Strategic Account Manager

2 weeks ago

Bloomingdale, United States PCTEL Full time

Purpose

Responsible for the management of sales and relationships with a particular set of customers and/or territories. To meet set sales quota by maintaining and expanding the company's existing relationships with OEM, resellers and end customers as well as developing new profitable customers. Manage the daily running of the accounts and develop appropriate new customers. The account director serves to understand the customer's demands, plan how to meet these demands, and generate sales for the company as a result.

Position Functions

  • Deploy necessary effort to meet or exceed sales goals.
  • Builds and nurtures strategic relationships with accounts, including OEM and resellers as well as proactively seek out new customer and business opportunities.
  • Develop and manage a healthy sales funnel.
  • Develop a structured and rigorous plan and discipline for prospecting for new business.
  • Promote PCTEL ways of working and secure an optimal use of tools available (Salesforce etc,).
  • Maintain sales records and prepare sales reports as required.
  • Develop and execute account plans.
  • Assists in contract negotiations as needed.
  • Coordinate product demos and presentations, prepares proposals, and responds to RFIs, RFPs, etc. Contacts and visits prospective customers to determine product/services needs and delivers value proposition to customers.
  • Attends trade shows, conferences and symposiums as a PCTEL representative.
  • Ability for in and out of state business travel of up to 50% per month required
  • Provide feedback to Product Management on product needs and market requirements.
  • Remains knowledgeable of company products, industry trends, competitive offerings, etc. to facilitate sales efforts. Communicates competitive industry information to appropriate parties as necessary.
  • Communicates with product management and marketing to understand current and future product capabilities and customer requirements
  • Provides follow-up with customers to ensure customer satisfaction with products and/or services provided.
  • Performs other work-related duties and/or works on special projects, as required
Physical Requirements
  • Regularly uses a keyboard to interact with computer system
  • Regularly stands for extended periods of time
  • Regularly proofreads and/or reviews documents
  • Regularly communicates verbally and in writing
  • Frequently travels to locations other than office
  • Regularly lifts over 25 lbs.
Educational, Training & Skillset Requirements
  • Bachelor's Degree in Electronic Engineering, Business or Marketing, or in lieu of a degree 5 years of professional sales experience
  • Three to Five years sales experience including a background in RF/Network engineering
  • Experience in regional account management for cellular router providers, cellular router resellers, Integrators service partners.
  • Experience selling RF hardware solutions
  • Experience communicating with Technical Managers, Directors and Senior Executives
  • Understanding of various air-interface protocols including: 4G/5G, Wifi as well as basic-intermediate understanding of GNSS
  • Ability to generate and follow-up sales leads through various marketing channels
  • Experience with the various GPS technologies and GPS sales
  • Established sales relationships with router/modem manufacturers
  • Experience with IoT sales which includes but not limited to access points and wireless sensors
  • Experience developing mid and long-term sales and account strategies
  • Advanced interpersonal skills interacting with customers
  • Advanced verbal and written communication skills. Language skills appropriate to the assign accounts or territory.
  • Advanced skills in MS Office and Salesforce.
  • Advanced skills interacting cross functionally with various internal department personnel including Product Management, Engineering, Sales, Executives and Management, externally with Engineers, Managers and Directors/Executives
  • Ability to secure confidential information
  • Advanced Internet skills

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