Summary of Position: The Director, Strategic Accounts will develop strategic relationships with our key customers, for mutual benefit. This role is responsible for creating a holistic growth and engagement strategy for each of AVIXA’s top customers. The individual identifies client needs and challenges then creates strategies to meet those needs, with either a current product or service or innovative offerings. This director is the primary contact for the strategic accounts' stakeholders and is responsible for developing, maintaining and enhancing a long-term relationship with the customer. This role also is responsible for working internally to identify and coordinate internal staff who will provide support. Deliver timely follow-up with key accounts.
Major Duties & Responsibilities:
Develop and maintain strategic long-term trusting relationships with key accounts clients to accomplish long-term company objectives
Serve as contact point for key customers and internal teams
Resolve customers' complaints in an effective and respectful way
Develop a trusted advisor relationship with key accounts, customer stakeholders and executive sponsors
Proactively prospecting for new decision-making executive contacts at key prospect targets and diversifying prospect relationships with contacts at multiple levels.
Participate in industry events
Nurture and strengthen relationships through alignment of mutual strategies and desired outcomes
Be a trusted advisor to gather strategic information
Research possible customer wants and needs
Keep abreast with industry and market trends and best practices
Provide thought leadership
Effectively influence a distributed organization as an account advocate
Gather, report and communicate customers' feedback on service, technology and product delivery
Create reports for senior leadership team
Forecast, measure, track and analyze key account metrics
Liaise between the customer and internal AVIXA teams
Creatively apply existing product and envisioned products to meet the needs of a key account
Suggest solutions that answer clients’ needs and wants
Enhance organization’s reputation by accepting ownership for accomplishing new and different requests; exploring opportunities to add value
Assisting product teams in development of new products and services
Previous working experience as Key Account Manager for eight (8) years, delivering client-focused solutions based on customer needs
Audiovisual industry experience is a must
Experience in sales
Experience of managing major national accounts at head office level.
Experience with Microsoft Office Suite and Salesforce
Proven ability to develop and maintain strong and trustworthy relationships with important clients
Analysis and identification of upcoming needs and opportunities
Use of the data and analytics to provide insights to support key customers business
Ability to prioritize and meet critical deadlines
Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization, including executive and C-level
Proven ability to manage multiple projects at a time while paying strict attention to detail
Self-motivated and able to thrive in a results-driven environment
Natural relationship builder with integrity, reliability and maturity
Critical thinking and problem-solving skills
Ability to craft business solutions to complex business problems
Aptitude in networking
Bachelor’s degree in business, sales or equivalent work experience.
Master’s degree preferable
To perform the job successfully, an individual should demonstrate the following competencies:
Analytical - Collects and researches data; Uses intuition and experience to complement data; Designs work flows and procedures.
Interpersonal Skills - Focuses on solving conflict, not blaming; Listens to others without interrupting; Keeps emotions under control.
Oral Communication - Speaks clearly and persuasively in positive or negative situations; Listens and gets clarification; Responds well to questions; Demonstrates group presentation skills; Participates in meetings.
Written Communication - Writes clearly and informatively; Edits work for spelling and grammar; Varies writing style to meet needs; Presents numerical data effectively; Able to read and interpret written information.
Teamwork - Exhibits objectivity and openness to others' views; Gives and welcomes feedback.
Business Acumen - Understands business implications of decisions; Displays orientation to profitability; Demonstrates knowledge of market; Aligns work with strategic goals.
Ethics - Treats people with respect; Keeps commitments; Inspires the trust of others; Works with integrity and ethically; Upholds organizational values.
Strategic Thinking - Develops strategies to achieve organizational goals; Analyzes market and competition; Identifies external threats and opportunities; Adapts strategy to changing conditions.
Judgment - Displays willingness to make decisions; Exhibits sound and accurate judgment; Supports and explains reasoning for decisions; Includes appropriate people in decision-making process.
Planning/Organizing - Prioritizes and plans work activities; Uses time efficiently; Sets goals and objectives.
Professionalism & Respect- Approaches others in a tactful manner; Reacts well under pressure; Treats others with respect and consideration regardless of their status or position; Follows through on commitments.
Adaptability - Manages competing demands; Changes approach or method to best fit the situation; Able to deal with frequent change, delays, or unexpected events.
Dependability - Follows instructions, responds to management direction; Takes responsibility for own actions; Keeps commitments; Commits to long hours of work when necessary to reach goals.; Completes tasks on time or notifies appropriate person with an alternate plan.
Initiative - Undertakes self-development activities; Seeks increased responsibilities; Takes independent actions and calculated risks; Looks for and takes advantage of opportunities.
Innovation - Displays original thinking and creativity; Meets challenges with resourcefulness; Generates suggestions for improving work
This description describes the general duties and responsibilities of the position. It is not a complete list of duties and the employee may be required to take on additional duties and responsibilities as required by the needs of the association.
EEO Policy Statement: It is the policy of AVIXA to provide equal employment opportunities to all qualified persons, and to recruit, hire, train, promote, and compensate persons in all jobs without regard to race, color, religion, sex, national origin, disability or sexual orientation.”
About AVIXA, Inc.
AVIXA™ is the Audiovisual and Integrated Experience Association, producer of InfoComm trade shows around the world, co-owner of Integrated Systems Europe, and the international trade association representing the audiovisual industry. Established in 1939, AVIXA has more than 5,400 members, including manufacturers, systems integrators, dealers and distributors, consultants, programmers, live events companies, technology managers, content producers, and multimedia professionals from more than 80 countries. AVIXA members create integrated AV experiences that deliver outcomes for end users. AVIXA is a hub for professional collaboration, information, and community, and the leading resource for AV standards, certification, training, market intelligence and thought leadership. Additional information is available at avixa.org.