Account Manager - AV Systems

About the Role

Account Managers at TSI execute TSI’s business development and account management strategy by initiating contact with potential customers, identifying their needs, and selling appropriate systems to meet those needs. This role focuses on developing long-term strategic partnerships with customers to build recurring revenue streams.

Responsibilities

• Interact with prospective customers to establish buying cycles, customer needs, and foster customer-vendor relationships.
• Research and develop buying influences, budgets, and purchasing criteria for accounts.
• Perform needs analysis with customers to determine solutions that suit their needs.
• Educate customers on current best practices and technology solutions appropriate for their needs.
• Interpret consultant-designed RFPs, specifications, and drawings to develop equipment and labor estimates.
• Estimate and quote Audio-Visual systems, collaborating with the TSI Technical Solutions team to develop thoughtfully designed system proposals.
• Track active bidding opportunities (Request for Proposals) and manage the bidding response process.
• Sales forecasting and delivering on assigned quarterly and annual sales quotas.
• Track, maintain, and regularly report a sales pipeline of viable sales opportunities.
• Prepare complete and detailed proposals and sales presentations for customers.
• Prepare, update, and modify project estimates and proposals throughout the purchasing cycle.
• Develop project turnover packages for transitioning completed sales to the operations team(s).
• Other duties as assigned.

Requirements

• 5+ years of Sales and Account Management experience in the A-V system integration industry.
• High school diploma (or equivalent); College degree preferred.
• Avixa Certification (CTS or similar).
• Experience proposing and selling large-scale AV projects for large enterprises and public institutions.
• Proficiency with computer software for managing the selling and proposal process, including:
  • Project estimates in D-Tools Estimating Software, MS Excel, or other software used by TSI.
  • Project schedules in MS Project or other software used by TSI.
  • Project proposals, change orders, and other correspondence.
  • Microsoft Office 365 applications including Teams.
• Knowledge required to review, understand, and process construction documents, including:
  • Project specifications.
  • Project drawings.
• Training and experience in the following areas:
  • Conference and Meeting room systems, including video conference systems.
  • Audio-Visual Control systems (AMX, Crestron, Extron).
  • Audio DSP systems (QSYS, Biamp, BSS/Crown).
  • Event-space Audio and Presentation Systems.
  • Video and Sound Engineering.
  • Digital Display Systems, including large-format display systems.
  • AV over IP Network Systems.

Skills

• Excellent written and verbal communication skills.
• Effective negotiation and closing techniques.
• Strong cost analysis and project judgment skills.
• Ability to work well in a team environment.
• Demonstrated sales skills and a track record of achieving/exceeding sales quotas.
• Responsible, self-motivated, self-starter, personable, and well-organized.
• Superior customer service skills with both internal and external customers.

Working Conditions

• Normal office working environment.
• Regional travel to customer sites required (auto allowance provided).
• Some limited out-of-town travel may be required.

Benefits

• 401(k)
• 401(k) matching
• Dental insurance
• Flexible spending account
• Health insurance
• Life insurance
• Paid time off
• Vision insurance