Field Account Manager

GENERAL PURPOSE 

The Field Account Manager’s key responsibilities are to manage relationships at Tier three, and Tier four branch level integrators. They should actively pursue new accounts, generate new business, effectively manage current accounts, which include fostering account relationships and grow accounts at agreed levels.   

JOB RESPONSIBILITIES  

• Develop and maintain relationships within assigned accounts 

• Identify and convert high potential new integrators located within assigned geography  

• Find opportunities to drive more volume and sell new products at assigned accounts 

• Creates accounts plans and executes business reviews 

• Coordinates with “Technical Application Specialist” to address T3 and T4 integrator technical needs and competitive sales support  

• Directly addresses technical needs of T3 integrators and/or directs integrator to technical support #  

• Coordination with the National Account Managers to support the regional offices 

• Manages pipeline and keeps SFDC updated 

• Actively pursue new business to penetrate and grow business; confer with potential customers regarding product needs and advise customers on types of products and design to purchase  

• Maintain accurate and up-to-date customer information in CRM tool   

• Effective communication between internal departments to manage projects (i.e. Management, Technical Application Specialist, Customer Service, etc.)  

• Represent Company at trade shows, trade association and client meetings to promote products  

• Provide reporting to sales and product management  

• Educate key customers on new and existing products 

• Effectively present (strategic account) information to executive management team   

• Build and strengthen relationships with key players / decision makers  

• Manage Independent Reps while driving their behavior, holding them accountable.

• Effectively work and collaborate with fellow Legrand associates.   

• Drive annual initiatives for assigned product sales targets   

• Demonstrate our core values of Customer, People, Integrity, Teamwork, Continuous Learning & Improvement, and Empowerment & Accountability.  

JOB REQUIREMENTS  

Skills and Competencies:  

• Relationship Building: Engages and establishes trust/credibility with key stakeholders across integrator organization 

• Communication Skills: Articulates product / solution value proposition to integrators & alignment to end-user needs; intercompany communication 

• Account Coordination: Understands integrator maturity, thinking strategically about tactical account planning 

• Excellent verbal, written, and communication skills  

• Excellent interpersonal skills  

• Demonstrated ability to be customer focused and responsive to questions and needs   

• Ability to work in a team environment, and leverage additional resources as needed  

• Proven ability to present facts and recommendations effectively in oral and written form  

• Proven ability to work independently and as a member of a team  

• Ability to educate internal and external customers about new and existing products from brands; Chief, MAP, Da-Lite, Vaddio, Luxul, C2G, On-Q, and Sanus 

• Proven ability to make sound decisions within established guidelines  

• Must have the ability to make recommendations to effectively resolve problems or issues, by using judgment that is in consistent with standards, practices, policies, procedures, regulation or government law   

• Moderate Level of product acumen 

• High degree of resourcefulness  

Minimum Education and Experience Required: 

• Bachelor’s degree in business management  

• Minimum of three to five (3-5) years’ distributor and dealer sales experience; or combination of relevant education and experience 

Preferred Qualifications: 

• Familiarity with specific geographical-based markets in which the position resides  

• Experience using SalesForce.com CRM tool is a plus   

WORKING CONDITIONS/PHYSICAL DEMANDS 

• While performing the duties of this job, the employee is required to make coordinated movements of the fingers for data entry on a keyboard  

• Ability to lift up to 50 pounds  

• General (home) office and field sales environment   

• Requires regular ground travel to customer facilities  

• Long-distance or air travel as needed – not to exceed 50% travel  

Note: Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities to this job at any time.