Training & Workforce Development - Account Executive - San Joaquin Valley College - Rancho Cordova, CA

16 Oct 2017 6:40 PM | Anonymous

Training & Workforce Development - Account Executive - Rancho Cordova, CA

Summary: Responsible for selling services and workforce training to business, industry, and government organizations. The Account Executive is responsible for generating revenue based quarterly and annual goals and sales projections; keeping up-to-date with developments and emerging needs in workforce development training; and providing input into the product development, marketing, and strategic efforts of the department. Primary duties involve exercising discretion and independent judgment in matters of significance related to coordinating activities that lead to increased revenue.


Essential Duties and Responsibilities:


  • Prospects for new client acquisition through networking, events, referrals, following up on leads, providing presentations, and cold calls.  Sales territory includes local, regional, state, and beyond.
  • Conducts discovery meetings with prospective businesses and industries to determine training needs and develop training plans.
  • Conducts needs assessments/diagnostic sales calls with prospective clients for the purpose of developing proposals for customized training. Prepares renewal contracts and quotes for existing clients. 
  • Assists in the creation of training proposals and plans in consultation with qualified instructor, trainer, or subject matter expert. 
  • Understands California Employer Training Panel (ETP) options available to clients for financial resources.
  • Maintains up-to-date records and prepare reports on workforce activities as required by the College's corporate team. 
  • Facilitates cooperative relationships with outside agencies, including: Business & Industry, Adult Career Centers, Business & Industry Organizations, Economic Development, Chamber, Commissioners, etc. 
  • Keeps up to date with changes in workforce development policies at the state and local level. 
  • Completes other duties as assigned.


Supervisory Responsibilities: This job has no supervisory responsibilities.


Competency: To perform the job successfully, an individual should demonstrate the following competencies:


Core Competencies:

Integrity Acts in a way that demonstrates personal integrity; serves as a positive example of why others should trust the motives of the organization; views self as a reflection of the organization by following through on commitments and accepting ownership of mistakes; leaves others with the clear impression that integrity is a core organization value. 

Professionalism Approaches others in a tactful manner; reacts well under pressure; treats others with respect and consideration regardless of their status or position; accepts responsibility for own actions; follows through on commitments. 

Adaptability Adapts to changes in the work environment; manages competing demands; changes approach or method to best fit the situation; able to deal with frequent change, delays, or unexpected events. 

Organization Support Follows policies and procedures; completes projects and tasks correctly and on time; supports organizations goals and values. 

Communication Communicates effectively and appropriately; uses good judgment as to what to communicate to whom as well as the best way to get that accomplished; speaks in clear and credible manner, selecting the right tone for the situation and audience; listens to others and allows them to make their point. 


Job Competencies:

Technical Job Skills Possesses sufficient job skills and knowledge to perform the job in a competent manner; is able to demonstrate skills and knowledge in day-to-day situations. 
Customer Focus Personally demonstrates that external or internal customers are a high priority; identifies customer needs and expectations and responds to them in a timely and effective manner; anticipates and prevents delays or other things that can adversely affect the customer; keeps customer informed about the status of pending actions and inquiries about customer satisfaction with products or services. 

Planning Prioritizes and plans work activities; uses time efficiently; plans for additional resources; sets and meets goals and objectives. 

Productivity Meets or exceeds productivity standards that have been established for organizational level or position; has successfully combined skills, ability and effort level to ensure that expectations related to results/output are achieved. 

Results Oriented Achieves results within established timelines; understands and demonstrates that intentions, activities, and results are not the same; expects that obstacles will occur and refuses to accept favorably those who seek to justify poor results [by describing intentions or activities, who get derailed by obstacles and fail to take effective steps to avoid or overcome them, and /or who frequently miss deadlines without giving prior warning]. 


Qualifications: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.  The requirements listed below are representative of the knowledge, skill, and/or ability required.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.


Education and/or Experience – Associate’s Degree; proven sales record in workforce training solutions, preferably in an educational setting.Required degree(s) must be from institutions accredited by recognized U.S. accrediting agencies. Degrees from non-U.S. institutions are recognized only if equivalence has been established and provided.

Language Skills – Ability to read and comprehend simple instructions, short correspondence, and memos; ability to write simple correspondence; ability to effectively present information in one-on-one and small group situations to students, employees and clients.

Mathematical Skills – Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals; ability to compute rate, ratio, and percent and to interpret bar graphs.

Reasoning Ability – Ability to apply common sense understanding to carry out detailed but uninvolved written or oral instructions; ability to deal with problems involving a few concrete variables in standardized situations.

Computer Skills – To perform this job successfully, an individual should have knowledge of Microsoft Office; Word, Excel, Access and Outlook; and master proprietary software used to maintain student records.


Physical Demands: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.


While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; reach with hands and arms; talk and hear.  The employee is frequently required to walk.  The employee is occasionally required to stand and stoop, kneel, crouch, or crawl.  The employee must regularly lift and/or move 10 pounds, frequently lift and/or move up to 25 pounds.


Travel:  More than 50% of the work performed in this position will be outside of the office setting meeting prospects.


Work Environment: The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.


The noise level in the work environment is usually moderate.

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