Overview
This position reports to the Senior Director, Regional Sales and has responsibility for reseller and end-user business within a defined sales territory; the main area of focus is on top Pro AV accounts in the region and deepening and developing relationships with the reseller’s sales teams; identify and develop prospective resellers; cover and manage events with local national accounts; and identify new end-user opportunities in various vertical markets.
At least 40% of the Regional Senior Account Manager’s (RAM) time should focus on growing end-user sales, including both new and existing accounts; investigating dormant accounts to determine if opportunities exist; develop and find new business within existing end-users; identify and develop relationships with key reseller salespeople; and create and implement a strategy to increase sales in various verticals such as higher education, corporate, signage and transportation.
Responsibilities
- Develop and maintain high-level account relationships through face-to-face meetings and ongoing communication
- Train account salespeople on Sharp products and programs
- Understand and promote all Sharp product lines and be able to effectively communicate their uses, functions, strategic solutions and relevant vertical markets
- Create marketing and sales-focused promotions designed to grow business at each account
- Work with accounts to support and staff regional end-user facing shows
- Track rebate programs; weekly open-ship reports; and allocated product
- Increase sales through operational excellence and account management
- Create and maintain a sales pipeline of a minimum of three times quota
- Up to 50% travel through territory
Qualifications
- Bachelor's degree in Marketing, Business, or equivalent
- Minimum 5 years’ experience selling in the Pro AV and IT channel; digital signage display and/or projector sales experience preferred
- Demonstrated ability to drive sales of a manufacturer’s full product line through channel partners while developing and managing account relationships
- Proven ability to develop and manage successful account business strategies that increase market share and profitability
- Strong written and verbal communication skills including influencing, sales and presentation skills.
- Experience with digital signage systems including, but not limited to video walls, multi-display arrays, digital menu board solutions, enterprise software signage solutions including direct view LED
- Technical product knowledge within the high-tech industry
- Experience with solution sales or consultative sales experience
- Support local reseller events; present product roadmaps, pricing and marketing promotions
- Host local technology showcases with resellers and distributors focused on LED and other technology
- Participate in local distributor shows and events; work with local distributor reps to develop reseller business; co-brand and share cost of reseller specific events
- Collaborate with inside sales team as needed to support second-tier reseller accounts for which they have primary responsibility
- Experience with Salesforce.com or other customer relationship management (CRM) tool and MS Office
- Travel up to 50%
About Sharp Imaging and Information Company of America (SIICA)
Sharp Imaging and Information Company of America (SIICA) is a division of Sharp Electronics Corporation, the U.S. subsidiary of Japan's Sharp Corporation, a global technology company which has been named to Fortune magazine's World's Most Admired Company List. Sharp strives to help businesses achieve Simply Smarter work by helping companies manage workflow efficiently, create immersive and engaging environments, and increase productivity. SIICA offers a full suite of secure printer and copier solutions, professional and commercial visual displays and projectors, software management and productivity software and markets durable Dynabook laptops. As a total solutions provider, Sharp has a reputation for innovation, quality, reliability, and industry-leading customer support expertise.
Employee Perks:
- Flexible hybrid work schedules.
- Comprehensive, family-friendly healthcare plans (medical, dental, vision).
- 401k retirement plan with a competitive match and plenty of financial support tools.
- Employee Assistance Plan to care for you and your family's mental and behavioral health, balance, and support. Financial protection for you and your family (life insurance and disability insurance)
- Rewarding and wholistic wellness program.
- Training, professional development, and mentorship
- Full suite of voluntary insurance benefits for financial planning (auto, home, ID protection and legal)
- Dynamic culture eager to innovate, enhance diversity, and work smarter.
The listed salary range or contractual rate excludes bonuses, incentives, differential pay, and any other forms of compensation or benefits. The starting salary will be determined by several variables, including but not limited to experience, education, training, certification, and location. You may also be eligible to receive an annual discretionary incentive award, commissions, and program-specific awards, which are subject to the rules governing these programs.
Compensation Statement
$100,700—$120,000 USD
Sharp Electronics Corporation is an equal opportunity employer – minority – female – disability - veteran.
As part of our recruitment process, Sharp Electronics may use automated tools, including artificial intelligence, to assist in the recruiting process. These tools are used to support, and not replace, human decision-making. We are committed to fair and equitable hiring practices, and all hiring decisions are made or reviewed by qualified personnel.
All applicants must be authorized to work in the US without sponsorship. All applications must include compensation expectations in order to be considered. Local candidates only, please.