Account Executive

SUMMARY The Inside Sales Manager (ISM) is primarily responsible for executing a sales strategy within their assigned region focused on revenue growth with assigned accounts, including a mix of current and prospective IT resellers, furniture dealers & end user customers. The ISM is expected to lead management of existing assigned resellers, generation of new business through lead qualification and development and closing opportunities. The ISM will collaborate with their assigned region RSM consistently to ensure accounts are provided an exceptional experience with Ergotron.
MINIMUM REQUIREMENTS Education BS/BA degree in Business, Marketing or other related field preferred
Experience 2-6 years selling in a B2B environment, with a responsibility for account management, self-generated leads, and regional/account management
Strong knowledge and experience in the IT Channel required, with ability to understand intricacies of partner & client needs
Demonstrated strong knowledge of IT equipment and their utilization within assigned industries
Prospecting at multiple levels within an organization, identifying the decision makers, displacing an incumbent or competitor, and servicing the territory’s installed base
Demonstrated proficiency in sales funnel management via Salesforce
Certifications Sales methodology certification, such as Sandler, Miller Heiman, or other nationally recognized sales method, preferred
CompTIA or CTS certification preferred
Knowledge and Skills MS Office Suite proficiency with ability to develop client-ready presentations in PowerPoint and conduct basic database tasks in Excel
Salesforce.com experience preferred
Valid driver’s license required
Prior CRM experience required
RESPONSIBILITIES / ACCOUNTABILITIES Account Planning / Selling Required to meet or exceed sales target on a yearly basis
Collaborate on region focus with RSMs
Remotely manage & sell to target accounts within assigned region covering Commercial, Education & Government verticals
Researches assigned accounts, identifying opportunities for new revenue, expanding revenue, product offerings, cross-sell and upsell
Lead end-to-end sales process from lead generation to fulfilment and renewal for assigned accounts remotely & in person when required
Build expertise in Ergotron value proposition and products to implement a seamless purchasing experience
Manage activities in salesforce and other tools for communication, opportunity management and documentation
Maximize coverage within assigned target accounts with consistent partner & end-customer touchpoints
Own & partner with local resellers & reseller reps to build rapport and provide Ergotron product expertise; enable collaboration on opportunities
Coordinate with leadership and marketing to create relevant marketing materials/content for effective sales facilitations
Engage other sellers on accounts/opportunities within and across Ergotron verticals, enhancing overall team performance
Administrative Salesforce.com lead and opportunity management, aligned with Company process and policies
Responsible for building and maintaining reseller information and managing opportunities in Salesforce.com
Expenses, trainings, documentation aligned with Company policy
Travel Time traveling to customers, industry events and Ergotron team collaboration opportunities
PERFORMANCE CRITERIA Account Planning Manage plans to further penetrate and cultivate new business
Enhance plans to grow current account sales
Sales pipeline management as it relates to account set
Sales Targets Achieve sales growth targets and develop sales into the specific assigned accounts
Expand pipeline of opportunities to achieve effective conversion rates
CORE COMPETENCIES Ensures Accountability Holding self and others accountable to meet commitments.
Decision Quality Making good and timely decisions that keep the organization moving forward.
Plans & Aligns Planning and prioritizing work to meet commitments aligned with organizational goals
Collaborates Building partnerships and working collaboratively with others to meet shared objectives.
Communicates Effectively Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences.
Drives Engagement Creating a climate where people are motivated to do their best to help the organization achieve its objectives.
Manages Ambiguity Operating effectively, even when things are not certain, or the way forward is not clear.
Develops Talent Developing people and self both to meet career goals and the organization’s goals.
Customer Focus Building strong customer relationships and delivering customer-centric solutions.
ERGOTRON BENEFITS Ergotron is committed to moving you forward with leading benefits and reward programs. Beyond a fast-paced, innovative work environment, we offer a comprehensive and competitive pay and benefits package, including but not limited to medical, dental, vision, life, disability, tuition reimbursement, 401k with match, and an Employee Assistance Program (EAP).
We work hard and we recharge. With five weeks of Paid Time Off (PTO), eleven paid holidays and summer hours our employees have ample time throughout the year to spend with family and friends, traveling or relaxing.
We are proud to support our employees and their growing families by offering ten weeks of paid maternity leave, four weeks of paid paternity leave, and three days of paid grandparents leave.
Both our newest and our most tenured employees are formally recognized. Our career milestones program ensures that our new team members feel welcome and rewards employees at five years, ten years, fifteen years and beyond.

#J-18808-Ljbffr