Job Description:

Inside Account Manager- Distributor Sales

Req Location

Pittsburgh, PA

Overview

The Inside Account Manager is the catalyst behind Black Box's success as an organization. As a consultative sales professional, you are responsible for driving revenue growth and bringing in net new business from distributors, prospects and current customers in a designated area or market. This position will help solve the business needs of prospects and customers by aligning those needs and objectives with Black Box solution(s). You own all opportunities and customers and are responsible for coordinating resources and managing the sales campaign across the entire opportunity pipeline.

Responsibilities

Responsibilities:

Generates leads through various sourcing activities including: Cold calling, follow up calls, searching customer databases, internal and external referrals, and networking. Identifies and qualifies opportunities and proactively promotes Black Box within assigned market.
• Responsible for building and managing an active pipeline of new business opportunities through prospecting and lead nurturing and prioritizing resources to build a strong and sustainable opportunity pipeline.


• Make sure all prospective leads are properly captured into Salesforce.com (SF) and receive the appropriate levels of attention.


• Ensure relationships with customers are well managed and that future customer requirements are understood and responded to effectively, managing priorities as needed. Anticipate customer business drivers and requirements to proactively deliver updates and responses


• Works closely with other team members and departments for support in responding to customer needs and to facilitate a smooth transition throughout the internal sales and implementation processes. May support and work closely with Account Managers and Sales Engineers within a business group.


• Develops new and existing accounts through effective solution selling; implements sales strategy from opening presentation and bidding through closing.


• Maintains awareness of gross profit, margin and related financial objectives to ensure achievement of assigned quota and company objectives.


• Maintains a high volume of customer touches and meets or exceeds call time expectations.


• Responsible for providing weekly forecast updates on SF opportunity funnel to Sales Operations Team.


• Additional duties as assigned.

Qualifications

Qualifications:

• 4 year college degree or equivalent work experience in Business, Sales or Marketing


• 2-5 years successful track record in sales (technology, software, B2B or similar industries)


• Excellent written and verbal communications skills.


• Solution selling experience in the IT services is a plus


• Excellent objection handling and negotiating abilities


• Strong presentation skills.


• Polished professionalism with above average organizational, planning, communication, and problem solving skills.


• Ability to grasp technical terminology and concepts


• Solid computer skills including the use of MS Office suite and internet research methodology

Skills, Knowledge, Abilities:

• Experience selling to Industrial Distributors: such as Graybar, Newark, Wesco etc.


• Excellent communications, presentation, and interpersonal skills in both oral and written forms.


• Ability to stay current with market/industry dynamics


• Knowledge of data communications products and services


• Ability to identify and analyze customers' business needs


• Ability to effectively learn and utilize required software and system applications


• Ability to work overtime as necessary.


• Knowledge of solution based selling


• Collaborate and build relationships with IT executives, resellers, integrators, and customers to develop solutions that address the client's technology needs.


• Drive sales through prospecting, cold-calling and developing new business customers
  
  

What's in it for You?

Black Box Network Services offers a competitive total rewards benefits package that includes medical, dental, and vision coverage, in addition to a wide variety of additional benefits like life insurance, employee assistance programs, fitness reimbursements, identity theft protection, education/scholarship programs and more!

We understand attracting great talent requires going beyond just competitive compensation and benefits. Black Box provides challenging work that creates advancement opportunities within the organization for those demonstrating desire and aptitude through their achievements. We have no shortage of opportunities. If you are looking for a business that allows for individual reward and growth, we are the place for you!

About Black Box Network Services

Black Box is a leading technology solutions provider. Our mission is to accelerate our customers' business by valuing relationships with our team members, clients and stakeholders. By continuously growing our knowledge, we remain relevant in the market and are in a superior position to help customers design, deploy and manage their IT infrastructure. Through our values, such as innovation, ownership, transparency, respect and open-mindedness, we deliver high-value products and services through our global presence and 2,500+ team members in 24 countries and growing. Black Box is a wholly-owned subsidiary of AGC Networks.

Black Box is an equal opportunity employer. Black Box does not discriminate against individuals on the basis of race, color, marital status, sex, sexual orientation, religion, national origin, age, disability, veteran status, genetic information, or any other protected status, and endorses those policies and practices which seek to recruit, hire, train and promote the most qualified persons into available jobs.