The following description is quite detailed. Our intention is to provide insight into the opportunity so that you can make a well-informed choice.

Opportunity Snapshot

If you derive strong satisfaction from creating and fostering mutually profitable B2B relationships, this position offers you the opportunity to own those relationships from the beginning. This is a great time to join Washington Employers: as a membership organization, expertise and service are our stock-in-trade, and we've recently launched an initiative to add consultative selling to our core competencies -- you'll play a key role in that initiative and take advantage of the momentum it creates. You'll be able to leverage a history of success at supporting our members, based on strong values such as a commitment to delivering excellence, and help transform the Northwest's "best kept secret" into a high profile resource across a variety of industries.

Your mission will be to grow our membership base by developing new business and expanding existing accounts via consultation and cross selling, focusing primarily on small to medium businesses in the greater Puget Sound area. To be a good fit for this opportunity you will have a track record of success in solution-based B2B sales and working knowledge of the human resources space; the ideal candidate will have experience selling HR services. We're looking for a professional with a demonstrated ability to develop and execute sales strategy that makes optimal use of a diverse portfolio of service and solution offerings. Quick question for you - click here You also will need experience setting up new accounts, moving them forward, and growing those relationships over time.

Washington Employers is a member-based business organization that provides HR consultation and services for companies in the Pacific Northwest. We offer a wide range of comprehensive human resources services, complete with unparalleled professional expertise and reassuring continuity of counsel. While Washington Employers has more than 70 employees, we cultivate a family atmosphere -- just one of the reasons we have an unusually large number of long-tenured people. We value work/life balance and this role involves very little overnight travel.

What Else You'll Bring to the Table

In addition to the qualifications detailed above, you'll need:

• A bachelor's degree from a four-year college or university OR an equivalent combination of education and experience.
• A proven ability to:
  • Manage the sale process, including sales support activities.
  • Respond effectively to member/customer concerns and coordinate resolutions.
• Solid presentation abilities.
• Strong negotiating skills.
• Robust attention to detail and excellent follow up skills.
• Computer competence and experience with Microsoft Office, CRM tools and online databases.
• Outstanding relationship skills including a history of establishing and maintaining long-term mutually satisfying relationships. Quick question for you - click here

  Topic: Building and fostering mutually profitable B2B relationships Within the last 5 years, what role did Building and fostering mutually profitable B2B relationships play in your job: Major component of my job all or most of the timeMajor component of my job occasionallyModerate component of my job all or most of the timeModerate component of my job occasionallyMinor component of my job all or most of the timeMinor component of my job occasionallyFormerly a major component of my jobFormerly a minor component of my jobFamiliarity, but never a component of my jobNo real familiarity Comment: (Your answer will automatically be saved when you submit your application)

• Solid interpersonal skills, including the ability to influence and motivate others.
• Strong integrity and values, and a motivation to deliver value-based excellence to members/customers.
• The ability to thrive in a collaborative, smaller company environment.

You also will need reliable transportation and a valid driver's license. As you come up to speed on our organization and services, you will spend a good deal of time working out of our Seattle office (overlooking Lake Union); after that you may be based there or in our office in Kent. You will spend at least half of your time in the field. While we place a high value on work/life balance, this is a networking role and you will need to be willing and able to attend events at off hours, such as a chamber mixer in the evening or a 7:30 AM SHRM meeting.

What's in It for You

Growth potential -- you will be able to pursue opportunities in a number of market verticals; our membership base is already quite diverse, including general/professional services, education, manufacturing, non-profit, healthcare, and transportation/logistics. In addition, you'll help us further penetrate targeted strong growth markets such as high tech and biotech. The momentum is already there; over the past couple of years we've pursued a proactive course to drive growth, including broadening our consultative service offerings, completing a re-branding initiative, and more.

Support and development -- the Director of Sales and Marketing, to whom you will report, has a collaborative leadership style and will act as a resource to help you succeed. The Director also has deep experience and is very willing to provide coaching.

Help businesses thrive -- you'll work directly with decision makers in member organizations, including COOs, CFOs and CEOs, to develop solutions that help them achieve business goals. Most of our member companies have 30 to 500 employees (although some have thousands), and often you will partner with a business owner. You have the confidence of knowing that we deliver: surveys consistently indicate a high rate of member satisfaction.

Great company culture -- you'll find a relaxed and collegial environment at Washington Employers. We definitely practice what we preach: creating member loyalty is one of our primary values and we do an excellent job of it, in large part by being loyal to our members, demonstrating respect, and offering expert advice. We encourage all our staff to grow professionally and we value work/life balance.

Excellent compensation -- in addition to a competitive base plus incentive comp plan, we offer a comprehensive benefits package that includes fully paid medical insurance, a 401(k) as well as a defined benefit plan, and more.

More About Your Role

The sales team you'll join includes a Member Services Representative and another Account Executive (AE); you and the other AE will divide the account base and coverage territory. While we serve members throughout the state, most of our members are in the Puget Sound area, from Olympia to Bellingham. You'll take over an existing account base and also pursue new business, add new members and sell the breadth and depth of consulting services and solutions. The sales cycle can take from 90 days to 6 months, and occasionally it can be as long as 12 months. We have some targeted leads for you to pursue, both warm and cold, but we'll also look to you to develop your territory. Quick question for you - click here You will drive the entire process, from identifying prospects to creating the relationship to managing the long and mutually satisfying partnership. Your specific activities will include:

• Developing and implementing strategies to prospect, secure, maintain and/or expand member acquisition and sales of services.
• Preparing a plan for each member account to identify short and long term needs and how they may be met.
• Forecasting the demand for service(s) within your territory.
• Ensuring our internal resources (Solution Services, Advice & Counsel and Learning & Development, etc.) provide both pre-sale and post implementation support to assigned members.
• Providing periodic reports such as sales activity, attainment of revenue goals, profit margins and sales activity.
• Serving as a point of escalation for issues or activities that the member may encounter, and expediting the resolution of problems and complaints.
• And more.

Note: this description is intended to give you a general overview of the role and is not an exhaustive listing of duties and responsibilities.

Keys to Success

To excel in this role you will share our strong commitment to delivering excellence and helping our members achieve their business goals -- we are focused not only on results, but also on achieving those results the right way. You also will need to be flexible as we continue to implement changes designed to promote growth. The new focus is on uncovering members' needs and partnering with them to get those needs met, and we'll look to you to model that focus. When all is said and done, this position is about relationship building, and you'll need to invest the effort in developing positive relationships internally as well as externally.

If this sounds like the right mix of challenge and opportunity for you, and you meet the minimum qualifications, we want to hear from you!

Who We Are

At Washington Employers our business is helping organizations deal with the complexities of human resource management. Since 1936, member companies have relied upon us to be their single source for consultation on all matters affecting the employer-employee relationship.

Our professional staff of expert human resource managers and attorneys provides timely, practical, and real world advice tailored precisely to the needs of our members. When we consult on a current issue, our advice takes into account the circumstances and recommendations from previous consultations just as if an in-house department were doing the work, only without the expense.

The following are some of the services we offer:

• Information Resource: useable, practical, and comprehensive local human resource management information.
• Learning and Development Programs: our members have the opportunity to participate in numerous highly effective programs and seminars that reflect 10,000+ participants annually.
• Consulting Services: members save money and time when our experts handle their major human resource-related projects.
• Human Resource Advice and Policies: we offer a preventive management approach based on experience with over 1100 organizations.
• Employee Benefits: we are able to provide cost-effective benefits through group pooling.
• Governmental Regulations: our experts assist members in understanding the practical implications of compliance decisions.
Collective Bargaining: we offer the reassurance of having 74 years of local experience with hundreds of labor contracts.

Washington Employers Inc. is an equal opportunity employer. EOE M/F/D/V

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Please take a few minutes to answer questions about your background and expertise specific to the Account Executive position.

Question	Yes	No	Comment
Do you have a valid driver's license and a reliable, insurable vehicle?
Are you legally authorized to work permanently in the United States for any employer WITHOUT REQUIRING A VISA TRANSFER or VISA SPONSORSHIP?

Item	Experience	Comment
Within the last 5 years, what role did the following play in your job:
Building and fostering mutually profitable B2B relationships	Major component of my job all or most of the timeMajor component of my job occasionallyModerate component of my job all or most of the timeModerate component of my job occasionallyMinor component of my job all or most of the timeMinor component of my job occasionallyFormerly a major component of my jobFormerly a minor component of my jobFamiliarity, but never a component of my jobNo real familiarity
Consulting to develop solutions from a diverse portfolio	Major component of my job all or most of the timeMajor component of my job occasionallyModerate component of my job all or most of the timeModerate component of my job occasionallyMinor component of my job all or most of the timeMinor component of my job occasionallyFormerly a major component of my jobFormerly a minor component of my jobFamiliarity, but never a component of my jobNo real familiarity
Expanding existing accounts	Major component of my job all or most of the timeMajor component of my job occasionallyModerate component of my job all or most of the timeModerate component of my job occasionallyMinor component of my job all or most of the timeMinor component of my job occasionallyFormerly a major component of my jobFormerly a minor component of my jobFamiliarity, but never a component of my jobNo real familiarity
Leveraging your working knowledge of the human resources space	Major component of my job all or most of the timeMajor component of my job occasionallyModerate component of my job all or most of the timeModerate component of my job occasionallyMinor component of my job all or most of the timeMinor component of my job occasionallyFormerly a major component of my jobFormerly a minor component of my jobFamiliarity, but never a component of my jobNo real familiarity
Developing/executing sales strategy	Major component of my job all or most of the timeMajor component of my job occasionallyModerate component of my job all or most of the timeModerate component of my job occasionallyMinor component of my job all or most of the timeMinor component of my job occasionallyFormerly a major component of my jobFormerly a minor component of my jobFamiliarity, but never a component of my jobNo real familiarity
Developing new business	Major component of my job all or most of the timeMajor component of my job occasionallyModerate component of my job all or most of the timeModerate component of my job occasionallyMinor component of my job all or most of the timeMinor component of my job occasionallyFormerly a major component of my jobFormerly a minor component of my jobFamiliarity, but never a component of my jobNo real familiarity

Question / Choice	Comment
If you are fully qualified for this position we will conduct a background check covering criminal, credit and driving records. Do you anticipate any issues arising in this case?
NoYes, but I would like the opportunity to explain circumstances.
Which of the following best describes you?
I currently live within a reasonable commute distance of Seattle, WA.I currently live within a reasonable commute distance of Kent, WA.I do NOT currently live within a reasonable commute distance of Seattle or Kent, WA but I am planning to relocate in the very near future.

Question	Answer
OPTIONAL - Briefly describe a situation from a recent position that demonstrates your ability mange the entire new account process, including bringing a client on board, moving them forward, and growing the relationships over time.

Video Questions
If you have a webcam set up, you can take this opportunity to record your answer to the following question. You will be able to view and re-record your answer as many times as you like.
OPTIONAL - please provide a 2-minute video demonstrating your presentation skills.

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