The Role: ProAV Business Development Manager
Contract: Permanent
Salary: £37,200 base + £12,400 Commission + Car allowance
Location: Bracknell, UK
Start date: ASAP
Our client is undertaking a search for a seasoned technical major account manager. They are pursuing a major initiative to expand the sales of the industry-leading IP networking switching products and need the help of energized individuals to drive business growth with our key partners.
This is an excellent opportunity for a highly motivated Sales professional to further their career by becoming a key member of a dynamic and fast-paced sales team. You will be responsible for the business development of our client’s ProAV business in the UK & Ireland region, in line with the company’s corporate goals.
In this role, you will be responsible for the effective management of all activities and responsibilities associated with the UK ProAV business as outlined below. Detailed financial metrics, top and bottom line P&L responsibility combined with a strong emphasis on ownership of the business unit and product portfolio in the region will define success in this role. A deep understanding of channel dynamics and what is required to grow market share is critical to keep our client’s brand and drive strategies for new high-end products An organized, focused but entrepreneurial approach is critical, as you will work autonomously and independently.
Responsibilities:
- Account management of existing partners and identifying key partners (ProAV channel partners) driving share of business with all product categories.
- Meet or exceed quarterly and annual quotas. Top and bottom line.
- Fully understand the competitive environment within assigned accounts and develop the appropriate plans to be a category leader
- Create proposals, negotiate agreements, and maintain a strong overall relationship with customers/new businesses.
- Plan and prioritize sales calls and customer contact towards maximizing sales and achieving agreed business objectives
- Coordinate with internal resources (SE – Marketing – Product management -Sales – Tech Support) to optimize sales results.
- Provide all information relevant for the company to improve business (Competitive information, market trend, channel/technological hidden issues impacting performance)
- Be responsible to run sales plays in your field from time to time, which may require you to find a specific type of channel partner (specialists) to accelerate the adoption of certain products within the company portfolio.
- Weekly reporting and forecasting
- Manage product, pricing and margins according to agreed aims
- Maintain and develop existing and new partners through appropriate propositions and ethical sales methods, and meaningful internal liaison to optimize quality of service, business growth, and customer satisfaction
- Use customer and prospect contact activities, tools and systems, and update relevant information held in these systems
- Respond to and follow up on sales enquiries by telephone, email and personal visits
- Monitor and report on activities and provide relevant management information
- Interface with other departments, both internally and externally, as needed to support customer accounts and resolve any issues that may arise.
- Develop and maintain relevant knowledge and skills
Requirements:
- Relevant experience in ProAV sales, preferably in a channel sales role for a vendor or distributor.
- Relevant recent experience in business development or territory account management role in a company targeting professional AV is preferred.
- Demonstrated success in managing a sales channel with project pipeline including administration and reporting
- Self-motivator and go-getter personality; hunter; tenacious, hungry, and extremely proactive
- Ready to work for a challenger in a challenging market: tenacity, agility, and recognition will come over time and initial failure should not be a stopper.
- Dynamic and Entrepreneurial personality to develop a relationship at different levels in channel partner organizations.
- Strong presentation-, analytical, interpersonal and business relationship building skills.
- Have an understanding of the ‘economics’ of channel partnering and how partnership requirements change over time
- Understand how vendors and partners work together to achieve customer satisfaction and competitiveness
- You must understand the importance of Networking to pro-AV solution deployment. Ideally, you would bring a minimum of 3-5 years of experience in the professional Audio-Visual industry in a similar role.
- Travel will be required to approx. 50% of the time – from joint calls to integrators and end-customers with the partners to generating awareness/preference/leads at trade shows, to working the corridors of influence at the partner’s offices to drive integration of company products as part of the channel partner’s solution offering.
- Your presence will be felt and these partners and their personnel must view you as their most-trusted network equipment player as they take their pro-AV business forward