Senior Account Manager - End User Sales

Overview

Senior Sales Account Manager will increase sales to existing end-user customer base, as well as prospect and develop new business within the defined geography.  Includes supporting activities such as tradeshows, training, and sales seminars.  Works out of an at-home office in the New York Metropolitan area or Northeast Region, and travel as required throughout their Northeast territory.  Experience with Solution-based consultative selling is a plus.

Responsibilities

• Responsible for prospecting and developing new sales accounts and expanding sales within existing assigned accounts within a specified geographical territory, vertical market and/or End User assigned accounts including federal government, higher education, and corporate accounts.
• High emphasis on the ability to prospect into new and/or dormant accounts to market the entire line of offered products and solutions.
• Knowledge of full product line and services including LCD Displays, Direct View LED Displays, Digital Projectors, and Collaborative Display systems.
• Demonstrate strong knowledge of sales concepts and share expertise with others as a role model and technical lead.
• Develop new and existing accounts in specified territory with a primary focus on named accounts that are strategic and potentially global in scope.
• Develop relationships with reseller/integrator partners that support these focus end-users to maximize selling opportunities.
• Demonstrate strong negotiation and influencing skills, identifying and satisfying customer needs.
• Respond to special pricing request (SPR’s), further develop the lead, and then utilize it to develop additional business opportunities within the organization.
• Articulate knowledge of industry, supplier channel, vertical markets, plus related products and solutions.
• Articulate the differences between competitor products to position Sharp/NEC products in the marketplace.
• Demonstrate effective planning and organizational skills for sales calls and manage time effectively.
• Clearly communicate and effectively present in front of customers (key decision-makers)
• Communicate general developments in hardware and industry related issues.
• Express the differences between competitor products to position Sharp/NEC products and solutions in the marketplace.
• Attend and support company tradeshows and other customer events including assisting with set up and tear down.
• Travel up to 50% within territory.
• Articulate general developments in hardware and industry related issues.
• Effectively utilize the sales reporting tools for forecasting, allocations, management reporting requests, Customer Relationship Management (CRM) maintenance, and expense reports.
• Develop thought leadership expertise within assigned End User accounts
• Develop leadership position within company.
• Proactively contribute to the formulation of marketing and demand creation programs to increase sales.

Qualifications

• Bachelor’s Degree in Marketing, Business or equivalent
• Minimum 7 years’ sales experience within the high tech or Pro Audio Visual (A/V) industry
• Proven ability to develop and manage successful account business strategies that increase market share and profitability
• Experience with digital signage systems including, but not limited to video walls, multi-display arrays, digital menu boards, collaboration solutions and direct view LED
• Experience with solution sales or consultative sales experience
• Proven experience developing and managing account relationships
• Demonstrated prospecting experience and proven ability to negotiate, influence and close incremental sales opportunities
• Strong communication, presentation, and organizational skills
• Experience with Salesforce.com or other customer relationship management (CRM) tool
• Proficient with MS Office suite including Outlook, Excel, Word, PowerPoint and Teams
• Ability to lift up to 40 lbs
• Ability to work independently from your home office within the territory
• Ability to travel up to 50% within territory
• MBA is a plus

ABOUT US: Sharp Imaging and Information Company of America (SIICA)

Sharp Imaging and Information Company of America (SIICA) is a division of Sharp Electronics Corporation, the U.S. subsidiary of Japan's Sharp Corporation, a global technology company which has been named to Fortune magazine's World's Most Admired Company List. Sharp strives to help businesses achieve Simply Smarter work by helping companies manage workflow efficiently, create immersive and engaging environments, and increase productivity. SIICA offers a full suite of secure printer and copier solutions, professional and co