Sr. Manager, Account Management

Job Summary:

Manages individual contributor sales account managers or may manage the organization's relationship with independent representatives (non-employees), distributors, or agents; may also may carry a sales quota.

Principal Responsibilities:

• Strategizes, develops, implements, and monitors business goals, operating plans and budgets for top line sales, gross profit growth, and long term growth.
• Implements processes and procedures which facilitate organizational growth and profit objectives.
• Monitors sales levels for assigned region and targets areas for improvement.
• Prepares and monitors annual sales forecast to facilitate achievement of sales goals including Profit and Loss (P&L) reviews.
• Reviews business plans and Year to Date (YTD) performance with management.
• Provides coaching to team members and may make sales calls jointly to ensure optimum customer relationships.
• Provides leadership and management direction to assigned territory and sales support staff to include hiring, managing employee performance, training, and salary administration.
• Creates demand for products and services by applying technical market/product expertise to technology recommendations that position the company as the distributor of choice to customers and suppliers.
• Communicate value-added capabilities and services to customers.
• Establishes and coordinates weekly meetings for opportunity, registration and design reviews including quarterly business reviews with sales management.
• Maintains current knowledge of products, competitors, technology and customers in assigned product family.
• Other duties as assigned.

Job Level Specifications:

• Manages direct managers and/or highly skilled specialists who exercise significant latitude and independence. Often oversees one or more departments or related teams.
• Establishes operating policies and procedures that affect departments and direct teams. Interprets enterprise-wide policies and procedures. Develops budgets, schedules and performance standards for one or more departments. Responsible for resources and policy formation in area of responsibility.
• Assignments are defined in the form of long-term objectives. Decisions are guided by resource availability, functional objectives and independent judgment.
• Collaborates frequently with internal and/or external management. Leads meetings and briefings for internal and/or external representatives. Often coordinates efforts between functional areas and/or members of an extended assignment/project team.
• Decisions likely have extended impact on the outcomes of multiple departments or teams. Erroneous decisions or recommendations will likely result in critical delays and/or modifications to projects and/or operations; causing substantial expenditure of additional time, people and/or financial resources, and jeopardize future business activity.

Work Experience:

• Typically 8+ years including 3+ years of management experience

Education and Certification(s):

• Bachelor's degree or equivalent experience from which comparable knowledge and job skills can be obtained.

Distinguishing Characteristics:

• Ability to travel approximately 75% of the time to customer sites or attend training including some overnight travel.

The above statements are intended to describe the general nature and level of work being performed. They are not intended to be construed as an exhaustive list of all responsibilities, duties, and skills.