Key Account Manager - Toronto

Key Account Manager

Job Description:Why hitplay? Everything we do is simple, smart, and customer focused. We are passionate about building connected experiences that people love. We’re a team that supports each other and together we help our customers through the intelligent design, deployment, and support of integrated audio-visual systems. You’ll have an opportunity to work in a central downtown location and with the biggest and best organizations in Canada. This is a newly created position. We are growing rapidly and to ensure our growth is strategic, servicing the right customers and the right opportunities, we need to add an amazing Key Account Manager to our sales team. The Opportunity As a Key Account Manager, you are a value-based sales professional who is responsible for developing, deepening, strengthening, and maximizing the potential of our relationship with our clients. You pride yourself on being a true sales professional and have a lifelong commitment to the art and science of sales. You understand that our primary objective is to help our customers achieve their business objectives and the venue through which we do that is the intelligent design, deployment, and support of integrated audio-visual systems. You’re passionate about connecting with people, forging relationships, and developing long-term mutually beneficial connections with your clients. Reporting To This role reports to the Director of Sales Responsibilities · Embrace and execute the proprietary hitplay user-centric design build process. Verify client requirements as per the standards, develop Conceptual Designs, provide education, and coach clients to the Statement of Work. · Based on customer feedback and observational attentiveness, share insights for new marketing initiatives and social media engagements · Complete lessons learned lunches or site walkthroughs with partners to obtain feedback, insights to improve execution and secure the next project · Diligently use the CRM and ERP systems to capture/record customer information, and more effectively manage your pipeline while maximizing the value we provide our clients · Track your pipeline and revenue achievement, provide reporting as required by your director. · Develop a deep understanding of our client’s business, the AV market, and our channel partners business to ensure we are always providing value to all of our partners · Develop a deep understanding of the markets you service, within the industry and within your targeted · Coordinate solution recommendations with the Engineering team. Update presentations and review with the client prior to sharing the SoW New Business Growth · Participate in industry associations and events to share and obtain market intelligence and develop mutually beneficial relationships · Research, develop action plans, target, and arrange new business meetings with targeted prospective clients that meet the hitplay ideal customer profile with the objective of establishing a long-term business relationship. · Develop and maintain a targeted accounts list with in-depth account plans for each with the goal of achieving financial and customer engagement targets · Complete research and arrange meetings with prospective clients, key A&D partners, construction, project management firms to obtain positioning · Tour clients and designers through completed projects to show them what’s possible Existing Strategic Accounts & Key Account Development · Establish yourself as a trusted advisor through education, relationship building and consistently providing valued insights · Identify all business opportunities within an account and ensure we are positioned to win · Manage the sales funnel from prospect through quoting to close · Use the insights positioning framework to create new opportunities within your assigned accounts · Create and own in-depth key account maps for each of your critical assigned accounts. Become an expert in their business. Channel Partners · Identify key channel partnerships within the interior design, architecture, and construction community. · Develop account and action plans to establish and deepen relationships with channel partners with the end goal of Service · Ongoing proactive service is the pillar of our relationship with our clients. You will embrace learning about our service offerings, positioning these to your clients, and meeting expectations for service uptake within your assigned opportunities and accounts · Identify key channel partnerships within the interior design, architecture, and construction community. · Develop account and action plans to establish and deepen relationships with channel partners Compensation Model Compensation is a combination of two components, base salary and a commission plan based on the achievement of sales and gross margin targets. You also receive a car allowance and the technology required to be successful. Career Progression There are numerous possible paths for career progression that include things like Consultant, Sales Manager, Sales Director. What You Bring · 5+ years of successful sales experience managing major and key accounts with a consistent verifiable history of exceeding revenue, margin, and client engagement metrics. · A passion for helping your customers better their outcomes · Formal Sales training (ex. Challenge Sale, Sandler, RAIN, etc.) · Experience working with architects, interior designers, construction contractors · Experience working with Fortune 100 multinational organizations · AV industry knowledge and certifications are nice to have, alternatively having the willingness to complete within the first 6 months of your tenure · An understanding of the UC space (Microsoft Teams, Zoom, Cisco WebEx) along with related certifications · College/University Company Description:hitplay is on a mission to build connected experiences people love. hitplay has grown organically over the last 10 years through innovating the customer experience. It is a strategy that has helped us build a stable client base of some of Canada's largest enterprises.

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