Job Title: Account Manager
Job Title: Account Manager
Location: Louisville, KY / Sterling, VA
FLSA Classification: Exempt
Reports To: Sales Manager
Summary: Sells and promotes company’s business services and products in assigned Sales territory. Executes strategic sales and marketing plans, prospects business, conducts sales presentations, generates competitive bids, negotiates contracts and closes sales. Trinity Video Communications products include: Audio Video, Video-conferencing, Custom Rooms, , Mobile AV Room Systems, and Telemedicine systems.
Essential Duties and Responsibilities include the following:
Sales Prospecting. Compile and maintain lists of prospective customers for use as sales leads. Network, cold-call, participate in industry trade shows and travel as needed throughout targeted sales territory to call on regular and prospective customers to solicit business and to explain features of Trinity’s services and products, their cost, and their benefits. Regularly monitor customer accounts to develop leads for additional services and product offerings. Maintain and expand customer base by identifying and creating sales opportunities.
Sales Presentation and Demonstration. Utilize PowerPoint sales presentations for use in introducing and highlighting the exceptional features of Trinity’s products and services to prospects and current clients. Provide prospects and clients with information about Trinity’s state-of-the-art technology through product demonstrations and telephone communications. Maintain up-to-date working knowledge of all products available from company.
Quoting Customers. Prepare cost analyses, equipment quotes and statements of work and work in conjunction with engineers for equipment lists and configuration. Generate price quotes for customers and ensures the order process is smoothly transitioned to account manager/executive. Develop price quotations and bid responses that are complete, accurate and profitable.
A/V Design. Conduct site surveys; develop a Statement of Work and secure a user sign-off on the design.
Closing Sales. Maintain regular contact with customers and prospects throughout the sales process; eliminate any obstacles to closing the sale; continue to develop a business relationship with the customer/prospect.
Maintaining the Relationship. Maintain regular contact with customers to ensure an on-going business relationship and account retention; address all issues and concerns of the customer in a timely and effective manner; and identify additional sales opportunities with customers.
Reporting. Prepare sales reports; track all sales leads and contacts; provide internal communications, as needed on customer status and opportunities. Maintain complete records of client action in Customer Relationship Management, CRM database. Generate forecasts and sales progress reports for senior management.
Other related duties as may, from time to time, be assigned by the supervisor.
Competencies To perform the job successfully, an individual should demonstrate the following competencies:
Relationship Management- Ability to prospect for sales opportunities and build effective business working relationships with customers, prospects, vendors, and related associates.
Initiative – Ability to work independently; Looks for and takes advantage of opportunities to expand company’s business services and products lines; and company’s penetration in our market.
Motivation – Sets and achieves challenging sales goals which support company’s goals and objectives. Maintains focus throughout extended sales process.
Customer Service – Manages difficult or emotional customer situations; Responds promptly to customer needs; Listens attentively. Solicits customer feedback to improve service; Responds to requests for service and assistance; and Meets commitments.
Oral and Written Communication –sales professional; speaks clearly and persuasively in sales presentations; effectively communicates features of company’s products and services to prospective customers on one-on-one and group settings. Ability to develop and complete sales reports using Word or Excel; write clear, accurate business correspondence and service contracts and develop effective sales presentations using PowerPoint.
Business Acumen – Understands business implications of decisions; demonstrates knowledge of market, products and competition. Has thorough understanding of costing, pricing, and gross profit margins. Follows policies and procedures; Completes administrative tasks correctly and on time; and Supports organization’s goals and values.
Planning/Organizing – Prioritizes and plans work activities efficiently. Meets deadlines and completes requested reports, proposals, sales meetings and related business activities accurately and within deadlines.
Qualifications To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Education and/or Experience Bachelor’s degree (B. A.) from a four-year college or university in communications, marketing/sales, business or related field; a minimum of one year professional sales experience in high-tech or service related industry and experience/knowledge in the audiovisual and/or conferencing industry. Must demonstrate a proven track record in meeting/exceeding sales quotas; generating viable prospect lists and in maintaining on-going business partner relationships. Equivalent combination of education and experience may be considered.
Language Skills Ability to read, analyze, and interpret government contracts and specifications related to the sale, installation and delivery of Trinity products/services. Ability to respond effectively to the most sensitive inquiries or complaints. Ability to develop and deliver professional, persuasive accurate and effective sales presentations utilizing a range of written, spoken and audio/visual means to top management, government officials, public groups, and/or boards of directors.
Mathematical Skills Ability to work with mathematical concepts such as probability and statistical inference, and fundamentals of solid geometry and trigonometry. Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.
Reasoning Skills Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form
Computer Skills To perform this job successfully, an individual should have proficient knowledge of Microsoft Office: Excel, Word; Microsoft Internet Explorer; Microsoft PowerPoint
Certificates, Licenses, Registrations AVIXA CTS Preferred. Maintain a valid driver’s license.
Other Requirements: Position requires ability to travel 25% of time including out of the area and possible overnight visits.
Physical Demands The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this Job, the employee is occasionally required to stand; walk; sit; and reach with hands and arms. The employee is regularly required to talk or hear. The employee must occasionally lift and /or move up to 25 pounds. The employee must be able to operate a motor vehicle for travel to/from client/sales locations.
Work Environment The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this Job, the employee is occasionally exposed to outdoor weather conditions.
The noise level in the work environment is usually moderate.Apply Now Back to Careers