Overview
The Visual Systems Territory Account Manager (TAM) is responsible for development and implementation of Audio-Visual (A/V) sales / marketing strategies for the assigned territory in order to increase sales, profit and market share through direct and indirect sales channels. Candidate must possess and exhibit proven experience with Audio-Visual technologies and solutions.
At Panasonic Connect, we connect the power of people and technology to change work, advance society and help connect to tomorrow. Empathy, results, relentlessness and teamwork are the foundations of the Panasonic Connect Culture. Our mission is to elevate the employee experience by empowering individuals to use their voice and have a positive impact on our business.
Watch this video (https://www.youtube.com/watch?v=BoeB34sJFMs&t=1s) to learn about Panasonic Connect and see how we connect talent to opportunity. Come join our journey!
Responsibilities
Sales performance
Responsible for territory-wide management, enablement strategies and A/V sales growth of all products and services within assigned geography and customer base.
Meet or exceed assigned monthly, quarterly & annual territory quota for A/V product and services along with achieving strategic goals / targets as assigned by sales management.
End users - Primary Focus
Develop new customers and grow existing accounts to achieve overall A/V sales objectives and maximize customer satisfaction. Directly engage end-users / customers to create Panasonic Connect value that solves customer problems using our A/V product and service offerings. Cultivate key, strategic end-user customers within territory and work closely with Panasonic Connect sales, marketing and technical resources to win business through our approved supply chain partners.
Treat all customers and partners fairly and in compliance with all applicable laws and Panasonic Connect policies.
Reseller partners - Supporting Focus
Works with partners to identify and qualify mutually rewarding A/V sales activities, strategies, and business opportunities that will produce year over year growth targets. Coordinates territory activity that aligns resources to maximize partner A/V sales, technical and key influencer focus on Panasonic Connect solutions. Manage partner programs (deal registrations, information portals, rebate/profit incentives, etc.) to optimize Panasonic Connect benefits. Collaborate and implement partner quarterly/annual sales plans to improve partner mindshare, increase sales market-share and overall Panasonic Connect value that drives long term business expansion.
Collaboration
Weekly interaction with business development, field engineering and sales management team members to successfully execute customer sales strategies and provide highest level of end-user customer satisfaction.
10%
Administration
Effectively manage all administrative duties and reporting in timely manner, including Salesforce customer, pipeline and opportunity data maintenance, sales forecasting, Product-Sales-Inventory (PSI), monthly capturing and reporting of partner sales data (POS), Quarterly Business Review functions (QBR) and various headquarter required reporting. Ongoing education to further technical proficiency with our Professional Imaging & Visual Systems products/solutions while remaining current with competitive products/solutions in the Audio-Visual industry.
10%
New business and technology prospecting
Research, prospect, engage and cultivate incremental business with new and untapped customer segments and reseller partners that grow overall market-share. Assist in uncovering new technology or industry trends. Communicate to product managements and factory resources to aid in product/solutions development
Qualifications
Scope:
Proven track record of successful customer Audio-Visual sales in all market verticals that leverages a valued partner channel to aids sales and services objectives
Ability to present in '1 to 1' and '1 to many' training activities to customers and partners on Panasonic Connect/Professional Imaging and Visual Systems hardware, software and value-added services
Experience in effectively managing business territories that utilizes a diverse range of resources
Education & Experience:
Bachelor's degree in Business, Marketing, Computer Science, Information Systems, or similar related field preferred
5+ years' experience of direct and indirect based business development & selling of visual communication products related to commercial grade Pro Video technologies and managed services
Industry certifications preferred
Problem Solving:
Strategic thinker who takes systematic approaches to solving problems and ensures customer satisfaction while achieving company goals and the Panasonic Connect 7 Basic Business Principles
Effectively articulate complex Panasonic Connect solutions to customers, partners and key specifiers that enables customers to achieve their potential and objectives
Ability to deal with ambiguity, navigate informal structures and collaborate with internal resources to accomplish company goals
Communications:
Advanced oral and written communication skills to communicate with customers, support personnel and management
Must have the ability to motivate partner assets and direct partner efforts to maximize Panasonic Connect awareness and adoption
Passionate company advocate and sales manager with exceptional negotiation skills to close business at all levels of customer and partner organizations
Skilled presenter who is comfortable with one-on-one or large group audiences
Other Requirements:
Candidate must manage tasks and effectively communicate to others using the Microsoft Office 365 platform including Word, Excel, PowerPoint, MS Teams and Outlook
Expert in Salesforce CRM, sales pipeline, opportunity data management and reporting functions
Travel up to 75% of time, some weekend work, hours of work may vary due to business travel, customer availability and trade show involvement
What We Offer:
High Performance Culture
A focus on Diversity, Equity and Inclusion
Teamwork and Collaboration
Rewards and Recognition
Learning & Development Opportunities Across Multiple Business Units
Competitive compensation packages
Hybrid work model
Comprehensive benefits
Paid Parental Care Leave
Educational Assistance
Volunteer time off
Total Well Being Program
Employee Referral Program
Panasonic is proud to be an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender identity, sex, sexual orientation, national origin, disability status, protected veteran status, and any other characteristic protected by law or company policy. All qualified individuals are required to perform the essential functions of the job with or without reasonable accommodation. Pre-employment drug testing is required for safety sensitive positions or as may otherwise be required by contract or law. Due to the high volume of responses, we will only be able to respond to candidates of interest. All candidates must have valid authorization to work in the U.S. Thank you for your interest in Panasonic Corporation of North America.
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The salary range below is just one component of Panasonic Connect's total package. Actual compensation varies depending on the individual's knowledge, skills, and experience. This role may be eligible for discretionary bonuses and incentives.
Salary Range
$70,000 - $85,000 + Commission Plan REQ-152357
