Territory Account Manager - Industrial Networking/EDI-WA

Washington, DC
Apr 17, 2018
Apr 18, 2018
Full Time
You are an experienced and enthusiastic account management (sales) professional with strong experience selling through distribution/partner channels. You are seeking an opportunity to grow with a company that has a multi-national presence, established products and strong support resources at hand. It excites you to be in a position where your decisions and efforts will be recognized with an industry leading company. At Panduit, we are looking to empower a new territory account manager to help execute and deliver our market strategy with our channel partners and end customers. You will work based out of your home office in the Washington DC/Northern VA area, but have access to the numerous resources available at Panduit HQ and within your territory. We will position you to succeed in your mission of channel enablement and growing market share. Using your experience in channel enablement and sales, we will provide you the tools you need to grow business, as well as the support you need to implement market enablement. You will help develop high-level business relationships while also helping drive business at current distributors, contractors and end users. If this exciting opportunity to make an impact at a company with a global reach sounds like the type of challenge you want, apply today! In this position you will: Be responsible for revenue generation. Continuously scanning for prospects to achieve new sales, expanding offerings within the account, and populating account pipeline consistently and on a timely basis. Your priority is to find accounts that meet the customer profile and which provide repeatable profitable business. Identify, create and qualify opportunities: Assessing clients, including balance sheet and business health to determine feasibility of partnering. Identifying and aligning required resources for pursuit and future solution deployment, determines scope and nature of the opportunity to determine feasibility in pursuing the deal. Using our CRM for account care. Cultivate and develop trusted advisor status: Ensuring that product or service value propositions align and resolve customer needs, provides on-demand consultative advice, checks the accuracy and utility of recommendations and avoids making inaccurate statements. Working with internal clients in Supply Chain, Pricing, Logistics, Customer Service, Finance, Marketing and HR. Position value propositions to meet customer needs and end-user business priorities. Maintain opportunity momentum to expand sales: Capitalizing on early wins and customer satisfaction to expand business within the account within their Business unit or by introducing relevant Panduit sales teams. Document account plans and sales forecasts: Developing strategies and plans for managing account pursuit activities; prioritizing and coordinating opportunity pursuit across multiple accounts to maintain a healthy sales funnel; and developing, communicating and monitoring sales forecasts to ensure accuracy. Build client executive business relationships: Expanding account penetration by building strong relationships and leveraging them to achieve exposure to business planning, Align tactical activities to support strategic sales plans: Providing input to organizational planning, setting priorities and expectations Effectively using all resources available at Panduit HQ. You bring to the table: 5+ years of sales, account management or channel distribution experience or some external transactional experience. (ideally within a channel partner situation) Experience with or knowledge of Panduit products and/or the EDI, industrial networking industry is a plus! Strong understanding of products/solutions within specific Business Unit, the competitive landscape, and how to effectively position Panduit to close sales. Ability to penetrate various areas within an account with different solutions or offerings based on business need. Strong deal management ability to outline challenges to close an account and develops alternative solutions and resources to close. Has multiple touch points throughout an organization. Begins to build strategic maps of key stakeholders. Demonstrates understanding of organizational strategy and incorporates it into sales approach Since 1955, Panduit has offered end-to-end industrial, electrical, and network infrastructure solutions that deliver best-in-class network performance with superior quality, operational efficiency, and easy installation. Innovative infrastructure offerings from Panduit - from the known and trusted network cables to design plans that maximize data center investment - affect day-to-day operations and profitability, and become the foundation for successful, connected, future-ready businesses. With a robust partner ecosystem, global staff, and unmatched service and support, Panduit is a valuable and trusted advisor and provider, helping companies around the globe solve infrastructure challenges. For more information, visit www.panduit.com.