Account Manager

Account Manager – Audio/Video/Lighting Systems Position Overview Ensure achievement of individual sales goals by deeply understanding client needs, communicating requirements to all stakeholders, coordinating a team-based approach to delivery, and verifying satisfaction throughout the project lifecycle. Coordinates with: Systems Designer, Project Lead, Shop Manager, Purchasing Associate, Field Manager, and Systems Design Manager.

--------------------------------------------------------------- Key Result Areas (KRAs)

• Account Management
• Manage client interactions across the full lifecycle: discovery (including APEx needs analysis), programming meetings, follow-ups, and ongoing relationship engagement.
• Capture physical and acoustical measurements as needed for potential projects.
• Close deals through proactive engagement and consultative selling.
• Achieve individual sales targets.
• Lead projects and cross-functional teams through a multi-department delivery model.
• Efficiency
• Maintain a personal sales process efficiency of 0.1 hours per $1,000 of sales value.
• Monitor engineering, installation, and training progress to ensure client satisfaction.
• Achieve a 30% win rate on opportunities.
• Performance
• Meet or exceed monthly/quarterly/annual sales goals.
• Maintain 95% proposal accuracy (scope, budget, and technical fit).
• Deliver an average ? 30% actual gross profit on sales.
• Ensure each assigned project is completed to company standards and AVIXA APEx standards.
• Participate in company improvement initiatives.
• Achieve 95% of prospecting targets each month/quarter/year.
• Earn 1 CTS RU (Renewal Unit) each month.
• Coordination
• Maintain accurate records in the company CRM.
• Coordinate with System Design and Support to ensure solutions meet standards and budget.
• Partner with the Sales Manager to schedule projects to organizational capacity.
• Work with project architects/owners and system designers to meet schedules, deadlines, and information needs.
• Collaborate with the Field Manager and Project Lead to support installation readiness.
• Provide Purchasing with accurate, timely materials lists by the purchasing deadline.
• Supply Accounting with complete, accurate details for invoicing; track client payments and follow up on late accounts.
• Coordinate client training to ensure full, confident system use.

--------------------------------------------------------------- Job Requirements

• Embrace and exemplify company core values.
• 5+ years selling audio, video, and lighting systems.
• Mastery of Outlook or customer database software.
• Strong interpersonal and communication skills; excellent writing ability.
• Proficient with Excel, Word, Outlook, OneNote.
• Mastery of proposal tools (e.g., Jetbuilt) and CRM platforms (e.g., Zoho).
• Self-motivated, collaborative team player; detail-oriented and conscientious.
• Strong organizational skills and professional presence; adheres to company dress code.
• Punctual and dependable; available evenings/weekends/OT as client service requires.
• Valid driver’s license, good driving record, and reliable transportation; eligible to drive company vehicles per fleet policy.
• Willing to travel within the U.S. as required.
• Active participation in at least one local professional association (e.g., Rotary, Chamber of Commerce).

--------------------------------------------------------------- Education & Professional Development

• Bachelor’s degree in Marketing, Business Administration, or equivalent sales experience.
• CTS certification (Certified Technology Specialist) required or in progress.
• Strong commitment to continuous learning and process improvement.
• Working knowledge of audio, video, acoustics, and theatrical lighting systems.