[Hiring] Key Central Account Manager @Starin Marketing Inc

Role Description

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.
• 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.

Qualifications

• Bachelor’s degree in business/economics and/or Telecom and/or Media.
• CTS Certification a plus, and Midwich will assist in cost to cover taking the CTS tests.
• 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.

Requirements

• 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.
• 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 track 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.

Benefits

• Base plus quarterly bonus opportunity.

Physical Demands

• 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.

Work Environment

• Work is performed in an inside-office environment.
• The work environment requires at times long workdays and weekend work.
• May involve, at times, exposure to various warehouse environments which require the use of personal protective equipment such as hardhats in certain areas.

Career Path

• The primary path for a KAM is to show the ability to grow an assigned set of accounts to achieve higher levels of sales across multiple brands.
• The first level of advance is to exhibit the ability to grow the majority (70%) of their assigned accounts to be tracked towards a Strategic level, defined by dealers an annual spend over $250k while purchasing at least 5 or more brands.
• Other areas of advancement for a KAM include exhibiting an ability to properly manage a productive work environment for a “group” of employees, leading to more managerial type of roles such as Director position within sales.
• All associates are encouraged to have discussions with their Supervisor and Human Resources to view job descriptions and requirements for career advancement.