HCM Account Manager/Outside Sales

Paper Trails is a full-service payroll and human resources firm with offices in Kennebunk and Topsham. We provide top-notch and up to date payroll and human resources services to small to mid-sized business in Maine and New England.

The Account Manager is responsible for expanding client relationships and managing the sales process with companies in our service area. The Account Manager, under the direction of the sales manager, shall use the existing sales process to solve payroll & HR problems for our prospects while achieving internal sales goals. The incumbent will manage the sales process from start to finish including all demos of the service, negotiating the sale and hand-off to client services for implementation. The Account Manager will also be responsible for managing all leads and referrals for new small and mid-sized business clients.

Client service is our top priority, so being responsive to all client questions and needs is paramount; it is ideal when we anticipate the clients' needs before they ask the question! We act as an advisor to our clients, so some of our clients' needs may not be something we can handle; knowing and offering the correct contact or referral is often just as helpful.

Paper Trails' online human capital management system is robust; supporting and training clients in the use of this tool will be key. Manipulating and configuring the system to meet clients' needs is necessary. We will train you to become a master.

Paper Trails provides payroll and HCM services to small and mid-sized businesses. Every client's specific needs are different so the ability to ask curious questions about the business, and it's needs, are vital.

Duties & Responsibilities:

• Develop and execute a strategic sales plan that creates awareness and demand for Paper Trails' products & services to generate new business opportunities and drive revenue growth.
• Identify potential prospects through various channels, including cold calling, networking events, partner referrals and online research.
• Engage in consultative sales conversations with prospects and effectively communicate the benefits and opportunities available to meet prospect's unique needs, challenges, and business goals.
• Effectively articulate the value proposition of our HCM services, addressing key pain points and demonstrating how our offerings can drive efficiency, compliance, and employee engagement.
• Conduct demonstrations of products and services such as timekeeping, new employee onboarding, benefits administration, expense management, and HCM features, showcasing the features, functionalities, and benefits of our offerings.
• Understand small business structure, payroll and HR fundamentals and state and federal compliance law to be able to engage prospects in meaningful conversations about the same.
• Collaborate with internal teams, including marketing, implementation, and operations to deliver seamless and exceptional customer experiences.
• Create, document, maintain and negotiate sales quotes with accurate pricing and configurations.
• Manage and close a new-business pipeline to achieve a stated sales goal annually.
• Monitor market conditions, product innovations, industry trends, and the competitive landscape for new sales opportunities.
• Keep correct and detailed records of all activities relating to customer prospecting and sales, including sales calls, follow-up, closed sales, and presentations.
• Consulting with clients after sales or contract signings to resolve problems and provide ongoing support as needed.

Requirements:

• Impeccable customer service skills and a demonstrated ability to build and maintain relationships.
• Commissioned sales experience preferred, though not required.
• Strong PC skills with the ability to troubleshoot scenarios from prospects and clients either by phone or screen sharing.
• A friendly, inquisitive nature and not being afraid to dig deeper into the needs of a client.
• A Willingness to travel, as needed, to prospect and client sites for meetings and demonstrations.
• Strong ability to make effective presentations and negotiate deals.
• Strong Windows Operating System Knowledge, especially Outlook, Word, Excel, and PowerPoint.
• A background in financial accounting, business or human resources, degree preferred.

Compensation & Benefits

• Salary dependent upon experience, plus un-capped commission based on stated sales goals.
• Mileage and travel reimbursement.
• Remote/hybrid work flexibility after probationary period.
• Standard Working Hours: Monday-Thursday 8:30-4:00pm / Friday 8:30-noon / additional hours may be required at quarter and year-end.
• Annual bonuses based on company performance.
• Unlimited paid time off including all federal paid holidays.
• 3% company contribution, regardless of employee contribution, to 401k plan.
• Health, Dental, Vision, Short & Long-term Disability insurance for full time employees