What are the responsibilities and job description for the Distribution Account Manager position at PCTEL?
Purpose
Distribution Account Manager - Responsible for the management of sales and relationships with key distribution partners and/or territories. To meet set sales quota by maintaining and expanding the company's existing relationships with distributors, resellers and end customers as well as developing new profitable customers. Manage the daily running of the accounts and finds new project opportunities within those accounts. Manager 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 distribution accounts, including resellers as well as proactively seeking out new customer and business opportunities.
- Develop and manage a healthy sales funnel based on run rate business and new projects from distribution.
- 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.
- Regularly reviews POS and Inventory reports and actions on them to generate new orders.
- 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 stands for extended periods of time
- Regularly proofreads and/or reviews documents
- Regularly lift over 25 pounds
Educational, Training & Skillset Requirements
- Bachelor’s degree in electronic engineering, Business or Marketing, or 5 years of professional sales experience
- Minimum of three years sales experience including a background in RF/Network engineering
- Experience in account management for distributors, resellers, VAR’s and integrators
- Experience selling RF hardware solutions
- Experience communicating with Technical Managers, Directors and Senior Executives
- Understanding of various air-interface protocols including: 4G/5G, Wi-Fi and GNSS
- Ability to generate and follow-up sales leads through various marketing channels
We offer competitive salary and benefits.
PCTEL, Inc. is an equal opportunity employer.
Salary : $100,000