Vertical Sales

Vertical Account Manager | Regional Sales Engineer | Strategic Account Managers | Key Account Manager

 

My Objective

To successfully drive profitable growth within the defined vertical market(s); via existing account relationships and create and close new business development opportunities.

Principle Job Accountabilities

  • Sales Targets

    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.

  • Develop New Accounts

    Quantify, prioritize and develop new accounts in the region, driving market penetration, new business growth and share of wallet.

  • Manage Existing Relationships

    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 New Relationships

    Create and build value-adding relationships with key influencers and decision makers within Target Accounts. Identify opportunities and stimulate initiatives to strengthen the relationship.

  • Reporting

    Ensure timely and accurate reporting. Including reporting on funnel opportunity management, revenue forecasts, Account Plans, progress on initiatives and status of relationships.

  • Identify Key Influencers

    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.

  • Vertical Markets

    Demonstrate solid knowledge and understanding of the vertical market(s) and the target customers, keeping aware of key players, trends, and competitor activity.

  • Define Vertical Propositions

    Working closely with the Vertical Marketing team, successfully define customer and vertical market propositions that add quantifiable value for the customer.

  • Teamwork

    Actively contribute to building distributed business knowledge about the vertical market(s) and specific accounts. Share intelligence across different teams within Belden.

  • Fact Based Input

    Provide fact based input to Vertical Marketing and the Business Platforms to help specify new customer requirements.

  • Technical Expertise

    Co-ordinate with the Pre-sales Consultancy team to ensure the customer receives the appropriate level of technical expertise and adequate support.

  • Multi-National Accounts

    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.

Knowledge & Experience


  • Educated at least to degree level in a relevant field – Engineering or other technical field and / or Business (marketing, administration, economics) or possess a track record in professional career relevant to accountabilities of the role
  • Experience of working within a B2B sales environment essential – to include knowledge of a channel sales (distributor) environment
  • Experience of using standard business reporting tools and reporting on key metrics
  • Experience of managing accounts in a structured methodology including account plan reviews. Working experience of Miller Heiman methodology advantageous
  • Experience of working within an international environment advantageous
  • Ability to develop successful cross functional relationships internally
  • Ability to manage time and resource effectively, managing multiple activities successfully
  • Ability to travel in order to fulfil the duties of the role essential
  • Demonstrate ability to work effectively with the relevant Belden portfolio – technical expertise not required but an appreciation and ability to understand product applications is essential
  • Demonstrate excellent communication skills, both verbally and in writing
  • Proven track record within a sales role in a market and industry relevant to the role
  • Demonstrate successful track record of managing projects and initiatives
  • Business level English essential plus local language
  • Computer literacy essential
  • Demonstrate the Belden Values

Developing Critical Skills


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Communicates with Key Buyers

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.

Developing

Has regular dialogue with key contacts within the Customer. Knows the names & job titles of senior management. Contacts within the customer are at Purchasing or Technical level. Dialogue is focussed on Product and Price.

Proficient

Understands the best approach to communicate with each decision-maker within the prospect organization. Is comfortable influencing others and firmly negotiating at all levels to meet our objectives as well as those of the customer.

Advanced

Uses market trends and knowledge of the customer's strategic priorities to attract interest at Senior Management and Executive Levels. Maps the decision making structure and tailors dialogue to the job title of the Key Buyer.

Selects appropriate prospects

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.

Developing

Can prioritize key criteria that makes a customer a good fit. Has a definition of what is a qualified opportunity. Would benefit from qualifying opportunities more clearly. Has low funnel integrity at early funnel stages. Has low frequency of walking away from low probability opportunities.

Proficient

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.

Advanced

Judges the attractiveness of the Account based on leading indicators of success such as Strategic common interests, growing revenues, Channel alignment and product fit.

Understands Prospect Company

Definition: Identifies the prospect's business needs, key buying issues, and individual purchasing decision makers within the organisation before making a sales presentation.

Developing

Has basic understanding of customer's business, it's customers & it's structure. Identifies possible technical fit of product & potential financial value but this is through a single Buying Influence. Often treats all opportunities as qualified.

Proficient

Identifies the prospect’s business needs, key buying issues, and individual purchasing decision-makers within the organization before making a sales presentation.

Advanced

Is able to link Market Trends with the Strategic Priorities within the Customer. Is literate is different organisational structures and quickly attunes to the political landscape within the customer.

Understands Buying Motives

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.

Developing

Identifies Buying Influences within the Account & their preferences. Can articulate the product environment our solution fits into but is limited or no visibility beyond product and technical attributes.

Proficient

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.

Advanced

Understands the Business Results that each of the Buying Influences are looking for. Also has an understanding of the political influences on the sale and the Personal Wins or areas of Risk for Buying Influences in this decision.

Negotiation: Understands Issues / Motivations

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.

Developing

Understands what the Account is looking to achieve in their business with Belden products. Adopts a negotiation approach but this is not overly influenced by the objectives of the other party. Does not yet recognize the wider view of what can take place within a negotiation.

Proficient

Recognizes 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.

Advanced

Links the motivations of the participants to politics and priorities in the Customer's business. Understands the difference between Position and Interests. Looks for Win Win solutions and can break deadlock when emotions run too high.

Negotiates Strategically / Tactically

Definition: Negotiates on value. Recognizes the need to adapt when the other side changes their approach. Knows when to walk away from a negotiation.

Developing

Has a plan to trade things of value to the customer to protect margins. Makes some preparations prior to commencing a negotiation but this is often limited in nature and does not identify components of the deal or a trading strategy.

Proficient

Negotiates on value. Recognizes the need to adapt when the other side changes their approach. Knows when to walk away from a negotiation.

Advanced

Thoroughly prepares components of the deal, a trading strategy and entry and exit points. Sets headline goals at the beginning of the Negotiation. Is specific on demands and general on concessions. Trades according to Cost to Us verses Value to Them.

Customer Focus

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.

Developing

Identifies & understands the overall business objectives of the Account. Primarily prioritises internal, operational matters over customers.

Proficient

Is dedicated to meeting the expectations and requirements of internal and external customers; gets first hand customer information and uses it for improvements in products and services; acts with customers in mind; establishes and maintains effective relationships with customers and gains their trust and respect.

Advanced

Deep knowledge of customers marketplace and the opportunities and threats that customers face. Connects Belden's go to market strategy with addressing issues in the customers business.