What are the responsibilities and job description for the National Account Manager position at Tait North America?

Job Description

Purpose of Role

This role serves as a customer advocate, ensuring a deep understanding of customers' requirements while delivering tailored solutions that foster long-term satisfaction and business growth with Tait.

This includes identifying and presenting solutions to specific customer challenges, making sales, handling customer complaints, collecting and analyzing data, and improving the overall customer experience.

This senior position builds long-lasting and mutually beneficial relationships while aiding internal departments by collecting information, facilitating the analysis of customers' data and complaints, and identifying industry trends.

The Strategic Key Account Manager will have a deep understanding of the critical communications, utilities, public safety, and transportation markets, extensive experience in complex sales cycles, and a proven ability to build relationships across all levels within assigned accounts.

The Strategic Key Account Manager will also work closely with key stakeholders across multiple regions to ensure a unified approach to Tait's sales execution, customer engagement, and solution delivery.

This role reports to TAM's VP of Sales and collaborates with internal sales and technical teams to drive customer success.

Scope of the Role

Customer Relationship Management : Build, manage, and strengthen relationships with key stakeholders across assigned accounts, ensuring high levels of customer satisfaction and loyalty.
Solution Selling : Understand and solve customer challenges while positioning Tait as a thought leader in the critical communications space and a trusted advisor. This includes : - Maintaining and renewing Master Supply and Service Agreements,
Ensuring ongoing contract compliance, specifically Cyber / ISO 27001, NERC, CIP, OSHA, diversity and inclusion, and environmental provisions that flow down to Tait through customers' master sales agreements.
Driving incremental product and service revenue, such as MNS, system monitoring, health checks, performance reporting, etc.
Sales Process Management : Oversee all aspects of the sales process, including identifying new opportunities, managing the sales pipeline, and closing deals to meet and exceed sales targets.
Customer Advocacy : Serve as the voice of the customer within Tait, ensuring their feedback is incorporated into ongoing product development and service enhancements.
Cross-functional Collaboration : Work closely with internal teams, including technical, sales, customer service, and product development, to ensure seamless delivery of Tait's solutions.
Account Growth & Expansion : Develop strategies to grow existing accounts by identifying upsell opportunities, expanding product usage, and ensuring renewals.
Market & Industry Insight : Stay ahead of industry trends, regulatory changes, competitive landscape, and emerging technologies to more effectively advise customers and strategically position Tait's offerings. Collaborate with marketing and product development teams to design go-to-market strategies and support product launches that align with customer needs.
Sales Operations and Reporting : Provide sales forecasting, pipeline management, and reporting, ensuring accurate and timely updates on performance to senior leadership.

Performance Measurements

The Strategic Key Account Manager will be :

Measured on sales quota achievement (Orders Booked) for assigned territories, accounts, and / or opportunities.

Measured on effectively managing key accounts, growing in-house market share (share of wallet), executing and closing direct sales, and achieving sales goals in assigned territories, accounts, and / or opportunities.

Based in the US, remote, field-deployed, and measured on supporting the US sales team with identifying, developing, and closing sales opportunities.

Specific Expertise

10 years of proven success in outside sales, with a minimum of 5 years experience in Land Mobile Radio or directly related technology.

5 years of experience in managing highly skilled, self-motivated sales teams.

Experience selling or interacting with partners / and or customers.

Strong skills in communication, presentation, and business acumen.

Demonstrate knowledge of developing new markets and managing a large territory, including demand generation, channel partner development, forecasting, and quota attainment.

Must be an aggressive self-starter who can articulate Tait's product and business strategies and create the demand to grow the Tait brand.

Skilled in the use of CRM.

Up to 65% travel.

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