Territory Account Manager

At Panduit, we don’t just offer a job – we offer a career where your contributions directly impact our customers, the environment and our company’s success. You’ll have the opportunity to grow, innovate, and be a part of an inclusive team that celebrates both individual and collective achievements. If you’re ready to elevate your career and help us deliver exceptional experiences to our customers, apply today and make your mark with Panduit!

Territory Account Manager - Responsible for Pandit Business in Argentina - Uruguay and Paraguay

 

ESSENTIAL RESPONSIBILITIES:

• Responsible for high revenue generation in more complex accounts/territories.  Continuously scans for prospects to achieve new business, expands offerings within the account, and populates account pipeline consistently and on a timely basis.  Priority is to find accounts that meet the customer profile and which provide repeatable profitable business. (20%)

• Cultivates and develops trusted advisor status: Ensures that product or service value propositions align and resolve customer needs, provides on-demand consultative advice, checks the accuracy and utility of recommendations and avoids making inaccurate statements. Is the primary client liaison and is responsible for managing all aspects of the growth process including building awareness of products and solutions within a specific Business Unit.  In addition works with internal clients in Supply Chain, Pricing, Logistics, Customer Service, Finance, Marketing, and HR. (20%)

• Identifies, creates and qualifies opportunities:  Assesses clients, including balance sheet and business health to determine the feasibility of partnering. Identifies and aligns required resources for pursuit and future solution deployment, determines scope and nature of the opportunity to determine feasibility in pursuing the deal.   Uses CRM for account care. (10%)

• ​​Positions value propositions to meet customer needs and end-user business priorities; communicates key competitive advantages; works with others to ensure appropriate pricing and manages the milestones essential for timely proposal delivery. Secures preference for Company products on discretionary business and specifications, and drives customer mindsets from products to solutions. (10%)

• Maintains opportunity momentum to expand business: Capitalizes on early wins and customer satisfaction to expand business within the account within their Business unit or by introducing relevant Panduit account management teams. (10%)

• Documents account plans and business forecasts: Develops strategies and plans for managing account pursuit activities; prioritizes and coordinates opportunity pursuit across multiple accounts to maintain a healthy commercial funnel; and develops, communicates, and monitors business forecasts to ensure accuracy. (10%)

• Builds client executive business relationships: Expands account penetration by building strong relationships and leveraging them to achieve exposure to business planning Effectively and professionally articulates the solution proposed to resolve the priority issues of the client’s business. Ensures that all generated business is referred back to chosen partners and this referred business is leveraged either directly or indirectly through the channel accounts to improve discretionary business through the channel.  (10%)

• Aligns tactical activities to support strategic business plans: Provides input to organizational planning, sets priorities and expectations; identifies and addresses an opportunity or resource gaps; adjusts plans to local requirements and ensures alignment of all activities with upper management strategies, corporate direction, and goals.  Effectively uses all resources.  When required, manage any channel conflict that may arise as a result of trying to close a business that occurs via one of our channel partners. (10%)

EDUCATION AND EXPERIENCE:

•  ​Preferred Degree:    Bachelor’s degree strongly preferred ​

Experience: 

• ​Has 7+ years of outside commercial capacity including the proven ability to develop accounts; penetrate new accounts and lead account teams to drive the right solutions. 

KNOWLEDGE, SKILLS, AND ABILITY:

• Ability to understand the organization’s challenges and the impact on the organization (may include a variety of locations). 
• Strong industry understanding and grasp on trends. 
• Ability to understand the business needs, and adjacent industries to align the solution through a variety of resources, and create an ROI. 
• Ability to coach and develop others
• Proven deal management ability including positioning solutions and services to expand the wallet share within an organization. 
• Able to leverage knowledge to relationships to drive specification.
• Has mapped out key stakeholders within multiple locations. 
• Is engaging discussions at multiple levels and functions of an organization. 
• Demonstrated success with executive level management, in-depth account planning, and account management. 
• Effectively utilizes resources and tools.
• Consistently demonstrates alignment to organizational strategy. 
• Provides feedback to Business unit and Corporate functional teams such as Marketing. 

TRAVEL REQUIREMENTS:

• Yes

Work Shift