Business Development Account Executive
10 hours ago
Farmingdale
Eastern DataComm | Farmingdale New York Location: Farmingdale, NY | Full time | Hybrid Territory: Long Island and the New York metropolitan area Reports to: Farmingdale General Manager, with support from the VP of Sales About Eastern DataComm Eastern DataComm helps organizations protect people, improve communications, and connect their facilities through electronic security, audiovisual, theatrical lighting, network infrastructure, and emergency notification solutions. We serve schools, municipalities, higher education institutions, and commercial customers. Position Overview We are seeking a sales professional to generate new business and grow customer relationships from our Farmingdale office. This role focuses on proactive prospecting, opening new accounts, and developing opportunities with commercial and institutional customers across Long Island and the New York metropolitan area. The Account Executive will own the sales process from initial outreach and discovery through proposal, negotiation, and closing. Working with the General Manager, technical specialists, and operations team, this person will develop practical solutions, protect project margins, and build long-term customer relationships. Success requires consistent outbound activity and the ability to create opportunities before a formal bid is issued. New Business Development • Build and execute a territory plan targeting commercial properties, property managers, manufacturing and distribution facilities, healthcare and senior living organizations, schools, higher education institutions, and municipalities., • Generate qualified opportunities through outbound calls, targeted email, in-person meetings, referrals, networking, and manufacturer and partner relationships., • Identify decision makers, understand business and facility needs, and uncover project priorities, funding, purchasing processes, and timelines., • Develop relationships with facility leaders, IT directors, security directors, school administrators, consultants, and other stakeholders., • Expand accounts through additional locations, complementary solutions, service agreements, and recurring revenue opportunities. Sales Execution and Solution Development • Conduct discovery meetings and coordinate site surveys with technical and operations resources to define requirements and project scope., • Sell solutions across video surveillance, access control, intrusion detection, intercoms, visitor management, audiovisual, theatrical lighting, paging, emergency notification, communications, and network infrastructure., • Partner with estimating and engineering to prepare accurate proposals that reflect customer needs, installation requirements, labor, and company margin expectations., • Present proposals, communicate business value, handle objections, negotiate within approval guidelines, and close profitable business. Pipeline Management and Team Collaboration • Maintain accurate contacts, activities, opportunity values, next steps, and expected close dates in company sales systems., • Participate in weekly pipeline reviews and provide realistic bookings forecasts, including delivery timing and potential obstacles., • Meet assigned targets for bookings, gross profit, new accounts, and recurring revenue, supported by consistent prospecting and customer activity., • Coordinate with the dedicated bid sales resource on opportunities that move into formal procurement, maintaining clear account ownership and customer communication., • Provide complete sales-to-operations handoffs, including scope, assumptions, customer commitments, schedules, and required documentation., • Stay engaged through installation and follow-up to support customer satisfaction, address scope changes, and identify future opportunities., • Build product knowledge through manufacturer training, demonstrations, and collaboration with company technical specialists. Qualifications • 4+ years of business-to-business sales experience, with demonstrated success in outbound prospecting, opening new accounts, and closing opportunities., • Experience selling electronic security, audiovisual, communications, network infrastructure, building technology, or related technical services preferred., • Ability to manage a consultative sales process involving multiple decision makers and coordinate internal resources to develop a solution., • Strong communication, presentation, negotiation, organization, and follow-up skills., • Ability to discuss project pricing, gross profit, customer value, and service agreements with sound business judgment., • Self-directed work habits, consistent prospecting discipline, and a willingness to be accountable for measurable results., • Proficiency with CRM systems, email, spreadsheets, and proposal tools., • Existing relationships within Long Island and the New York metropolitan market preferred; experience with commercial customers and public sector purchasing is a plus., • Bachelor’s degree preferred, or equivalent relevant sales experience. How Success Will Be Measured • Achievement of bookings and gross profit targets., • New accounts opened and qualified pipeline generated through proactive business development., • Recurring service revenue, cross-selling, and expansion into additional customer locations., • Consistent customer meetings, proposal follow-through, forecast accuracy, and complete sales records., • Customer retention, quality of project handoffs, and effective collaboration with operations. Work Expectations This is a hybrid position combining remote work, time in the Farmingdale office, and regular customer meetings, site visits, and networking throughout the territory. The schedule will be coordinated with the General Manager based on customer and business needs. Travel to other company offices and manufacturer training may be required. Eastern DataComm is an equal opportunity employer. We consider qualified applicants without regard to characteristics protected by applicable law.
