National Account Manager
About The Position
As a National Account Manager (NAM), you will be responsible for managing profitable sales of the company’s commercial products into the East Region, for a field sales position to help us grow our Commercial & Enterprise end customer business. The ideal candidate will have a proven track record of success in sales, an entrepreneurial spirit, as well as a deep understanding of the IT channel. Working with Inside Sales, Marketing, Regional Product Management, and Customer Departments, create business plans, marketing calendars, and other plans and activities to complement and support the overall business strategies and objectives. Negotiate agreements, establishing pricing and maintain a strong overall relationship with end customers. Your primary focus is aimed at closing larger strategic business while maintaining sustained transactional sales growth within your territory. Interface with other departments as needed to support our accounts, proactively plan the business, and resolve any issues that may arise.
Requirements
- Four-year degree required.
- Bachelor’s degree in Business Administration, Marketing, or Technology is highly desirable.
- Five or more years’ experience as an Account Manager or higher sales position.
- Direct industry or channel experience is required, direct networking experience preferred.
- At least three years’ experience selling to end user, and East Region commercial customers
- Computer literacy with a high degree of proficiency in the Microsoft Office Suite of products including Word, Excel, PowerPoint, and Outlook.
- Strong verbal and written communication skills.
- Strong presentation skills required.
- Ability to travel domestically up to 50% - East Region, plus periodic HQ visits
Nice To Haves
- Salesforce, PowerBI and Business Objects experience desired.
Responsibilities
- Strategically selling the commercial portfolio of products and services within the East territory to commercial and Enterprise end customers (IT decision makers).
- Ability to build relationships across key accounts encompassing all levels; sales/marketing rep through executive.
- Identify opportunities and challenges within account base and create strategies to maximize sell through, revenue, profit, and market share.
- Develop and build pipeline of new end user opportunities
- Stay up-to-date on industry trends
- Attend industry events
- Track and report on sales performance
- Understand how to communicate value propositions to key accounts, identify white space accounts, and be able to present and close new business.
- Accurately forecast specific products revenue and new accounts on a weekly, monthly, and quarterly basis via Salesforce.com.
- Establish and track an annual account budget, which includes sales and profits.
- Lead team in achieving 100% of channel’s sales and profit goals.
- Lead team to formulate a sales plan to achieve sales and profit targets for current and prospective accounts.
- Conduct and/or receive weekly reviews of sales, RMAs, returns & allowances (R&A), quotes, promotions, sell through, inventory management, turns, forecasts, replenishment orders, backorders, and any other account activities that will impact financial results for the account(s).
- Resolve or delegate any issues that arise as a result of the reviews.
- Identify, develop, and negotiate terms and conditions for accounts to effectively manage overall profitability.
- Effectively delegate and manage sales duties to exceed internal and external expectations.
- Communicate and update sales team members with strategic company information and initiatives as required.
- Use Salesforce.com to keep record of sales calls, including potential opportunity worth dollars, and be prepared to present that information when requested.
- Analyze and understand industry market trends, competition, products, and pricing that may impact sales efforts and communicate this information to all sales management and other departments as necessary.
- Drive satisfied customers while maintaining an accurate forecast and working with multiple channel partners.
- Generating revenue and working closely with a network of Channel Partners to successfully sell the Belkin solution.
- Define and execute sales plans for the assigned territory to meet and exceed quota through prospecting, qualifying, managing and closing sales opportunities
- Building a business case and establish value: develop and present proposals to customers with information that demonstrates the ability of the Belkin solution to meet the customer's’ business objectives and justify the sale.
- Drive account strategies and coordinate team selling efforts with partners to close business on a quarterly and annual basis.
- Prospecting: proven track record of penetrating accounts, reaching decision-makers, and closing business.
- Comfortable and confident in visiting and engaging with a wide cross spectrum of key decision makers
- Fulfill responsibilities under ISO 9001 and 14001; understand and fully support IS0 system.
- Comply with Health and Safety requirements of Belkin.
- Maintain a safe and clean work environment.
- Understand and follow company rules and regulations.
- Perform all other duties as assigned and required.
Benefits
- performance-based bonus
- full range of medical, financial, and/or other benefits
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What This Job Offers
Job Type
Full-time
Career Level
Senior
