Account Executive

Job Description

Job Description

IMS is seeking an AV Account Manager who will increase market share, uncover new opportunities, and drive solutions with new and current clients. The AV Account Manager must be comfortable working in a fast-paced environment with a customer-first approach. The position will require consultative selling, design assistance, multitasking and forward thinking. The candidate must have a resilient personality, a positive outlook, and an understanding that this role will require hard work and dedication to be successful.

Position Overview:
As the AV Account Manager, you will play a pivotal role in driving revenue growth, and business development for the company. You will work closely with Sales and Service management to create and execute a sales strategy that aligns with the company’s aggressive growth goals, ensuring our market position strengthens as we scale.

Requirements:

• Proven ability to manage an individual sales pipeline, forecast accurately, and have a track record of closing net new logo’s and success in corporate sales.
• Comfortable with prospecting, presenting, lead qualification, and consultative solution selling.
• Strong written and verbal communication skills.
• Proficient in building and maintaining relationships with senior decision-makers.
• Ability to collaborate with technical teams to scope solutions and align client needs to IMS offerings.

• Self-motivated with a hunter mentality yet organized and detail-oriented.
• Goal-driven and able to meet or exceed monthly/quarterly targets.

Responsibilities:

• Prospect, generate, and track leads using IMS’s CRM solution.
• Build and maintain a healthy sales pipeline with accurate opportunity tracking.
• Conduct needs assessments and position IMS integration projects and service offerings as tailored solutions.
• Achieve sales targets for new projects and recurring revenue offerings.

• Increase AV sales in our local markets - through new account acquisition
  • Meet and exceed gross margin goals and key objectives
  • Leverage internal tools and resources, market intelligence and field/local input to identify key areas of growth
  • Create and manage customer profiles to illustrate opportunities and success
• Strengthen current customer relationships through proactive call out campaigns, educating customers and providing overall AV guidance and solutions through solid product knowledge of top AV products, proactive promotion, product demonstrations and trainings
• Create and/or develop relationships with suppliers and suppliers’ representatives
• Provide market intelligence and guidance
• Demonstrate value-based benefits of IMS solutions, and deliver a solid company elevator pitch and presentation.
• Serve as the go-to AV expert, staying up to date with the latest product updates and new technologies in the AV marketplace.
• Sell a range of AV solutions including system design, integration, hardware, software, and ongoing support services
• Develop and manage a portfolio of new and existing clients across corporate, education, healthcare, government, and other verticals

Qualifications:

Experience & Knowledge

• Minimum of 7 years of successful sales experience in corporate AV sales.
• Strong understanding of strategic selling strategies for AV products and service-based sales.
• In addition to knowing the latest AV products and industry trends, knowledge of IT infrastructure, cloud, and support services preferred

• Effective communication, negotiation, and relationship-building skills, particularly with Senior level executives.
• Proven track record of consistently exceeding services sales quotas in a hunter role.
• Exceptional communication, presentation, and relationship-building skills.
• Strong negotiation skills and ability to close complex, consultative deals.
• Bachelor’s degree in Business, IT, or related field preferred, but not required.
• Familiarity with ConnectWise PSA is a plus

Why Join Us:

• Join in to the growth strategy of an industry leader poised for rapid growth.
• Opportunity to shape the future of a high-potential AV provider in a dynamic market.
• Access to an experienced and collaborative team, with opportunities for professional growth and advancement.
• A high-impact role with the ability to make a lasting impact on the company’s trajectory