Telecom Account Manager Jobs in Indiana (NOW HIRING)

Key Account Manager - Central

Department: Sales 

Reports To: Director of Outside Sales / VP of Sales

FLSA Status: Exempt

Location: Remote

Compensationn:  Base plus quarterly bonus opportunity

General Purpose of the Position:

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.  As a KAM 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.

Education, Experience, and Core Competencies (Knowledge, Skills and Abilities) Required:

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.

Essential Duties and Responsibilities:

• 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.
  1. Work with the inside team on Special Pricing Agreement (SPA) to provide appropriate special pricing.  Ensure that project registration information is provided.
  2. Assist in coordinating between dealer and Midwich’s Design Assist team when design aid may be required.  It is KAM’s responsibility to 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 rack 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

Key Skills:

General Skills: 

• Teamwork
• Assertiveness
• Ability to design, manage and deliver effective presentations
• Ability to conduct effective negotiations with customers and suppliers
• Problem solving
• Persuading and influencing
• Creative thinking and innovation
• Self-development
• Planning and organization
• Project management
• Commercial and business awareness

Sales Skills:

• Selling 
• Business Planning

Management Skills:

• Performance and results
• Financial awareness
• Managing meetings
• Continuous improvement and Managing Change
• Strategic thinking

KAM Core Tasks and Obligations:

• The primary responsibility is to develop and grow the business between Midwich and an assigned dealer list.
• Responsible for development and assistance with all dealers within assigned Territory or Vertical.
• Travel 40-50 percent of time, travel is considered time out of your Home Office.
• Conduct 5-10 dealer meetings per week, meetings can be in-person or video conference.
• Conduct 3-5 vendor meetings per week, vendor meetings can be with or without a dealer present.
• KAM is the liaison between a dealer and Midwich, this includes assisting with accounting, technical support, and shipping issues.
• Maintain an active sales pipeline that is higher than the monthly quarterly goals.
• MUST log all activities in company CRM, this includes emails, phone calls, and meetings.
• Work with order entry and order traffic to ensure dealer’s orders are entered and shipped in a manner that meets the customers’ expectations.
• Develop constructive and cooperative working relationships with other departments to resolve customer issues as needed.
• Keep up to date technically and apply new knowledge to your job.
• Attend all required scheduled internal and external meetings.
• Provide managers with information uncovered on process issues and provide feedback and suggestions for improvements.
• Demonstrate ability to grow assigned account list on or above the company’s overall growth on monthly basis.
• Perform all other duties as requested, directed, or assigned.

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.

Failure to Meet Duties and Responsibilities:

A Key Account Manager is an upper-level sales position within Midwich organization.  It is expected that all the above requirements are met on an ongoing basis.  If an employee fails to meet the above requirements for a period of four consecutive months they can be demoted.  Any demotion reassignment will also include adjustments to salary, bonus structure, and travel to align with their new role.

Career Path:

There are various career paths that can be followed.   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 is exhibiting an ability to properly manage a productive work environment for a “group” of employees, this leads to more managerial type of role such as Director position within sales.  Director positions are ones that in addition to individual account responsibilities, management of other sales members activities to aid in the growth of their accounts as well.  All associates are encouraged to have discussions with their Supervisor and Human Resources to view job descriptions and requirements for career advancement.