Vertical Account Manager | Regional Sales Engineer | Strategic Account Managers | Key Account Manager
To successfully drive profitable growth within the defined vertical market(s); via existing account relationships and create and close new business development opportunities.
Ownership for a defined set of sales targets aligned to the responsibilities of the role, taking accountability for meeting and exceeding these targets over a sustained period.
Quantify, prioritize and develop new accounts in the region, driving market penetration, new business growth and share of wallet.
Manage existing account relationships. Identify opportunities to grow revenue in existing accounts. Maximize share of wallet and customer satisfaction through deployment of robust Account Plans.
Create and build value-adding relationships with key influencers and decision makers within Target Accounts. Identify opportunities and stimulate initiatives to strengthen the relationship.
Ensure timely and accurate reporting. Including reporting on funnel opportunity management, revenue forecasts, Account Plans, progress on initiatives and status of relationships.
Identify key influencing companies in end user supply chain and create opportunities. Co-ordinate with Channel Sales to extend influence and control through the value chain.
Demonstrate solid knowledge and understanding of the vertical market(s) and the target customers, keeping aware of key players, trends, and competitor activity.
Working closely with the Vertical Marketing team, successfully define customer and vertical market propositions that add quantifiable value for the customer.
Actively contribute to building distributed business knowledge about the vertical market(s) and specific accounts. Share intelligence across different teams within Belden.
Provide fact based input to Vertical Marketing and the Business Platforms to help specify new customer requirements.
Co-ordinate with the Pre-sales Consultancy team to ensure the customer receives the appropriate level of technical expertise and adequate support.
Co-operate across the region and the Global platform to share intelligence, knowledge, best practices and to deliver a coordinated approach to multinational target accounts.
Launch the interactive critical skills quiz to evaluate your current abilities.
Definition: Understands the best approach to communicate with each decision maker within the prospect organisation. Is comfortable influencing others and firmly negotiating at all levels to meet our objectives as well as those of the customer.
Definition: Identifies the opportunity within an organization and correctly selects the targeted individuals along with the appropriate investment of our resources in the pursuit of the business.
Definition: Identifies the prospect's business needs, key buying issues, and individual purchasing decision makers within the organisation before making a sales presentation.
Definition: Recognizes there are definite benefits sought by the prospect organization and there may be different issues to consider for each decision maker in that organization.
Definition: Recognizes that all participants in a negotiation have individual objectives. Is able to identify the various objectives and adapt strategies to fit the situation. Maintains focus on creating options for negotiable items while considering non-negotiable items. Always invests the effort to build a proposition that results in a win-win outcome.
Definition: Negotiates on value. Recognizes the need to adapt when the other side changes their approach. Knows when to walk away from a negotiation.
Definition: Dedicated to meeting the expectations / requirements of internal and external customers; uses first hand customer information to provide products / services with customers in mind; establishes and maintains effective relationships with customers and gains their trust and respect.