• Account Manager - Strategic Accounts (T&L)

    Location US-TN-Memphis
    Job ID
    88647
    Function
    Sales
  • Overview

    The Account Manager will be accountable for identifying and closing sales opportunities for one of Zebra's largest strategic accounts in the Transportation & Logistics (T&L) vertical. This position serves to partner with the current Account Executive to strategically cross-sell Zebra's product portfolio with an emphasis on next generation EAI (Enterprise Asset Intelligence) Technology. You will be expected to develop and maintain strong relationships with key customer contacts and leverage those relationships to Zebra’s advantage. Invaluable opportunity for someone newer in their sales career to learn from the ground up. 

     

    This role must be based in/around Memphis, TN. Relocation assistance will not be provided. 

    Responsibilities

    • 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

    • Bachelors or equivalent experience.
    • 2 + years of applicable experience, preferably in a direct selling capacity or experience within the T&L (Transportations & Logistics) Industry and/or current/previous experience with Zebra/Zebra products.
    • Proven track record of consistently achieving or exceeding quotas using a consultative/solution selling approach if in a current or previous sales function.
    • Self-starter, influencer, strategic and analytical.
    • Eagerness to continue to develop sales skills.
    • General technical understanding and enthusiasm for continuous learning.
    • Applies Solution Selling concepts to customer situations
    • Excellent communication and interpersonal skills

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