Territory Account Manager

Panasonic

2d • Remote

About The Position

The Visual Solutions Territory Account Manager (TAM) role involves spearheading the sales strategy and execution for Audio Visual (Projector and Flat Panel) in Southern California, Arizona, and Nevada, and Hawaii. . The primary objective is to drive sales growth, enhance profitability, and expand market presence by cultivating relationships with Net New customers.
Overall, the Visual Solutions TAM is responsible for driving sales growth, expanding market presence, and ensuring customer satisfaction through effective territory management, proactive prospecting, engaging end-users, and delivering compelling product demonstrations.
Panasonic Projector & Display Americas Territory Account Manager is accountable for achieving and surpassing sales targets for projector and display solutions across the designated geography and customer base.

Requirements

• Bachelor's degree in Business, Marketing, Computer Science, Information Systems, or related field.
• 2-5+ years of experience in direct and indirect business development and sales of commercial-grade projection, display technologies, and managed services.
• Expertise in Salesforce CRM for sales pipeline management, opportunity tracking, and reporting.
• Experience in managing business territories with a variety of resources.
• Demonstrated success in audio-visual sales across various industries, utilizing partner channels to achieve sales objectives.
• Proficiency in prospecting across diverse verticals and a proactive approach to acquiring new accounts.
• Ability to deliver effective 1-to-1 and group training sessions on Panasonic Projector & Display Americas to customers and partners.
• Familiarity with conducting live customer projector demonstrations; additional technology knowledge is beneficial.
• Strategic problem solver, aligning solutions with customer needs and company goals while adhering to PPNDA 7 Basic Business Principles.
• Ability to effectively communicate complex PPNDA solutions to customers, partners, and key stakeholders.
• Comfortable navigating ambiguity and collaborating with internal resources to achieve company objectives.
• Advanced communication skills, both verbal and written, for interactions with customers, support teams, and management.
• Ability to motivate partner resources and direct efforts to enhance PPNDA and adoption.
• Strong negotiation skills to close deals across various organizational levels.
• Skilled presenter capable of engaging both one-on-one and large audiences.
• Proficiency in Microsoft Office 365 applications (Word, Excel, PowerPoint, MS Teams, Outlook).
• Willingness to travel up to 75% of the time, including weekends and trade shows.
• Physical ability to lift up to 50 lbs and transport large equipment.
• Access to a vehicle capable of transporting projection screens and trade show materials.

Nice To Haves

• Preferred industry certifications.

Responsibilities

• Achieve or exceed monthly, quarterly, and annual sales quotas for visual solutions products and services.
• Develop and implement effective strategies to drive sales growth within the assigned territory.
• Proactively prospect for new accounts and engage with potential customers to cultivate incremental business.
• Focus on expanding market share in the projector and flat panel markets by fostering relationships with net new end-user customers.
• Place primary emphasis on developing net new customers while also nurturing existing accounts to meet overall audio-visual sales objectives.
• Directly interact with end-users to understand their needs and offer PPNDA value propositions that address their challenges using our Audio Visual products and services.
• Cultivate strategic relationships with key end-user customers within the territory.
• Collaborate closely with Panasonic Projector & Display Americas sales, marketing, and technical teams to leverage resources and win business through approved supply chain partners.
• Conduct live technical demonstrations of projection and flat panel solutions to showcase product capabilities and benefits to customers.
• Utilize these demonstrations as a tool to drive sales and enhance customer satisfaction.
• Adhere to all applicable laws and Panasonic Projector & Display Americas policies while treating customers and partners fairly and ethically.
• Works with partners to identify and qualify mutually rewarding A/V sales activities, strategies, and business opportunities that will produce year over year growth targets.
• Coordinates territory activity that aligns resources to maximize partner A/V sales, technical and key influencer focus on Panasonic Projector & Display Americas.
• Manage partner programs (deal registrations, information portals, rebate/profit incentives, etc.) to optimize Panasonic Projector & Display Americas benefits.
• Collaborate and implement partner quarterly/annual sales plans to improve partner mindshare, increase sales market-share and overall Panasonic Projector & Display Americas value that drives long term business expansion.
• Weekly interaction with business development, field engineering and sales management team members to successfully execute customer sales strategies and provide highest level of end-user customer satisfaction.
• Communicate to product managements and factory resources to aid in product/solutions development
• Effectively manage all administrative duties and reporting in timely manner
• Forecast Accuracy in Salesforce, Product-Sales-Inventory (PSI), monthly capturing and reporting of partner sales data (POS), Quarterly Business Review functions (QBR) and various headquarter required reporting.
• Ongoing education to further technical proficiency with our Visual Solutions while remaining current with competitive products/solutions in the Audio-Visual industry.

Benefits

• Health Benefits – Offering medical, dental, vision, prescription plans, plus Health Savings Account and Flexible Spending Account options.
• Voluntary Benefits – Life, accident, critical illness, disability, legal, identity theft, and pet insurance.
• Panasonic Retirement Savings & Investment Plan (PRSIP) – 401(k) plan with company matching contributions and immediate vesting.
• Paid Time-Off Benefits – Vacation, holidays, personal days, sick leave, volunteer, and parental & caregiver leave.
• Educational Assistance – Tuition reimbursement for job-related courses after six months of service.
• Health Management and Wellbeing Programs –Lifestyle Spending Account, EAP, virtual health management, chronic condition, neurodiversity, tobacco cessation, substance abuse support, and life stage and fertility resources.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 501-1,000 employees