Key Account Manager, South East Region

Responsibilities

• Essential Duties and Responsibilities
• Management of all aspects of the Thomson products sales cycle.
• Maintain accurate and up-to-date customer records for significant calls / visits made, events taking place, and history in Sales Force.com
• Utilize the "Value sell" philosophy in completing the tasks necessary to manage the accounts in the assigned territory, including increasing our market share at customers that we currently do business with as well as pursuing new business at customers that we do not currently sell to
• Work with Operating Company GM and Product Management teams (supported by Regional Sales Director) to develop annual sales plan, implement Sales & Marketing Strategy according to Customer and Channel requirements
• Provide product expertise, leadership, direction, and sales support of assigned territory
• Work closely with Inside Sales, Customer Service, and Technical Support personnel at Thomson Customer Support (TCS)
• Representative Decisions
• Identification of customer needs & motivation
• Development of a plan to win Sales funnel opportunities
• Maintenance and follow up on existing customer accounts
• Prioritization and escalation of customer requests/needs
• Expected Outcomes
• Increased sales for assigned region via established customers, development of new customers and distribution partners
• Maintain and curate funnel of opportunities in Salesforce
• Critical Competencies
• Accountability - takes ownership of expected outcomes
• Communication - listens to others and creates clarity through verbal and written communications
• Customer Success - clearly articulates customer needs to drive customer satisfaction; provides excellent service to internal and external customers
• Passion to win - actively seeks out and recognizes opportunities that help company grow, improve, and evolve
• Leadership - creates a compelling vision and leads by example in a manner that promotes followership; leverages the strengths of individuals and teams to achieve objectives
• Continuous Improvement - understands leverage points and motivations; constructively and creatively works towards win-win solutions
• Organizational Effectiveness - effectively navigates organizational structures and drives momentum to achieve desired outcomes
• Relationship Management - builds sincere and mutually beneficial bonds with people
• Education and Experience Requirements
• Bachelor's Degree: technical discipline preferred, business acceptable with a demonstrable ability to understand and articulate technical concepts
• 3-5 years required experience
• Strong oral and written communication skills
• Competency in asking probing questions and interpreting the responses to understand true customer needs.
• Strong computer skills, including MS Excel and PowerPoint
• Good organizational skills and problem-solving abilities
• Ability to analyze data, form strategic plans and execute at the tactical level
• Detail oriented
• Ability to work with different cultures
• Physical Demand and Work Environment
• Physical Demands - while performing the duties of this job, the employee is regularly required to use hands; reach with hands and arms; and talk or hear. The employee is frequently required to stand, walk, and sit.
• Work Environment - The noise level in the work environment is usually moderate
• Must be willing to travel by all forms of transportation. Position requires 50% travel.
• The individual must reside in one of the fol

Benefits

Additional Information

Work Model: This role can be performed remotely from an approved location, with flexibility based on business needs and applicable requirements. ____________________ The Linear Motion Division is a major contributor to the Segment, with approximately 1,500 global associates and $400M in revenue. There are 9 main sites located across the United States, Mexico, the Caribbean, & Europe. The position is responsible for driving revenue growth through strategic efforts within an assigned region and identified channel partners. The role includes the deployment and coordination of sales processes and reporting metrics aimed at maximizing revenue. Must maintain day-to-day business, focus on growing existing and new accounts, direct or with a channel partner, roll out product additions, and conduct training to enhance technical and application knowledge to customer base. Develop relationships with key management staff, initiate and participate in established management reviews. It includes the development of specific growth action plans, account objectives, and effective countermeasures. Responsibility at Channel Partner locations includes but is not limited to advocating for the needs of their customer base; leading and assisting their sales activities; implementing and achieving account sales plans; provide technical solutions / support / assistance, providing customer feedback and market needs to the organization to assist in the planning process; and cultivating relationships with industry partners to strengthen our position in the marketplace.

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