Overview
The Key Account Manager is responsible for development of assigned Key Accounts to increase Panasonic Professional Video, Audio, & Solutions sales, profit and market share through direct engagement, partnership, & collaboration. Responsibility inclusive of utilizing PAVNA value propositions (i.e. product, solutions, engineering, marketing, etc.) to drive demand, revenue, grow market share, and meet company goals & objectives.
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
Key Account Manager (50% of time)
Responsible for sales achievement at Key Accounts.
Interface at HQ level and directly call on all stakeholders within assigned named Accounts.
Establish strategies and sales growth initiatives of all assigned Panasonic Video & Audio Products, Solutions and Services within assigned Key Account list.
Develop and maintain annual strategic business plan for each assigned Key Account.
Provide Quarterly Business Reviews to top named accounts, grow markets for Panasonic products, solutions, & services.
Become heavily engaged throughout Key Accounts for top-to-bottom Panasonic influence.
Meet or exceed assigned monthly, quarterly & annual quota for products, solutions, and services along with achieving strategic goals / targets as assigned by sales management.
Facilitate appropriate technical and product training of all purchased products within Key Account.
Work closely with Management, Marketing, Product Management, Engineering, & Operations
Facilitate introduction, contact mapping, and growth strategies with field offices and local Panasonic representation.
Collaborate with industry partners to identify, qualify, and attend mutually rewarding events, sales activities, strategies, and business opportunities for incremental sales growth.
Market Development (20% of time)
Identify & map regional Key Account sales offices to local Panasonic representation.
Align appropriate PAVNA resources with Key Account counterparts to provide critical market feedback to Product management, marketing and factory to facilitate market growth.
Understand the Key Account business model, collect, analyze and disseminate Key Account market news, customer data, and competitive information to educate and provide market readiness to the PAVNA Sales team, product management as well as headquarters and factory management.
Identify, subscribe to, & participate in events/trade shows/associations & periodicals to market company products, solutions, and services capabilities.
Strategic Marketing (10% of time)
Work with the appropriate marketing team members in the development and execution of Key Account market messaging, strategies, promotions, and other tactics designed to generate awareness for Panasonic, produce actionable leads, and grow the pipeline for the sales team.
Work with the marketing & product management teams to identify and develop beneficial resources of demand creation initiatives such as sales presentations, collateral pieces, promotions, ad campaigns, & social media.
Coordinates strategic marketing activities, align resources, and implement initiatives to effectively promote Panasonic products & solutions to assigned Key Accounts.
Administration (20% of Time)
Effectively manage all administrative duties and reporting in a timely manner.
Including but not exclusive to Salesforce, pipeline and opportunity data maintenance, sales forecasting, & Product-Sales-Inventory (PSI).
Additional reporting on activities, vertical news, technology, information, solution development, and various headquarter requests.
Monitor & achieve all HQ required KPI's.
Manage & coordinate individual meetings, travel, & expenses.
Qualifications
Essential for success are a strong combination of strategic and creative talent, strong internal motivation, and a bias for action. The position is also highly dependent on developing relationships - both external to Panasonic and internally. Requirements include excellent interpersonal skills, a strong orientation to entrepreneurship yet with ability to work very effectively in virtual teams. Polished professional with excitement and energy for assigned key accounts and understanding/learning about emerging visual communication/audio-visual technologies to be the "face" of Panasonic.
Scope
This is an individual contribution role with primary responsibility of increasing Panasonic sales within assigned Key Accounts. Matrix collaboration is required between sales, marketing, product marketing, product engineering and factory management.
Education & Experience
Bachelor's degree in Business, Marketing, Computer Science, Information Systems, or similar related field required.
4-6+ years of experience in direct and indirect based business development & selling of visual communication products related to commercial grade Professional Video & Audio (cameras, switching, head-end) technologies, workflows, and managed services.
Industry certifications preferred
Problem Solving
Self-motivated, resilient, can-do attitude to overcome obstacles and find resolution in sometimes difficult conditions.
Excellent judgment and be able to work in a challenging matrix management environment.
Able to navigate informal structures making work related contacts and collaborate with internal resources to accomplish company goals.
Strategic thinker who takes systematic approaches to solving problems to ensure customer satisfaction and achieving company goals.
Understanding of pipeline management discipline.
Communications
Key communications contacts (internal/external) and level of persuasion required.
Excellent communications skills both written and verbal required.
Strong team building, interpersonal and project management skills required.
Able to cultivate relationships of C-Level individuals within strategic, high-value end-user customers.
Passionate company advocate with ability to negotiate at all levels of customer engagement.
Must have the ability to explain complex systems in a simple and easy-to-understand manner.
Skilled presenter who is comfortable with one-on-one or large group audiences.
Other Requirements e.g. Working conditions, physical requirements, travel, etc.
Microsoft Office including Word, Excel, PowerPoint
CRM software including customer contact, sales pipeline and opportunity data management (Salesforce preferred).
Travel up to 50% of the time , some weekend work, hours of work may vary due to business travel, customer availability and trade show involvement.
Candidates close to our Newark, NJ office or Metro NYC will be given strong preference since we have some key clients in the area.
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
$165,000 - $180,000 OTE REQ-152357
