Channel Account Manager - Commercial - Northeast

Job Title: Channel Account Manager - Commercial - Northeast

Department: Fortress Fence (Commercial)

Manager: Director, Commercial Sales

FLSA Status: Exempt

Location: Remote within territory

The Channel Account Manager - Commercial is responsible for driving sales of commercial perimeter security solutions within the commercial/industrial, transportation, and aviation markets. This role builds strategic partnerships with contractors, dealers, distributors, developers, architects, and other applicable decision makers with the ultimate goal to increase revenue within the assigned territory.

This position will be based out of a home office and requires regular travel within the assigned territory.

Territory includes: CT, DE, ME, MD, MA, NH, NJ, NY, PA, RI, VT, VA, DC, WV

Lead Global Change in the Way People Build and Live

Innovative Building Solutions

Lead with Positivity and Respect – We foster trust, optimism, and respect in every interaction.

Compete as a Team – We foster collaboration and teamwork, knowing we win together.

Innovate with Purpose – We create bold, lasting solutions that make a real impact.

Inspire Growth – We fuel the growth of people, businesses, and brands through bold ideas and relentless execution.

Own It and Deliver Value – We take responsibility, act with clarity, and ensure our work creates real impact.

• Exceed sales goals as a team – Compete & Win as a TEAM.
• Work cohesively as a team with Inside Sales to plan meetings and attack each market.
• Own the commercial/industrial contractor.
• Build & own the relationships with the contractors, dealers, distributors, architects, government agencies, transportation and aviation entities and other key decision-makers.
• Manage commercial, industrial, and high security quotes (Salesforce).
• Build and maintain relationships with distributors and contractors.
• Manage the onboarding process for new customers.
• Forecasting for SIOP.
• Issue customer credits for Director approval.
• Product knowledge training for all customers.
• All day-to-day activity conducted in Salesforce.
• Determine the pricing structure and multipliers for each customer.
• Conduct effective CEU presentations.
• Conduct and report competitive market analysis, competitive intelligence, and other sales-related information.
• Participate in regional conference calls, meetings, and trade shows.
• Provide weekly report to Director, Channel Sales - Commercial

• None

Achievement Focus – Sets and achieves challenging goals; demonstrates persistence and overcomes obstacles; measures self against standard of excellence; recognizes and acts on opportunities; takes calculated risks to accomplish goals.

Adaptability – Adapts to changes in the work environment; manages competing demands; changes approach or method to best fit the situation; able to deal with frequent change, delay, or unexpected events.

Attendance/Punctuality – Is consistently at work and on time; ensures work responsibilities are covered when absent; arrives at meetings and appointments on time.

Business Acumen – Understands business implications of decisions; displays orientation to profitability; demonstrates knowledge of market and competition; aligns work with strategic goals.

Communications – Expresses ideas and thoughts verbally; expresses ideas and thoughts in written form; exhibits good listening and comprehension; keeps others adequately informed; selects and uses appropriate communication methods.

Consultative Selling – Qualifies potential customers; builds rapport and establishes trust; asks questions to discover client business needs; applies product and market knowledge effectively; presents solutions that meets customer objectives; manages and documents sales process.

Continuous Learning – Assess own strengths and weaknesses; seeks feedback to improve performance; pursues training and development opportunities; strives to continuously build knowledge and skills; shares expertise with others.

Cooperation – Establishes and maintains effective relationships; exhibits tact and consideration; offers assistance and support to…