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    "requisitionDescription": "<div><div><div><div><div><div><div><div><p id=\"isPasted\"><img src=\"https://static.workforcenow.adp.com/cccustom/Client/Recruitment/midwich-logo-rgb_5265198e-80d9-45a4-8896-f8c181149809.png\" style=\"width: 300px;\" class=\"fr-fic fr-dib\"></p><p><strong>Key Account Manager - Central</strong></p><p><strong>&nbsp;</strong></p><p><strong>Department:&nbsp;</strong>Sales&nbsp;</p><p><strong>Reports To:&nbsp;</strong>Director of Outside Sales / VP of Sales</p><p><strong>FLSA Status:&nbsp;</strong>Exempt</p><p><strong>Location:&nbsp;</strong>Remote</p><p><strong>Compensationn:&nbsp;</strong> Base plus quarterly bonus opportunity</p><p>&nbsp;</p><p><strong>General Purpose of the Position:</strong></p><p>A Key Account Manager (KAM) for Dealer Base is primarily responsible for the Sales and Service to a selection of accounts that have been assigned to this individual. &nbsp;This position is based completely on providing a higher level of service to assigned accounts to assist in the development of the accounts overall business growth within Midwich US. &nbsp;The &ldquo;Key Account&rdquo; dealer category is defined as, a medium to large sized Audio/Visual integration company that is running at a spend rate of above $50K annually and buying at least 3 or more brands. &nbsp;As a KAM the account list will vary from new dealers that have exhibited the potential for growth up to dealers that are spending above and beyond $100k annually.</p><p><strong>Education, Experience, and Core Competencies (Knowledge, Skills and Abilities) Required:</strong></p><p>Bachelor&rsquo;s degree in business/economics and/or Telecom and/or Media. &nbsp;CTS Certification a plus, and Midwich will assist in cost to cover taking the CTS tests. &nbsp; 5+ years of demonstrated sales and marketing management experience in the AV products and services industry. &nbsp; Proven ability to lead others in a sales network to meet and exceed measurable sales and revenue goals. &nbsp;A proven track record of driving profitable growth and demonstration of established relationships. &nbsp;A strategic thinker who can architect a sales strategy while also being tactical and hands-on in the rollout of operational initiatives. &nbsp;Highly skilled in negotiations with strong business acumen. &nbsp;Strong customer focus, with excellent time management and organizational skills while managing multiple projects. &nbsp;Seasoned cross-functional communicator with solid business ethics. &nbsp;Strong ability to effectively communicate (oral and written). &nbsp;Clear understanding of Track Selling. &nbsp;Knowledge of business-related math and application. &nbsp; Ability to use various computer programs.</p><p><strong>Essential Duties and Responsibilities:</strong></p><ul><li>Works effectively with all internal teams to ensure consistent execution of sales transactions for all Midwich customers.</li><li>Support Director of Outside Sales to ensure Quarterly and Annual Sales Goals are being achieved.</li><li>Assist in providing quotations to customers for requests provided to customers.<ol><li>Work with the inside team on Special Pricing Agreement (SPA) to provide appropriate special pricing. &nbsp;Ensure that project registration information is provided.</li><li>Assist in coordinating between dealer and Midwich&rsquo;s Design Assist team when design aid may be required. &nbsp;It is KAM&rsquo;s responsibility to coordinate the initial meeting and be primary point of contact for presentation of finalized design and material list.</li></ol></li><li>Work with the sales team members from Midwich vendor partners to assist in presenting their products to our customers. &nbsp;Stay in alignment with the vendor sales team to rack project opportunities and close those sales.</li><li>Provide regular activity reporting within the company CRM of all customer engagements and communications.</li><li>Work with inside teams to ensure each team is working in conjunction to meet dealer&rsquo;s needs.</li><li>Exhibit proper presentation of all promotional programs that are being offered at all times.</li><li>Perform other duties as requested, directed or assigned</li></ul><p><strong>Key Skills:</strong></p><p><em><u>General Skills:&nbsp;</u></em></p><ul><li>Teamwork</li><li>Assertiveness</li><li>Ability to design, manage and deliver effective presentations</li><li>Ability to conduct effective negotiations with customers and suppliers</li><li>Problem solving</li><li>Persuading and influencing</li><li>Creative thinking and innovation</li><li>Self-development</li><li>Planning and organization</li><li>Project management</li><li>Commercial and business awareness</li></ul><p>&nbsp;</p><p><em><u>Sales Skills:</u></em></p><ul><li>Selling&nbsp;</li><li>Business Planning</li></ul><p>&nbsp;</p><p><em><u>Management Skills:</u></em></p><ul><li>Performance and results</li><li>Financial awareness</li><li>Managing meetings</li><li>Continuous improvement and Managing Change</li><li>Strategic thinking</li></ul><p><strong>KAM Core Tasks and Obligations:</strong></p><ul><li>The primary responsibility is to develop and grow the business between Midwich and an assigned dealer list.</li><li>Responsible for development and assistance with all dealers within assigned Territory or Vertical.</li><li>Travel 40-50 percent of time, travel is considered time out of your Home Office.</li><li>Conduct 5-10 dealer meetings per week, meetings can be in-person or video conference.</li><li>Conduct 3-5 vendor meetings per week, vendor meetings can be with or without a dealer present.</li><li>KAM is the liaison between a dealer and Midwich, this includes assisting with accounting, technical support, and shipping issues.</li><li>Maintain an active sales pipeline that is higher than the monthly quarterly goals.</li><li>MUST log all activities in company CRM, this includes emails, phone calls, and meetings.</li><li>Work with order entry and order traffic to ensure dealer&rsquo;s orders are entered and shipped in a manner that meets the customers&rsquo; expectations.</li><li>Develop constructive and cooperative working relationships with other departments to resolve customer issues as needed.</li><li>Keep up to date technically and apply new knowledge to your job.</li><li>Attend all required scheduled internal and external meetings.</li><li>Provide managers with information uncovered on process issues and provide feedback and suggestions for improvements.</li><li>Demonstrate ability to grow assigned account list on or above the company&rsquo;s overall growth on monthly basis.</li><li>Perform all other duties as requested, directed, or assigned.</li></ul><p><strong>&nbsp;</strong></p><p><strong>Physical Demands:</strong></p><ul type=\"disc\"><li>Required to sit for long periods of time</li><li>Ability to work at a fast pace and maintain accuracy</li><li>Sales calls may involve noise levels and temperature variations</li><li>Lift and move samples and products up to 50 pounds</li><li>Driving for extended periods of time</li><li>50% Travel requirements</li></ul><p>&nbsp;</p><p><strong>Work Environment:</strong></p><ul><li>Work is performed in an inside-office environment</li><li>The work environment requires at times long workdays and weekend work</li><li>May involve, at times, exposure to various warehouse environments which require the use of personal protective equipment such as hardhats in certain areas.</li></ul><p><strong>&nbsp;</strong></p><p><strong>&nbsp;</strong></p><p><strong>Failure to Meet Duties and Responsibilities:</strong></p><p>A Key Account Manager is an upper-level sales position within Midwich organization. &nbsp;It is expected that all the above requirements are met on an ongoing basis. &nbsp;If an employee fails to meet the above requirements for a period of four consecutive months they can be demoted. &nbsp;Any demotion reassignment will also include adjustments to salary, bonus structure, and travel to align with their new role.</p><p><strong>&nbsp;</strong></p><p><strong>Career Path:</strong></p><p>There are various career paths that can be followed. &nbsp; The primary path for a KAM is to show the ability to grow an assigned set of accounts to achieve higher levels of sales across multiple brands. &nbsp;The first level of advance is to exhibit the ability to grow the majority (70%) of their assigned accounts to be tracked towards a Strategic level, defined by dealers an annual spend over $250k while purchasing at least 5 or more brands. &nbsp;Other areas of advancement for a KAM is exhibiting an ability to properly manage a productive work environment for a &ldquo;group&rdquo; of employees, this leads to more managerial type of role such as Director position within sales. &nbsp;Director positions are ones that in addition to individual account responsibilities, management of other sales members activities to aid in the growth of their accounts as well. &nbsp;All associates are encouraged to have discussions with their Supervisor and Human Resources to view job descriptions and requirements for career advancement. &nbsp;&nbsp;</p></div></div></div></div></div></div></div></div>\n",
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