What are the responsibilities and job description for the Key Account Manager position at TESSCO Inc?
Tessco is seeking a results-driven Key Account Manager to own and grow our largest, most influential customer relationships in the Northeast. You’ll be the trusted partner to executive stakeholders, uncover growth opportunities, and deliver tailored solutions that drive measurable business outcomes.
Candidate must be located in the Northeast, ideally in Maryland, New Jersey or Connecticut.
What You’ll Do
- Lead strategy and execution for multi-million-dollar accounts.
- Build deep, multi-level relationships and become the go-to advisor.
- Identify and close new revenue opportunities, upsell, cross-sell, expand.
- Achieve aggressive growth, margin, and retention goals.
- Collaborate with internal teams to deliver high-impact solutions.
- Stay ahead of market trends to keep our clients competitive.
What You Bring
- 5 years in telecommunications industry working with key/strategic account management or enterprise sales.
- Proven success managing and growing large, complex accounts.
- Strong negotiation, presentation, and consultative selling skills.
- Business acumen with an eye for profitability and long-term growth.
- Willingness to travel for client engagement. ~ 30- 40%
Why This Role Matters
Our strategic accounts are the heartbeat of our business. This is your chance to make a direct impact, influence top-tier clients, and shape our long-term success.
Key Responsibilities:
- Account Strategy & Planning
- Develop and execute strategic account plans that align with customer goals and company objectives.
- Identify opportunities for growth within each account, including upselling, cross-selling, and expanding service adoption.
- Conduct regular business reviews with clients to track progress and realign objectives.
Relationship Management
- Serve as the trusted advisor and primary contact for all client communications.
- Build multi-level relationships within the customer’s organization, including executive stakeholders and operational contacts.
- Anticipate client needs, resolve issues quickly, and ensure a high level of satisfaction.
Revenue & Profitability
- Achieve or exceed annual sales, revenue, and margin targets for assigned accounts.
- Monitor account financial performance and profitability, taking proactive measures to maintain healthy margins.
- Collaborate with finance and operations teams to ensure accurate forecasting and budgeting.
Cross-Functional Collaboration
- Partner with internal teams—sales support, operations, marketing, product management—to deliver tailored solutions.
- Communicate customer feedback to influence product development and service improvements.
Work to Sales Excellence Standards established by Sales Leadership
- 40% - 50% Travel to see Top 10 Key Accounts 6 times per year each
- Execute 5 meaningful contacts per day
- Pipeline to be 300% of quota for non-run rate business
- Provide Active Quotes 80 times per month
Salary Range: $110,000 - $130,000
Why Join Our Team?
- Hybrid/Remote work schedule (located in Northeast)
- 401K with a company match to help you invest in your future
- Comprehensive medical, dental, vision, and prescription plans to keep you at your best
- Hone your skills or learn new ones with tuition subsidy
Tessco Technologies provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.
Salary : $110,000 - $130,000