Account Manager

US-MN-Eden Prairie
Job ID
37837
Function
Sales

Overview

Takes ownership of assigned end-user account(s) or territory; develops and executes sales strategy for assigned account(s) or territory with manager’s input; develops strong relationships with key customer contacts and leverages to Zebra’s advantage; creates and delivers high impact sales presentations and capable of product training; often used for those with strong technical background but limited sales experience or strong sales with limited product/market understanding.

Responsibilities

 

  • Draw the sales plan for nominated territory accounts as directed by Management
  • Meet sales quota set by the company by creating sales opportunities within identified accounts list and close buisness on time
  • Identify, qualify and develop new business opportunities with end users and work collaboratively with the Zebra Technologies channel

  • Correctly forecast business and maintain a sufficient pipeline of opportunities for each quarter with a 12 month outlook
  • Work with a team of industry and product experts to formulate plans that support the sales effort
  • Have drivers license and able to travel to customer meetings
  • Travel interstate or overseas on occasion as required
  • Forecast and provide the management with regular updates and reports including sales forecasts, competitive analysis, and opportunities
  • Assist company to develop appropriate sales strategy in the local country
  • Continuously learn about Zebra Technologies products, industry trends and related technologies
  • At least 3 years working sales experience in Information Technology
  • Exceptional communication and presentation skills
  • Excellent spoken and written English
  • Demonstrated ability to grow C-level relationships with customers
  • Good business acumen, independent, self-motivated, organized and good in managing priority
  • Must be customer-oriented, ability to influence customers at all levels and a strong team player with a partnering mindset
  • Ability to work with initiative and under pressure
  • Experience selling to retail, transport, logistics or healthcare industries would be a plus

  • Knowledge/Expertise
    • Technical Skills - Uses moderate domain / solutions knowledge
    • Knowledge of Zebra - Utilizes solid understanding of all Products/Services in business
    • Sales Skills – Applies Solution Selling concepts to customer situations; excellent communication and interpersonal skills
    • Managerial Skills - Understands policies and practices related to role and shares ideas for improvement
    • Business Acumen - Understands and explains how Zebra solutions can help customer’s business results; obtains profitable revenue growth via value proposition vs. competition
    • Market/customer Knowledge – Uses full knowledge of customer’s business and market economics / trends to position effectively versus competition
  • Solution Complexity/Strategic Thinking
    • Nature of Problems Solved – Solves routine problems of moderate complexity (e.g. verifying technical compatibility) at the customer level
    • Role in Addressing Problems – Understands and resolves problems with support from technical resources
    • Complexity of Solutions – Typically medium complexity (e.g. value proposition vs. competition), but may have some complex projects that require unique coordination of technical resources
  • Freedom to Act 
    • Level of Guidance – Works under general supervision. Makes decisions of moderate complexity that impact deliverables of projects; exercises judgment in approach, sometimes requiring and assessing tradeoffs
    • Takes Direction From – Group Manager and Directors
  • Customer Interface
    • Role – Acts independently or as a team lead for ad-hoc teams
    • Level of Customer Contact – Buyers / decision makers for small and mid-sized deals and end users
    • Main Level of Interaction – Responsible for influencing the customer to purchase moderate size projects
    • Required Knowledge of Customer – Operational strategies for success and competitors
  • Accountability 
    • Business and Financial Impact – Responsible for individual revenue attainment with established prices and personal expenses
    • Relative Size and Scope – Moderate to average individual quota size for business and like roles
    • Types of Projects – Many transactions with some moderately complex deals
    • Strategic Impact for Zebra – Medium/mid-term

Qualifications

  • Preferred Education:
    • Bachelors or equivalent experience.
  • Preferred Work Experience (years):
    • 5 years of applicable work experience
  • Key Skills and Competencies:
    • Uses moderate domain / solutions knowledge
    • Applies Solution Selling concepts to customer situations; excellent communication and interpersonal skills
    • Understands policies and practices related to role and shares ideas for improvement

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