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The Territory Account Manager II is responsible for promoting company product or services and achieving quota. Has a higher quota, more complex account base that he/she manages in a specific territory. Leads the business planning, manages account activity to expand wallet share and has a clear understanding of how to move through the business cycle effectively. Builds strategic rather than transactional relationships and executes the commercial process within the partner ecosystem. Works independently and looks to the manager to help in coaching to strengthen position in an account, leverage for higher level meetings, and provides insight into new accounts that should be penetrated. Provides guidance to others at times.
ESSENTIAL RESPONSIBILITIES:
- Responsible for revenue generation. Continuously scans for prospects to achieve new growth, expands offerings within the account, and populates account pipeline consistently and on a timely basis. Priority is to find accounts that meet the customer profile and which provide repeatable profitable business. (20%)
- Identifies, creates and qualifies opportunities: Assesses clients, including balance sheet and business health to determine the feasibility of partnering. Identifies and aligns required resources for pursuit and future solution deployment, determines scope and nature of the opportunity to determine feasibility in pursuing the deal. Uses CRM for account care. (15%)
- Cultivates and develops trusted advisor status: Ensures that product or service value propositions align and resolve customer needs, provides on-demand consultative advice, checks the accuracy and utility of recommendations and avoids making inaccurate statements. Is the primary client liaison and is responsible for managing all aspects of the growth process including building awareness of products and solutions within a specific Business Unit. In addition, works with internal clients in Supply Chain, Pricing, Logistics, Customer Service, Finance, Marketing, and HR. (15%)
- Positions value propositions to meet customer needs and end-user business priorities; communicates key competitive advantages; works with others to ensure appropriate pricing and manages the milestones essential for timely proposal delivery. Secures preference for Company products on discretionary business and specifications, and drives customer mindsets from products to solutions. (10%)
- Maintains opportunity momentum to expand growth: Capitalizes on early wins and customer satisfaction to expand business within the account within their Business unit or by introducing relevant Panduit account management teams.
- Documents account plans and business forecasts: Develops strategies and plans for managing account pursuit activities; prioritizes and coordinates opportunity pursuit across multiple accounts to maintain a healthy commercial funnel; and develops, communicates, and monitors growth forecasts to ensure accuracy. (10%)
- Builds client executive business relationships: Expands account penetration by building strong relationships and leveraging them to achieve exposure to business planning Effectively and professionally articulates the solution proposed to resolve the priority issues of the client’s business. Ensures that all generated business is referred to chosen partners and this referred business is leveraged either directly or indirectly through the channel accounts to improve discretionary business through the channel. (10%)
- Aligns tactical activities to support strategic business plans: Provides input to organizational planning, sets priorities and expectations; identifies and addresses an opportunity or resource gaps; adjusts plans to local requirements and ensures alignment of all activities with upper management strategies, corporate direction, and goals. Effectively uses all resources. When required, manage any channel conflict that may arise as a result of trying to close a business that occurs via one of our channel partners. (10%)
EDUCATION AND EXPERIENCE:
- Preferred Degree: Bachelor’s degree strongly preferred
Experience:
- Has 5 to 7 years of outside commercial capacity – functioned independently owning a portfolio
KNOWLEDGE, SKILLS, AND ABILITY:
- Strong understanding of products/solutions within specific Business Unit, the competitive landscape, and how to effectively position Panduit to close business. May include a variety of locations.
- Ability to penetrate various areas within an account with different solutions or offerings based on business need.
- Strong deal management ability to outline challenges to close an account and develops alternative solutions and resources to close.
- May have an expertise in a specific vertical.
- Has multiple touch points throughout an organization.
- Begins to build strategic maps of key stakeholders.
- Demonstrates an understanding of organizational strategy and incorporates it into commercial approach
TRAVEL REQUIREMENTS:
Work Shift
Day (Chile)
