Job Description
Job Summary (Role Overview):
The National Account Manager is responsible for managing profitable sales of the company’s networking products into the East Coast Region, including the overall coordination of all indirect resellers, MSP’s, integrators, and end users. Working with Inside Sales, Marketing, Regional Product Management, and Customer Departments, create business plans, marketing calendars, and other plans and activities to complement and support the overall business strategies and objectives. Negotiate agreements, establishing pricing and maintain a strong overall relationship with customers. Interface with other departments as needed to support our accounts, proactively plan the business, and resolve any issues that may arise.
Specific Responsibilities:
- Ability to build relationships across key accounts encompassing all levels; sales/marketing rep through executive.
- Identify opportunities and challenges within account base and create strategies to maximize sell through, revenue, profit, and market share.
- Understand how to communicate value propositions to key accounts and be able to present and close new business.
- Establish and track an annual account budget, which includes sales and profits.
- Lead team in achieving 100% of channel’s sales and profit goals.
- Lead team to formulate a sales plan to achieve sales and profit targets for current and prospective accounts.
- Conduct and/or receive weekly reviews of sales, RMAs, returns & allowances (R&A), quotes, promotions, sell through, inventory management, turns, forecasts, replenishment orders, backorders, and any other account activities that will impact financial results for the account(s). Resolve or delegate any issues that arise as a result of the reviews.
- Identify, develop and negotiate terms and conditions for accounts to effectively manage overall profitability.
- Effectively delegate and manage sales duties to exceed internal and external expectations.
- Communicate and update sales team members with strategic company information and initiatives as required.
- Use Salesforce.com to keep record of sales calls, including potential opportunity worth dollars, and be prepared to present that information when requested.
- Analyze and understand industry market trends, competition, products, and pricing that may impact sales efforts and communicate this information to all sales management and other departments as necessary.
- Drive satisfied customers while maintaining an accurate forecast and working with multiple channel partners.
- Develop and manage sales pipeline to move a large number of strategic transactions through the sales process
- Generating revenue and working closely with a network of Channel Partners to successfully sell the Belkin solution.
- Define and execute sales plans for the assigned territory to meet and exceed quota through prospecting, qualifying, managing and closing sales opportunities
- Building a business case and establish value: develop and present proposals to customers with information that demonstrates the ability of the Belkin solution to meet the customer's’ business objectives and justify the sale.
- Drive account strategies and coordinate team selling efforts with partners to close business on a quarterly and annual basis.
- Prospecting: proven track record of penetrating accounts, reaching decision-makers, and closing business.
- Comfortable and confident in visiting and engaging with a wide cross spectrum of reseller, integrators and end users.
- Fulfill responsibilities under ISO 9001 and 14001; understand and fully support IS0 system.
- Comply with Health and Safety requirements of Belkin.
- Fulfills responsibilities under ISO 9001 and 14001; understand and fully support IS0 system.
- Fulfills responsibilities under OHSAS 18001, understand and fully support OHSAS 18001 system.
- Maintain a safe and clean work environment.
- Understand and follow company rules and regulations.
- Perform all other duties as assigned and required.
Education and Experience Requirements:
- Four-year degree required. Bachelor’s degree in Business Administration, Marketing, or Technology is highly desirable.
- Five or more years’ experience as an Account Manager or higher sales position. Direct industry or channel experience is required, direct networking experience preferred.
- At least three years’ experience selling to Zones, PCM, Insight and Dell, and West Region commercial customers
- Computer literacy with a high degree of proficiency in the Microsoft Office Suite of products including Word, Excel, PowerPoint, and Outlook.
- Salesforce and Business Objects experience desired.
- Strong verbal and written communication skills.
- Strong presentation skills required.
- Ability to travel domestically up to 50% - East Coast Region plus periodic HQ visits
Working Conditions
The physical demands described here represent the conditions an employee must meet to perform the essential functions of this role. Reasonable accommodations may be made for individuals with disabilities. Contact the Belkin People Team for questions or concerns.
- Prolonged periods sitting at a desk and working on a computer.
- Ability to stand and walk for extended periods.
- Ability to bend, twist, and reach.
- Attention to detail and accuracy in typing and communication.
- Repeated use of fingers, hands, and wrists for keyboarding and other tasks.
- Ability to lift, carry, and maneuver up to 10 pounds in an office setting and up to 50 pounds while traveling.
- Ability to travel via car, airplane, bus, or train.
What you’re getting into
We’ve got big collaborative spaces for your big ideas, so bring an open mind and leave your suit in the closet. We all are committed to creating unique and rewarding consumer experiences. Everyone is interested in succeeding – for the team, for themselves and for the business. Cross-functionally and across the company, everyone has common goals and aspires to be their best.
You will learn something new or at least look at things differently every day. There are so many smart and creative people around that you’ll be motivated to pursue the ideal.
Team spirit is infectious. Belkin is an extremely open workplace, where communication is essential. Not every idea will be accepted, but you’ll be asked for your point of view. Innovation thrives on multiple and varied levels. At Belkin we challenge conventional wisdom and refuse to accept that something cannot be done.
Belkin is an Equal Opportunity and Affirmative Action Employer Disability and Veterans. We maintain a drug-free workplace.
All candidates applying for a job in the EMEA region, please review the Applicant Privacy notice HERE
Location:
Chicago, Illinois
Range for this position:
$80,000 to $100,000
Factors such as geographic location, academic credentials, relevant experience, and specific knowledge, skills and abilities will influence the actual salary offered. In addition to a competitive market-based salary, compensation also includes a performance-based bonus, and in addition to a full range of medical, financial, and/or other benefits. Further details can be found here.