Key Account Manager

Key Account Manager

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.
• 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. 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…