Premiere News

Strategic Account Manager

REPORTS TO: Director of Sales

DATE APPROVED: 3/6/17

POSITION PURPOSE:

Responsible for the achievement of strategic sales goals & objectives set by Premiere Communication & Consulting Inc. (PCCI) through well organized planning, effective time management and utilization of company resources. The Strategic Account Manager (SAM) acts as the primary contact for information and service deliverables within specific end users accounts, strategic business partners and channel partners. This position will also be heavily focused on the development of PCCI’s Small / Medium Business Enterprise market, and Government sales channel initiatives. Responsible for aggressively positioning PCCI’s full service capabilities and systems solution offering across various vertical markets in their respective geographic coverage areas.

MINIMUM QUALIFICATIONS:

  • High School Diploma or equivalent
  • Demonstrated ability to develop business plans, establish priorities and organize activities
  • Ability to travel up to 50%; ability to work outside of normal business hours
  • Experience giving presentations and/or speaking in front of groups of varying size
  • Strong organizational and interpersonal skills and demonstrated sound judgement and decision making ability
  • Intermediate user of Word, Excel and PowerPoint
  • Holds a valid driver’s license
  • 2-3 years sales experience with the ability to demonstrate direct access to market within our industry

PREFERRED QUALIFICATIONS:

  • Bachelor’s degree in a Business related major
  • RCDD and/or other industry recognized technical certification program
  • Two (2) years of demonstrated success in the achievement of sales objectives in the structured cabling industry, with high level of exposure to direct sales within the SMBE market.
  • Understanding of how to position & close sales opportunities for emerging technologies such as Passive Optical Networks (PON), IP Security, Cellular Enhancement, and AV.
  • Experience penetrating and developing relationshps within large end user accounts; experience managing sales channels, with direct access to market related to general contractors, electrical contractors and large commercial real estate professionals
  • Background that demonstrates sales support of large, medium and small system integrators on long sale cycle projects
  • Strong understanding of cabling design and technologies associated with the Data Center environment and commercial enterprise space
  • Should be able to speak to specific examples of prior Account Management success, and provide examples of providing a consultative sales approach.

ESSENTIAL FUNCTIONS:

  • Comfortable working from a semi-remote office environment, and being held accountable to exceed an annual sales growth target while adhering to an organization’s strategic sales direction.
  • Establish a business development plan that accounts for all aspects of the current business model comprised of: (End-User’s, General Contractors, Electrical Contractors, Commercial Real Estate Professionals, Distribution Partners, Manufacturer Partners, and Complimentary Service Professionals).
  • Develop a selective government sales strategy aimed at key decision-makers to secure and grow business at the Federal, State and Local levels.
  • Prospect, penetrate, and farm opportunities within target end user accounts, to ensure the achievement of sales target. Increase the PCCI mind share within specific accounts through the expansion of our service offering.
  • Effectively manage and maintain a formal sales pipeline to be utilized for monthly forecasting and resource planning internally.
  • Effectively utilizes PCCI marketing material to enhance the PCCI brand.
    Works effectively with internal departments to manage and ensure timely resolution of
    customer needs, and expectations.
  • Utilizes various lead resources, and build a network of referral partners to identify and focus in on sales growth opportunities.
  • Maintains technical and sales proficiency through on-going professional development and
    training.
  • Manages travel and entertainment expenses to a defined budget, and within the organizations guidelines.

OTHER FUNCTIONS:

  • Comply with all of the Company’s employee safety expectations and standards. Identify and bring forward safety risks or problems, make suggestions to improve safety, and assure that each other works safely.
  • Maintains Company equipment including vehicles, laptop and cell phone according to Company requirements.
  • Performs all other duties as assigned

ENVIRONMENT:

The position requires a fair amount of travel by all means and the driving of automotive equipment frequently. Generally operates within an office environment, with frequent phone contact and site visits. This position does not conform to traditional (9am-5pm hourly) work week. There is a reasonable expectation to entertain after hours, attend customer events, and support project opportunities per the client’s requirements that can often result in non-typical cutover support, audit schedules, and on-site survey’s outside of normal hours. This sales position is one that requires an individual to multi-task, conform to a wide array of client support expectations, and to maintain a flexible approach to the sales process in general.

PHYSICAL REQUIREMENTS:

Frequently lifts and carries up to 25 lbs. and occasionally up to 50 lbs.

The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not intended to be construed as a complete list of all responsibilities, duties and skills required of personnel so classified.

Interested in this position? Please email us.