Strategic Account Manager - Hybrid

Love what you do. Support the pros behind the shows!

Work for a company that treats its employees like family! After all, Full Compass Systems is a family-owned business that has almost 50 years' worth of building relationships with our employees and customers. We are a one-stop shop for anything audio, video, lighting, and musical equipment related. We work with Fortune 100 companies, start-up companies, and every type of organization in between. Our benefits Include:

Hybrid Schedule

On-Site Restaurant

Volunteer Time Off

Paid Time Off

Health/Dental/Vision Insurance

401(k)

Position Summary

The Strategic Account Manager works as a large business to business ambassador for Full Compass and is responsible for managing and growing an assigned customer account base, prospecting new customers, and selling a wide variety of professional audio, video, lighting and conferencing solutions. This person must build trust and act as support for prospects, ensuring they lead to potential future sales. The core responsibility of the Strategic Account Manager is to work with and prospect the largest accounts that specifically benefit from a face to face relationship with Full Compass. A Strategic Account Manager must be a self-starter, exhibiting and managing high levels of productivity and organization, achieving assigned KPIs and Quota numbers.

Essential Job Functions

• Research and identify opportunities for prospective account development in strategically important large-customer growth areas (AVL contractors, General Contractors and Large End Users) such as franchise development, hotel development, and other rapidly growing areas that involve the acquisition of professional audio, video, lighting and conferencing equipment for scalable installation and support.
• Prospect for opportunities within account base at a high rate of effectiveness. Identify and develop strong B2B relationships with key stakeholders of existing accounts.
• Identify customer purchasing processes and procedures involved with the procurement of Full Compass' product offering to ensure a seamless sales process.
• Handle objections and cross-sell comparative product.
• Answer high level technical questions.
• Own, qualify, and develop opportunities passed from marketing and lead generation processes.
• Increase orders by suggesting related items, explaining features, and checking customers' buying history.
• Prepare, generate, and follow up on verbal or written quotations to secure orders or determine reasons for loss of orders.
• Review open customer order reports and acts on open items; specifically, those items that may be at risk in meeting the customer's promised delivery date.
• Meet and exceed performance measurements based on volume goals, profitability, and efficiency objectives.
• Offer value-added services to our B2B customers.
• Work closely, and communicate effectively, with internal sales support departments and Sales Management
• Maintain records of all sales leads and/or customer accounts.
• Educate customers relative to how products or services can benefit them financially and professionally.
• Monitor the company's industry competitors, new products, and market conditions for technology trends to meet customer's evolving needs.
• Attend mandatory vendor training and new product launch webinars.
• Maintain Full Compass' required technical competency levels across product categories through internal training and testing.
• Attend department and company meetings as assigned, either in person or via video. Remote Associates may periodically be required to attend in-person company events and/or training.
• Other duties as assigned.

Required Education and Experience

• Bachelor's degree.
• 10+ years of sales experience.

Preferred Education and Experience

• 10+ years of experience with the Pro Lighting, Audio, and Visual industry.

Qualifications

• Experience using Salesforce and/or another CRM system.
• Experience with the Pro Audio, Video, Lighting and Conferencing Industries.
• Proven results selling to the B2B / Contractor / Installation customers
• Understands the challenges faced by our business partners.

Competencies

• Strong negotiation skills.
• Strong interpersonal skills.
• Solid active listening and communication skills.
• Excellent time management skills.
• Exhibits a positive and professional attitude.
• Ability to multi-task.
• Strong problem-solving skills.
• Detail-oriented.

Work Environment

Work is performed in an office environment with up to 75% travel as necessary. The employee might be required to lift and/or move up to 25 pounds. The employee is required to sit for extended periods; frequently stand and walk; reach above shoulders; and use standard office equipment, including a computer, telephone, copier, printer, and virtual collaboration software. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.