Major Account Executive

About Ergotron:

Ergotron, Inc. is a global leader in designing ergonomic solutions that connect people and technology to enhance human performance, health and happiness. Using the Technology of Movement™, Ergotron builds products and custom solutions that help people feel a new sense of energy in healthcare, industrial and office settings, both at home and on-site. 

Through its 40-year history, Ergotron has led the industry with innovative, professional-grade products and customer-focused service. The company has earned more than 200 patents and established a growing portfolio of award-winning brands including WorkFit® and CareFit™, and patented Constant Force™ and LiFeKinnex™ technologies. Ergotron is headquartered in St. Paul, Minnesota, with a presence in North America, EMEA and Asia Pacific. For more information, please visit www.ergotron.com. 

SUMMARY

The Territory Account Manager (TAM) is responsible for driving revenue and increasing market share in the designated geography (Australia and New Zealand). The position responsibilities include business development, and growth and maintenance of existing end/user clients. Additionally, the TAM is responsible for identifying and supporting key channel partners operating in the assigned territory. Applicant should have previous geographical territory experience and a general understanding of healthcare workflows or have experience selling into the healthcare enterprise. 

This role will be responsible for territory coverage across Queensland, South Australia, Western Australia, and also assisting with our New Zealand business.

MINIMUM REQUIREMENTS

Education

BS/BA degree in Business, Marketing or other related field required

Experience

• 3-5+ years selling in one of our target market verticals with responsibility for relationship management, demand generation, prospecting, and territory/account management
• Strong knowledge and experience in healthcare industry preferred, with ability to understand intricacies of client workflows and needs 
• Demonstrated strong knowledge of IT equipment and its utilisation in the healthcare, advanced manufacturing or IT industry
• Prospecting at multiple levels within an organization, identifying the decision makers, displacing an incumbent or competitor, and servicing the territory’s installed base
• High business acumen relative to business operations in addition to channel/distribution operations
• Current passport and the ability to travel internationally
• Current drivers license and roadworthy vehicle
• Strong written and spoken English language skills
• Ability to work from home
• Physical capabilities to assist with product demonstration and installation 

Knowledge and Skills

• MS Office Suite proficiency with ability to develop client-ready presentations in PowerPoint and conduct basic database tasks in Excel
• Salesforce.com experience preferred

Responsibility / Accountability Categories

Account Planning / Selling

• Develop and manage the sales strategy for assigned accounts
• Manage and develop partner relationships at a reseller and distributor level
• Research both existing and potential partner and end user accounts, identifying opportunities for expanding revenue, product offerings
• Research and qualify prospective resellers, and end user customers and their key decision makers 
• Build expertise in Ergotron value proposition and products within the partner channel
• Prepare and deliver Quarterly Business Reviews with Tier 1 partners
• Provide training and support to local resellers on Ergotron products and value proposition 
• Actively liaise with local resellers to build rapport and provide expertise on Ergotron products; enabling collaboration on opportunities
• Coordinate with leadership and marketing to create relevant marketing materials/content for effective sales facilitation
• Attend and support industry relevant exhibitions 

Non-Selling Time

• Salesforce.com opportunity and partner management, aligned with Company process and policies
• Reporting requirements as needed
• Expenses, trainings, documentation aligned with Company policy
• Provide relevant internal and external assistance on customer care and warranty instances. 

Travel

• Time traveling to customers, participating in healthcare events, presenting and demonstrating Ergotron value to customers

PERFORMANCE CRITERIA

Account Planning

• Develop & execute strategic plans to further penetrate and cultivate new business
• Develop & execute plans to maintain and grow current account sales

Sales Targets

• Achieve sales growth targets
• Achieve specific Key Performance Indicators (KPIs) as delivered quarterly and annually

CORE COMPETENCIES

Ensures Accountability

• Holding self and others accountable to meet commitments.

Decision Quality

• Making good and timely decisions that keep the organization moving forward.

Plans & Aligns

• Planning and prioritizing work to meet commitments aligned with organizational goals

Collaborates

• Building partnerships and working collaboratively with others to meet shared objectives.

Communicates Effectively

• Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences.

Drives Engagement

• Creating a climate where people are motivated to do their best to help the organization achieve its objectives.

Manages Ambiguity

• Operating effectively, even when things are not certain, or the way forward is not clear.

Develops Talent

• Developing people and self both to meet career goals and the organization’s goals.

Customer Focus

• Building strong customer relationships and delivering customer-centric solutions.

ERGOTRON CORE VALUES

• Innovation - Unearth insights to think anew.
• Continuous Improvement - Always design a better experience.
• Customer Obsessed - Our reputation rests with our customer’s experience.
• Integrity - Do the right thing. Treat others with respect.
• Openness - Open to ideas and feedback. Act with transparency. Trust one another.
• Ownership - Own your role and act when ownership is needed.