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Sr. National Account Executive at Bossa Nova Robotics
United States of America

At Bossa Nova we create service robots for the global retail industry. Our robots’ mission is to make large scale stores run efficiently by automating the collection and analysis of on-shelf inventory data. We drive autonomously through aisles, navigating safely among customers and store associates. If we were a self- driving car we’d be operating at level 5 autonomy.

Oh, we should add, it’s real, happening today, you can meet our robots in some of the world’s biggest retailers.

Position: Sr. National Account Executive

Location: Remote

We are looking for a dynamic, high-performing sr. national account executive with experience solution-selling technology and/or other services into top-tier US retailers with a specific focus on the grocery segment. The candidate will play the hunter role, with the primary responsibility of managing 1-2 existing prospects and also gathering new leads in the North American territory for Bossa Nova.  The ideal candidate will develop revenue-producing relationships with decision-making CxO level executives at targeted retailers, as well as drive the sales cycle of assigned sales opportunities from initial prospect communication through contract execution. 
 

Responsibilities:

  • Achieve Sales Targets: Execute lead generation, prospecting and other sales management goals designed to build an optimal sales pipeline as a member of the sales team for North America
  • Prospect New Business:  Strong focus on selling to net new/prospective clients and transitioning closed clients to ADs within 120 days of closing for continued Bossa Nova service
  • Plan Sales Strategy: Plans and executes sales strategy with purposeful action to complete the sale by conducting research to identify key decision makers and influencers within target accounts, such COOs, CIOs and VPs
  • Prioritize Selling Activities: Ability to maintain focus and follow through in a six month to year long sales cycle
  • Manage the Sales Cycle: Includes initial client communication, on-site presentations, multi-day client workshops, NDA/SOW/MSA submissions, negotiation and deal signing. The candidate is the focal point for all communication and sales activities with prospects and new customers
  • Present to Customers: Uses the facts found during initial conversations to prepare and present a compelling demonstration of the Bossa Nova suite of products
  • Handles Objections: Skillfully probes for objections and removes obstacles or eliminates barriers to gain commitment; understands the difference between a stall and an objection
  • Negotiates the Sale: Facilitates successful outcomes to optimize profits
  • Closes Sales: Naturally leads the sales process to a close by demonstrating Bossa Nova’s superior value proposition
  • Reports Customer Contacts: Updates customer relationship management tools regularly and timely
  • Forecasts Sales: Provides consistent and accurate forward-looking information through pipeline analysis
  • Optimizes Internal Resources: Gathers internal support to pursue an account and works in close collaboration with pre-sales team & delivery teams to ensure that proposed offerings and services fully meet customers’ business and technology needs
  • Team Player Expectations: Accounts that are won will be handed over to Account Directors at certain point in sales cycle. The Sr. NAE will need to work with AD to transition all knowledge ensuring successful adoption and company continuity

Qualifications:

  • Bachelor’s degree preferred
  • Strong hunter profile with track record of over-achievement of client acquisition and exceeding sales revenue targets
  • 7+  years of demonstrated success in a quota carrying capacity
  • Comprehensive understanding of retail operations and technology and the ability to speak knowledgeably about the industry - Grocery background preferred
  • Background in Retail DaaS, SaaS sales - AI/Computer Vision knowledge preferred
  • Strong executive presence; this role will have extensive executive visibility both internally and externally
  • Proven experience in closing enterprise-wide complex sales solutions
  • Ability to build credibility quickly with new clients; relationship should be developed at the highest level and other key stakeholders
  • Positive, enthusiastic and passionate with strong communication and interpersonal skills
  • Outstanding knowledge of MS Office and CRM software incl. SalesForce
  • A team player with a “Go Getter”  / “Do Anything To Make It Happen” attitude is a MUST
  • US work authorization
  • 30-40% travel required; The candidate is expected to travel regularly to prospect/ customer locations to support lead generation, sales presentations, contract negotiations, engagement implementation, and ongoing relationship building

 

Nice to Have:

  • Master’s degree - MBA preferred
  • Highly autonomous, creative, versatile sales professional
  • Project management skills; client and business plan management proficiency