Reseller Sales Account Manager

This position will be responsible for reseller and end-user business within sales territory; deepen or develop relationships integrator and their reseller sales team (including design engineers, sales engineers, marketing managers and executives); focus on and grow existing top accounts; identify and develop new resellers; identify new end-user opportunities in various vertical markets.  Territory includes IA, IL, IN, MI, MN, NE, ND, SD, WI and required to live within the territory.

At least 50% of the Regional Account Manager’s (RAM) time should focus on growing existing top named reseller’s sales, assist them to develop new Sharp end-user business, and find new business within existing end-users; identify and develop relationships with key reseller sales people; create a plan to target top accounts in various verticals such as higher education, corporate, signage and transportation.

Top Reseller Focus: (50% or more of time):

• Maintain relationships and grow sales with top Pro AV and IT resellers per territory
• Review programs with reseller’s executive or sales management (rebate, spif’s promotions and Sharp programs); ensure an understanding of how programs work - report issues and questions back to management; schedule quarterly business reviews (QBR’s)
• Create account specific sales and marketing program for each account including areas to focus and sales goals
• Train reseller salespeople on Sharp products, programs, and promotions; update sales on product roadmaps and pricing; support the use of seed and demo units
• Re-evaluate dormant end-users accounts and determine level of opportunity
• Support reseller’s local events; host LED trainings for reseller’s end-users;
• Participate in local distributor shows and events; work with local distributor reps to develop reseller business; co-brand and share cost of reseller specific events with non-compete manufacturers
• Track efforts in Salesforce, continually update notes and dates, prepare monthly forecast report

National Account and Territory Focus: (50% of time)

AVI-SPL, Diversified, SBS locations; local CCS, AVI Systems, CTI, IES, Ford AV (and others as needed)

• Identify, develop, and sell Sharp into current top Pro AV and reseller accounts; develop relationships with key people; with their input, formulate strategies that deepen existing end-user business and identify new sales opportunities
• Develop and maintain relationships with resellers not in the top 5; be the expert on Sharp products and technology
• Track efforts in Salesforce, continually update notes and dates, prepare monthly forecast report (to be reviewed twice monthly with manager)
• Work with inside sales team as needed to support second tier reseller accounts for which they have primary responsibility; facilitate and manage accounts from disty; hand-off to IRAM when appropriate
• Identify and develop relationships with Sharp competitor’s top reseller accounts
• Provide sales coverage to local offices of national and regional resellers

• Bachelor's degree in marketing, business, or equivalent
• Minimum 3 years’ experience selling to the Pro AV and IT channel - digital signage display and/or projector sales experience preferred
• Demonstrate ability to drive sales of a manufacturer’s full product line through channel partner’s
• Experience with Salesforce.com; knowledge of creating, growing and updating sales pipeline (3X quota); maintain Salesforce with account calls, events and activities; review with management twice monthly
• Strong presentation, written, and verbal communication skills; working knowledge of PowerPoint and Excel (Microsoft Office)
• Ability to develop and manage successful business strategies based on situational needs of individual accounts
• Experience with digital signage systems such as: LED, video walls, multi-display arrays, digital menu board solutions, and enterprise software signage solutions.
• Technical product knowledge (LED, LFD, IPJ); understand and have experience in dvLED products and markets
• Experience with solution or consultative sales; proven experience developing and managing relationships
• Experience in working independently (work-from-home)
• Expected travel 50% of the time
• Ability to lift up to 40 pounds
• Ability to stand for multiple hours during trade shows

ABOUT US: Sharp Imaging and Information Company of America (SIICA)

Sharp Imaging and Information Company of America (SIICA) is a division of Sharp Electronics Corporation, the U.S. subsidiary of Japan's Sharp Corporation, a global technology company which has been named to Fortune magazine's World's Most Admired Company List. Sharp strives to help businesses achieve Simply Smarter work by helping companies manage workflow efficiently, create immersive and engaging environments, and increase productivity. SIICA offers a full suite of secure printer and copier solutions, professional and commercial visual displays and projectors, software management and productivity software and markets durable Dynabook laptops. As a total solutions provider, Sharp has a reputation for innovation, quality, reliability, and industry-leading customer support expertise. 

Compensation for this position

The compensation range for this role is $54,180 to $132,250. The listed salary range or contractual rate excludes bonuses, incentives, differential pay, and any other forms of compensation or benefits. The starting salary will be determined by several variables, including but not limited to experience, education, training, certification, and location. You may also be eligible to receive an annual discretionary incentive award, commissions, and program-specific awards, which are subject to the rules governing these programs.

Employee perks 

• Flexible hybrid work schedules.
• Comprehensive, family-friendly healthcare plans (medical, dental, vision).
• 401k retirement plan with a competitive match and plenty of financial support tools.
• Employee Assistance Plan to care for you and your family's mental and behavioral health, balance, and support.  Financial protection for you and your family (life insurance and disability insurance)
• Rewarding and wholistic wellness program.
• Training, professional development, and mentorship
• Full suite of voluntary insurance benefits for financial planning (auto, home, ID protection and legal)
• Dynamic culture eager to innovate, enhance diversity, and work smarter.

Sharp Electronics Corporation is an equal opportunity employer – minority/female/disability/veteran