[Hiring] National Account Manager @Belkin

Role Description

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.

• Work with Inside Sales, Marketing, Regional Product Management, and Customer Departments to create business plans, marketing calendars, and other plans and activities to support overall business strategies and objectives.
• Negotiate agreements, establish pricing, and maintain strong relationships with end customers.
• Focus on closing larger strategic business while maintaining sustained transactional sales growth within your territory.
• Interface with other departments as needed to support accounts, proactively plan the business, and resolve any issues.

Qualifications

• 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 users 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.
• Salesforce, PowerBI, and Business Objects experience desired.
• Strong verbal and written communication skills.
• Strong presentation skills required.
• Ability to travel domestically up to 50% - East Region, plus periodic HQ visits.

Requirements

• Strategically sell the commercial portfolio of products and services within the East territory to commercial and Enterprise end customers (IT decision makers).
• 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 a pipeline of new end user opportunities.
• Stay up-to-date on industry trends and attend industry events.
• Track and report on sales performance.
• Understand how to communicate value propositions to key accounts, identify white space accounts, and present and close new business.
• Accurately forecast specific product 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.
• 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.
• Generate revenue and work 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.
• Build a business case and establish value: develop and present proposals to customers demonstrating 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.
• 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 ISO 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

• Competitive market-based salary range: $85,000 - $100,000.
• Performance-based bonus.
• Full range of medical, financial, and/or other benefits.