 Sales Account Manager
| Department: | Sales |
| Location: | Cleveland, Ohio |
| Reports to: | SVP Sales |
| Date: | March 2010 |
Scope
The Sales Account Manager (AM) is responsible for supporting the creation and management of the Strategic Partner Network to meet the company's revenue, profitability and growth targets. To accomplish this, s/he will research the territory for candidate customers, make contact at executive ("C") levels, and initiate a sales engagement campaigns. The AM will support and direct the Strategic Partners' sales efforts and campaigns to assure promotion of the company's technology and deployment into commercial projects.
The AM will manage the assigned Strategic Partners and customers with activities such as reporting, pipeline management and growth, promotional activities, etc.
Goals and Objectives
- Research the territory and identify strategic partner targets in various market segments
- Generate leads to target strategic partners at an executive level
- Conduct campaigns to engage and win these partners.
- Create a partner calendar for promotional activities at each assigned partner and drive the execution of these activities resulting in commercial projects for IOI's technology.
- Meet the assigned revenue target by securing project wins and associated revenue from the Strategic Partner channel.
- Manage the required periodic reporting process by partners
- Create and maintain an account strategy plan, and drive the organization to support its execution.
Work Experience
- 10+ years field sales experience, proven ability to grow relationships and sales.
- Exceptional verbal/written communication skills, strong presentation development and delivery
- Excellent skills in MS Word, Excel, PowerPoint
- Entrepreneurial spirit, assertive style and a "Can Do!" attitude (i.e. Hunter)
- Experienced in marketing a technically differentiated, added value, highly engineered product with financial justification (ROI sale) a must!
- Ability to see the "big picture" combined with skills and ability to execute day-to-day activities with accounts. Ability to follow through from beginning to end.
- Mechanical engineer with experience in sheet metal a very strong plus
Education
- BS in an engineering field, Mechanical Engineering is a plus
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