Now Hiring - National Account Manager in Salt Lake City, UT

Job Profile

The Named Accounts Manager is responsible for sales revenue generation with a specified subset of customers.

Responsibilities

• Represent and sell all the company?s products and services to targeted customers on a national level and those specific markets which require dedicated resources.
• Manage KPI including: revenue, profit margin, retire quota, and mix of market and products/services
• Develop and execute a sales plan for all potential and present customers.
  • Create and execute Key Account Plans for priority customers.
  • Maintain customer prioritization engagement expectations.
  • Provide territory data for company forecast procedures.
  • Own margin improvement and annual territory growth.
• Own the development of B2B relationships with customers to create sustainable trusted partner relationships by creating and delivering value.
• Build an effective network with your customers at senior and C-levels across relevant functional departments to create engagement and consensus.
• Utilize customer relationship management system (CRM):
  • Maintain and capture leads, sales activities, and other relevant customer information.
  • Use month-to-month forecasting tools that are integrated in CRM.
• Partner with Inside Sales Representatives (or other colleagues) to exceed revenue targets, meet margin expectations, and most importantly, to ensure superior service.
• Develop and leverage constructive relationships within target accounts to gain access to key decision makers and establish a partnership and increase our supply status.
• Foster customer relationships through attending trade shows, seminars, and similar events.
• Build a collaborative relationship with supplier partners to drive revenue, margins, and key accounts.
• Promote collaboration with:
  • Field Systems Engineers, OEM Development Manager, and Marketing.
  • Procurement and Operations Staff.
  • Finance Staff including Credit, Collections, and Accounts Receivable.
  • Suppliers and key business partners.
• Develop, negotiate, and brilliantly implement great warehousing contracts and other value add services that deliver maximum revenue at optimal cost to serve.
• Coordinate with leadership and customer insight to shape customer procurement strategy and position the Company as an invaluable supplier and grow the Company share of customer spend.
• Complete administrative tasks proactively
  • Plan first month?s firm itinerary and second month tentative
  • Submit expense reports on a weekly basis.

Requirements/Key Experiences

• 8+ years of Telecommunications industry sales experience preferred.
• 3-5 years of network active electronics or passive infrastructure equipment sales experience preferred.
• Channel Sales Experience preferred
• Existing telecom industry contacts, including customer contacts within specified territory preferred.
• Bachelor?s degree in Business or related field preferred.
• Proficiency with computers and relevant software applications including CRM required.
• In-depth knowledge of the following required:
  • Service Provider
  • Utility and MSO networks
  • Inside/outside plant
  • Fiber connectivity
  • Layer 3 Networking
  • Carrier Ethernet
  • Optical transport
• Familiarity and demonstrable knowledge of the OSI 7-Layer Standards Model.
• Understanding of Packet and IP network applications.
• Knowledge of the products used in fiber optic cable network construction.
• Experience in selling professional and value-added services and solutions.
• Able to work in fast-paced, self-directed environment.
• Professional presentation and negotiation skills required.
• Excellent verbal and written communication skills.
• Decision-making, problem resolution, and creative thinking skills.
• Thrives in a true team environment.

Other Qualifications

• Ability to stand and walk for prolonged periods of time.
• Must be able to read, write and speak English.
• Able to travel at least 75% of the time including overnight travel.
• Ability to utilize a computer keyboard, computer monitor, and telephone.

Manages: Regional Account Manager

Reports to: VP-Business Development & Strategy