Key Account Manager

Starin Marketing Inc•Chesterton, IN

6d•Remote

About The Position

A Key Account Manager (KAM) for Dealer Base is primarily responsible for the Sales and Service to a selection of accounts that have been assigned to this individual. This position is based completely on providing a higher level of service to assigned accounts to assist in the development of the accounts overall business growth within Midwich US. The “Key Account” dealer category is defined as, a medium to large sized Audio/Visual integration company that is running at a spend rate of above $50K annually and buying at least 3 or more brands. As a KAM the account list will vary from new dealers that have exhibited the potential for growth up to dealers that are spending above and beyond $100k annually.

Requirements

Bachelor’s degree in business/economics and/or Telecom and/or Media.
5+ years of demonstrated sales and marketing management experience in the AV products and services industry.
Proven ability to lead others in a sales network to meet and exceed measurable sales and revenue goals.
A proven track record of driving profitable growth and demonstration of established relationships.
A strategic thinker who can architect a sales strategy while also being tactical and hands-on in the rollout of operational initiatives.
Highly skilled in negotiations with strong business acumen.
Strong customer focus, with excellent time management and organizational skills while managing multiple projects.
Seasoned cross-functional communicator with solid business ethics.
Strong ability to effectively communicate (oral and written).
Clear understanding of Track Selling.
Knowledge of business-related math and application.
Ability to use various computer programs.
Teamwork
Assertiveness
Ability to design, manage and deliver effective presentations
Ability to conduct effective negotiations with customers and suppliers
Problem solving
Persuading and influencing
Creative thinking and innovation
Self-development
Planning and organization
Project management
Commercial and business awareness
Selling
Business Planning
Performance and results
Financial awareness
Managing meetings
Continuous improvement and Managing Change
Strategic thinking
Required to sit for long periods of time
Ability to work at a fast pace and maintain accuracy
Sales calls may involve noise levels and temperature variations
Lift and move samples and products up to 50 pounds
Driving for extended periods of time
50% Travel requirements

Nice To Haves

CTS Certification a plus, and Midwich will assist in cost to cover taking the CTS tests.

Responsibilities

Works effectively with all internal teams to ensure consistent execution of sales transactions for all Midwich customers.
Support Director of Outside Sales to ensure Quarterly and Annual Sales Goals are being achieved.
Assist in providing quotations to customers for requests provided to customers.
Work with the inside team on Special Pricing Agreement (SPA) to provide appropriate special pricing. Ensure that project registration information is provided.
Assist in coordinating between dealer and Midwich’s Design Assist team when design aid may be required. It is KAM’s responsibility to coordinate the initial meeting and be primary point of contact for presentation of finalized design and material list.
Work with the sales team members from Midwich vendor partners to assist in presenting their products to our customers. Stay in alignment with the vendor sales team to rack project opportunities and close those sales.
Provide regular activity reporting within the company CRM of all customer engagements and communications.
Work with inside teams to ensure each team is working in conjunction to meet dealer’s needs.
Exhibit proper presentation of all promotional programs that are being offered at all times.
Perform other duties as requested, directed or assigned
The primary responsibility is to develop and grow the business between Midwich and an assigned dealer list.
Responsible for development and assistance with all dealers within assigned Territory or Vertical.
Travel 40-50 percent of time, travel is considered time out of your Home Office.
Conduct 5-10 dealer meetings per week, meetings can be in-person or video conference.
Conduct 3-5 vendor meetings per week, vendor meetings can be with or without a dealer present.
KAM is the liaison between a dealer and Midwich, this includes assisting with accounting, technical support, and shipping issues.
Maintain an active sales pipeline that is higher than the monthly quarterly goals.
MUST log all activities in company CRM, this includes emails, phone calls, and meetings.
Work with order entry and order traffic to ensure dealer’s orders are entered and shipped in a manner that meets the customers’ expectations.
Develop constructive and cooperative working relationships with other departments to resolve customer issues as needed.
Keep up to date technically and apply new knowledge to your job.
Attend all required scheduled internal and external meetings.
Provide managers with information uncovered on process issues and provide feedback and suggestions for improvements.
Demonstrate ability to grow assigned account list on or above the company’s overall growth on monthly basis.
Perform all other duties as requested, directed, or assigned.