Senior Account Manager

Cook & Boardman Group•Charlottesville, VA

About The Position

The Senior Account Manager works with prospects to understand their needs and translate them into product requirements. The role conducts sales calls with prospects and assigned accounts or territories to create opportunities for sales of Advantech Electronic Security Solutions, including Integrated Solutions, Intrusion Detection, Video Surveillance, Fire Alarm, Access Control, and Emergency Communications. The position collaborates with management and marketing on proposals, quotes, and public solicitations; presents company products and services; manages customer expectations and complex proposals and agreements; and maintains in-depth knowledge of the company's offerings. It also provides guidance and team-lead activities for other Account Managers and carries out sales procedures, documentation, meeting attendance, and time and expense entry. The role operates in both a professional office and warehouse environment, with occasional travel to project sites. It involves regular talking, hearing, and seeing; frequent standing, walking, handling objects, and reaching; frequent lifting of 5–25 pounds and occasional lifting of up to 50 pounds. Warehouse work may involve heavy machinery, tools and hardware, frequent heavy lifting, and variable weather conditions, including extreme heat and cold.

Requirements

High school diploma or equivalent combination of education and experience.
At least 5 years of experience in systems technology sales.
Current and valid U.S. driver's license.
Must pass a pre-employment background check and drug test.
Excellent time management, multitasking, and prioritization skills.
Ability to complete assigned tasks with minimal supervision.
Ability to manage deadlines and follow up effectively to drive tasks to completion.
Professional and polished appearance and comfort speaking with customers, small groups of managers, and technical or facility personnel.
Ability to interpret blueprints and specifications.
Strong analytical and problem-solving skills, attention to detail, organizational skills, and communication skills.
Exceptional customer service skills.

Responsibilities

Initiate contact with prospects through cold calling and work with assigned accounts or territory.
Conduct onsite or online presentations showcasing the company's services and products.
Work with management and marketing to develop proposals and quotes and respond to public solicitations.
Communicate solution features and benefits and manage prospect expectations.
Manage IT proposals, contracts, lease agreements, and service level agreements.
Maintain in-depth knowledge of the company's service offerings and service catalog and how they relate to customer needs.
Provide guidance and team-lead activities to other Account Managers.
Perform sales procedures through activities and opportunities in accordance with defined policies and procedures.
Attend weekly sales meetings and ensure sales opportunities comply with company policy.
Document internal processes and procedures related to duties and responsibilities.
Enter time and expenses.