardized services and training to the manufacturing community that benefits from industry driven processes and practices. 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 Southwest Washington (Clark, Cowlitz, Lewis, Pacific, Wahkiakum, Skamania, and Klickitat). 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.
  • 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:

  • The Account Executive is the face of Impact Washington to their respective territory. 
  • Develop and maintain a consistent pipeline of opportunities in Territory.
  • The Account Executive: Southwest Washington position is accountable for business development, sales, client relationship building, scoping client solutions and project management, along with achieving client satisfaction.
  • Achievement of annual Account Executive goals for the territory.
  • Achievement of individual Territory sales goals – booking and billings.
  • Achievement of individual territory ecosystem partner goals, including documented communication and partnership activities to develop referrals/leads.
  • Achievement of individual Territory account management goals – developing a territory outreach process.
  • 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 required, and a preferred focus in Engineering, Science, Management, Business, or Manufacturing.
  • Demonstrated success at selling and/or delivering services to manufacturers.
  • Experience 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 staff meetings and other Washington state partner meetings 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 an uncapped 7.5% commission on all billings. New annual targets are established at the start of each calendar year. On target earnings = total compensation ~150K.

Impact Washington offers competitive salaries, 100% premium paid health/dental/vision insurance for employee and dependents, up to 3.5% 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. 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

Job Type: Full-time

Benefits:

  • 401(k)
  • 401(k) matching
  • Cell phone reimbursement
  • Dental insurance
  • Disability insurance
  • Employee assistance program
  • Flexible schedule
  • Health insurance
  • Health savings account
  • Life insurance
  • Mileage reimbursement
  • Paid time off
  • Paid training
  • Travel reimbursement
  • Vision insurance
  • Work from home

Schedule: Monday to Friday

Supplemental Pay: Commission Pay

Education: Bachelor's (Required)

Experience: 

  • in Consultative Sales: 5 years (Preferred)
  • manufacturing or selling to manufacturers: 3 years (Preferred)