Channel Account Manager - Mission Critical

Division: Fortress Perimeter Solutions

Manager: Channel Sales Director - Commercial

FLSA Status:  Exempt

Location:  Remote within territory

OVERVIEW

The Channel Account Manager is responsible for driving sales of commercial perimeter security solutions for mission-critical facilities. This role builds strategic partnerships with contractors, dealers, distributors, developers, architects, and other applicable decision makers with the ultimate goal to increase revenue within the assigned territory. 

This position will be based out of a home office and requires regular travel within the assigned territory. 

OUR PURPOSE

Build and invest in businesses that positively impact the world.

OUR NICHE

Fostering and developing products, solutions, and systems.

OUR CORE VALUES

Lead with Positivity and Respect – We foster trust, optimism, and respect in every interaction.

Compete as a Team – We foster collaboration and teamwork, knowing we win together.

Innovate with Purpose – We create bold, lasting solutions that make a real impact.

Inspire Growth – We fuel the growth of people, businesses, and brands through bold ideas and relentless execution.

Own It and Deliver Value – We take responsibility, act with clarity, and ensure our work creates real impact.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.

• Exceed sales goals as a team – Compete as a Team .
• Work cohesively as a team with Inside Sales to plan meetings and attack each market.
• Own the commercial/mission critical contractor.
• Build & own the relationships with the contractors, dealers, distributors, architects, mission critical facilities and other key decision-makers.
• Manage commercial, mission critical, and high security quotes (Salesforce).
• Build and maintain relationships with distributors and contractors.
• Manage the onboarding process for new customers.
• Forecasting for SIOP.
• Issue customer credits for Director approval.
• Product knowledge training for all customers.
• All day-to-day activity conducted in Salesforce.
• Determine the pricing structure and multipliers for each customer.
• Conduct effective CEU presentations.
• Conduct and report competitive market analysis, competitive intelligence, and other sales-related information.
• Participate in regional conference calls, meetings, and trade shows.
• Provide weekly report to Channel Sales Director - Commercial.

SUPERVISORY RESPONSIBILITIES

• None

COMPETENCIES: To perform the job successfully, an individual should demonstrate the following competencies:

Achievement Focus – Sets and achieves challenging goals; demonstrates persistence and overcomes obstacles; measures self against standard of excellence; recognizes and acts on opportunities; takes calculated risks to accomplish goals.

Adaptability – Adapts to changes in the work environment; manages competing demands; changes approach or method to best fit the situation; able to deal with frequent change, delay, or unexpected events.

Attendance/Punctuality – Is consistently at work and on time; ensures work responsibilities are covered when absent; arrives at meetings and appointments on time.

Business Acumen – Understands business implications of decisions; displays orientation to profitability; demonstrates knowledge of market and competition; aligns work with strategic goals.

Communications – Expresses ideas and thoughts verbally; expresses ideas and thoughts in written form; exhibits good listening and comprehension; keeps others adequately informed; selects and uses appropriate communication methods.

Consultative Selling – Qualifies potential customers; builds rapport and establishes trust; asks questions to discover client business needs; applies product and market knowledge effectively; presents solutions that meets customer objectives; manages and documents sales process.

Continuous Learning – Assess own strengths and weaknesses; seeks feedback to improve performance; pursues training and development opportunities; strives to continuously build knowledge and skills; shares expertise with others.

Cooperation – Establishes and maintains effective relationships; exhibits tact and consideration; offers assistance and support to co-workers; works cooperatively in group situations; works actively to resolve conflicts.

Customer Focus – Identifies and prioritizes customer needs and recognizes constraints; responds promptly to customer needs; seeks to find out more about customers and provide a better product or service; adopts professional approach to customers; is reliable and delivers on promises.

Initiative – Volunteers readily; undertakes self-development activities; seeks increased responsibilities; takes independent actions and calculated risks; looks for and takes advantage of opportunities; asks for and offers help when needed.

Organization Support – Follows policies and procedures; completes administrative tasks correctly and on time; supports organization’s goals and values; benefits organization through outside activities.

Problem Solving – Identifies and resolves problems in a timely manner; gathers and analyzes information skillfully; develops alternative solutions; works well in group problem solving situations; uses reason even when dealing with emotional topics.

Professionalism – Practices good hygiene and presents an appropriate professional appearance; understands how one is perceived by others; takes actions intended to have a position effect on others; makes a friendly impression on others by using good eye contact and using names whenever possible; develops and maintains positive working relationships and maintains a pleasant work attitude.

Teamwork – Balances team and individual responsibilities; exhibits objectivity and openness to others’ views; gives and welcomes feedback; contributes to building a positive team spirit; puts success of team above own interests; able to build morale and group commitments to goals and objectives; supports everyone’s efforts to succeed.

Technical Expertise – Effectively applies technical knowledge to solve a range of problems; develops solutions to problems that cannot be solved using existing methods or approaches; is sought out to provide advice or solutions in the area of expertise; keeps informed about current developments in the area of expertise.

QUALIFICATIONS: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education/Experience/Additional Requirements

• Bachelor’s degree preferred.
• Minimum of 3-5 years of sales experience in the building materials, mission critical, or construction industry, ideally selling commercial perimeter security solutions.
• Strong technical aptitude and understanding of building materials industry.
• Willingness and ability to structure productive activity plans from a home office environment with little to no supervision.
• Excellent interpersonal, written, and verbal communication skills.
• Ability to design and execute a sales plan to drive intended results.
• Driven personality with a “winning” attitude.
• Must be a team player with dedication to the commercial channel’s success.
• Proficiency in Salesforce.
• Proficiency in Microsoft Office 365 Suite (Word, Excel, PowerPoint, Outlook).
• Willingness and ability to travel overnight 40% -50% of the time.
• Bilingual – English/Spanish a plus.

Certificates/Licenses/Registrations

• None

WORK ENVIRONMENT:  The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

This job operates primarily in a professional office environment. This role routinely uses standard office equipment. Some of the work may be required in the operating units which can require usage of required personal protective equipment including steel toe shoes, hearing protection, etc.

PHYSICAL DEMANDS:  The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to sit, stand; talk, hear, and use hands and fingers. Specific vision abilities required by this job include close vision requirements. Light to moderate lifting is required. Ability to manage the physical demands and stress of traveling is essential.

ACKNOWLEDGEMENTS:  The above job description is intended to convey information essential to understanding the scope of the position and is not an exhaustive list of skills, efforts, duties, responsibilities, or working conditions associated with it. Responsibilities may change based on organizational needs and other factors.