Channel Account Manager - Mission Critical

About the role

Drive sales of commercial perimeter security solutions for mission-critical facilities. Build strategic partnerships with contractors, dealers, distributors, developers, architects, and other key decision-makers to increase revenue within an assigned territory. This is a remote, home-office position that requires regular travel (40–50 % overnight).

Fortress core values: Lead with Positivity and Respect, Compete as a Team, Innovate with Purpose, Inspire Growth, Own It and Deliver Value.

Responsibilities

• Exceed sales goals as a team; work cohesively with Inside Sales to plan meetings and attack each market.
• Own the commercial/mission-critical contractor channel; build and maintain relationships with contractors, dealers, distributors, architects, mission-critical facilities, and other key decision-makers.
• Manage commercial, mission-critical, and high-security quotes in Salesforce.
• Build and maintain distributor and contractor relationships; manage the onboarding process for new customers.
• Forecast for SIOP; issue customer credits for Director approval.
• Conduct product-knowledge training for all customers; determine pricing structure and multipliers for each customer.
• Deliver effective CEU presentations; conduct and report competitive market analysis, competitive intelligence, and other sales-related information.
• Participate in regional conference calls, meetings, and trade shows; provide weekly reports to Channel Sales Director – Commercial.
• Perform all day-to-day activity in Salesforce.

Requirements

• Bachelor’s degree preferred.
• Minimum 3–5 years of sales experience in the building materials, mission-critical, or construction industry, ideally selling commercial perimeter security solutions.
• Strong technical aptitude and understanding of the building-materials industry.
• Willingness and ability to structure productive activity plans from a home office with little to no supervision.
• Excellent interpersonal, written, and verbal communication skills; ability to design and execute a sales plan to drive intended results.
• Driven personality with a “winning” attitude; must be a team player dedicated to the commercial channel’s success.
• Proficiency in Salesforce and Microsoft Office 365 Suite (Word, Excel, PowerPoint, Outlook).
• Willingness and ability to travel overnight 40–50 % of the time.
• Bilingual (English/Spanish) a plus.

Work environment

Primarily a professional office environment; standard office equipment is routinely used. Some work may be required in operating units, which can require personal protective equipment (steel-toe shoes, hearing protection, etc.).

Physical demands

Regularly required to sit, stand, talk, hear, and use hands and fingers. Specific close-vision abilities are required. Light to moderate lifting is necessary. Ability to manage the physical demands and stress of traveling is essential.