职位介绍

Position Summary:
• The Territory Account Manager is responsible for driving revenue and increasing market share across Southern China. The position responsibilities include business development and growth and maintenance of existing end/user clients. Additionally, the TAM is responsible for identifying and supporting key channel partners operating in the assigned territory. Applicant should have previous geographical territory experience and general understanding of the IT channel.
• ACTIVITY/ PERFORMANCE MEASURES: Will be assigned and have overall performance measured by attainment of annual sales quota, with additional performance metrics that may include:
o Activities and Events
o Sales by Channel Partner or Direct Sales
o Service Sales
o Net New Client Sales
o Sales by Product Family
Position Responsibilities:
• Responsible for revenue targets and market share growth, as well as client satisfaction of all account(s) in assigned territory.
• Day to day use of CRM (saleforce.com), including pipeline management and ensuring client data is well maintained and documented.
• Embrace and utilise Ergotron’s Sales Process.
• Develop an effective territory plan with KPI’s, market intelligence, key contact identification, partner base growth objectives, and planning of salesforce event goals required for attainment of assigned quota.
• Prospecting at multiple levels within an organisation, identifying the decision makers, displacing an incumbent or competitor, and servicing the territory’s installed base.
• Establish and build influential channel partner relationships within the Healthcare, IT, Education and Furniture industries.
• Work collaboratively with other TAM’s and Regional Directors on national and enterprise accounts, as well as strategic initiatives.
• Present at tradeshows and events to build brand recognition and thought leadership.
• Support product demonstrations, installations, end user and partner events, and provide follow up on seed unit placements.
• Work closely with distribution partners to facilitate efficient sales transactions, on-time delivery, order accuracy, and positive client experience.
• Act as a champion and interface between partners, clients, and Ergotron.
Position Requirements (Knowledge and Experience):
• Bachelor degree in Business, Marketing or equivalent preferred.
• 6-8 years of proven, successful experience in field sales within the assigned territory.
• Experience selling into hospitals, education or commercial furniture highly preferred.
• Proficient in Microsoft Office (including Excel, PowerPoint and Outlook), CRM (salesforce.com)
• Experience selling within an IT Channel Distribution model
• Demonstrated knowledge of selling within technical environments including calls on key decision makers and all other technical and business influencers required.
• Must demonstrate knowledge and competency in territory sales management, including prioritisation, quota attainment, sales presentations, short term, mid-term, long term opportunity management.
• Must have experience obtaining a quota of $2M+. Preference will be given to those who can provide documentation of this.
• Must have excellent oral and written English language skills.
• Must hold a passport and be able to travel internationally.
• Must be able to travel up to 50% of the time in territory.
• Must be able to work from home.
3097 0796-0|171 3897 7411 03• Must be able to perform the physical requirements of the job as described to you for the position.