National Account Manager - Var Channel (mid-atlantic Region)
Belkin International Inc (Washington, Washington DC)

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Belkin International, Inc. offers a diverse product mix designed to give computer and consumer electronics users seamless integration in their homes, cars, and on the go. Founded in California in 1983, Belkin is a privately held company and the recognized leader in connectivity solutions, in addition to accessories for iPod® players, MP3 devices, and others. We provide extensive solutions for networking, home theater-with our PureAV line-and many more categories. You can view and purchase all of them at www.belkin.com, as well as through a network of major distributors, resellers, and superstores. In addition to corporate headquarters in Los Angeles and a distribution center in Indianapolis, Belkin’s phenomenal growth has led to our expanding global presence. We have offices throughout Europe-in the United Kingdom, the Netherlands, France, and Germany, among others-Australia and New Zealand, and several Asian cities including Shanghai and our regional headquarters in Hong Kong. Our product mix includes award-winning innovations for easy-to-set-up networking solutions, accessories for iPod® players and XM player devices, and the first CableFree USB Hub. Our PureAV® brand, a line of cables, power, and digital wireless accessories, extracts the full performance potential from high-end home theater equipment, while offering elegant designs and advanced features. Our mission is to continue to be the best supplier of our product lines in the world, and to accomplish this, we need to hire the best employees. We will continue to innovate, to change to meet the industry's changing demands while maintaining high quality, stellar customer service, and the most rapid lead times in the industry. Belkin has come a long way to become the market leader across its product lines in just over two decades. From a garage in Hawthorne, California, with two employees and sales of $100,000 for the year, Belkin has become one of the fastest growing companies in its industry, with over 1,000 employees and sales topping $1 billion worldwide. In addition to earning Inc. magazine’s 2003 Hall of Fame award, Belkin has been listed twice in its list of “500 Fastest-Growing Privately held Companies in the U.S.”, the “Inner City Top 100” list for six consecutive years, and the Los Angeles Business Journal’s “Fastest Growing Private Companies” list for five years. Belkin products have also garnered numerous accolades and praise from various media outlets, including the Wall Street Journal, CNN, CNET, Popular Science, GQ, and New York Times. Belkin is an Equal Opportunity / Affirmative Action Employer. For employment opportunity information please visit our website at www.belkin.com/careers. The National Account Manager is responsible for managing major multiple VAR accounts to achieve efficient and profitable sales of the company's products to targeted levels throughout the Mid-Atlantic Region. Includes supervising, leading, and assisting sales personnel in selling the product line to targeted markets as well as establishing and executing required sales and product training programs. Assists sales personnel in formulating plans, goals, and objectives to optimize existing accounts and prospects. Create proposals, negotiate agreements, establishing pricing and maintain a strong overall relationship with customers. Interface with other departments as needed to support customer accounts and resolve any issues that may arise.

Specific Responsibilities:Demonstrate an ability to build executive relationships at major VAR accounts. Ability to recruit, develop, and retain a world-class sales team through mentoring, coaching and positive reinforcement. Identify opportunities and challenges within account base and create strategies to maximize sell through, profit, revenue, and market share. Understand how to communicate value propositions to key accounts and be able to present and close new business. Establish and track an annual account budget, which includes sales and profits. Lead team in achieving 100% of channel's sales and profit goals. Lead team to formulate a sales plan to achieve sales and profit targets for current and prospective accounts. Conduct and/or receive weekly reviews of sales, RMAs, returns & allowances (R&A), quotes, promotions, sell through, inventory management, turns, forecasts, replenishment orders, backorders, and any other account activities that will impact financial results for the account(s). Resolve or delegate any issues that arise as a result of the reviews. Execute strategies to reduce RMAs, minimize returns and allowances, and overall profitability. Develop and negotiate terms and conditions for accounts to effectively manage overall profitability at each assigned account. Effectively delegate and manage sales duties to exceed customer expectations. Communicate and update sales team members with strategic company information and initiatives as required. Provide customer recaps for all meetings. Assist sales team with all account related questions, issue, and concerns. Determine the minimum of outbound calls to account representatives and/or end users each day, required of other sales team members. Establish the sales team's procedures for maintaining customer opportunities, quotes, bids, etc. and be prepared to present that information when requested. Keep a monthly recap of sales calls, including potential opportunity worth dollars, and be prepared to present that information when requested. Conduct inside or outside sales calls or store visits. Analyze and understand industry market trends, competition, products, and pricing that may impact sales efforts and communicate this information to all sales management and other departments as necessary. Conduct sales and training meetings as required. Coach the sales team regarding salesmanship techniques and pricing. Review and analyze daily sales results and compare actual v. projected / plan results. Formulate plans to respond to the analyses. Recognize and escalate any and all critical issues regarding accounts and/or company policies to the Sales Director and/or Human Resources immediately. Provide positive reinforcement and constructive criticism to team members and resolve any issues escalated by team members. Work with Human Resources to provide corrective actions and disciplinary reports to employees as needed. Conduct employee performance appraisals at a minimum of once per year. Understand, communicate and uphold Belkin's company values at all times as reflected in the National Account Manager Performance Matrix. Understand and communicate to the team and management, company financials and how assigned accounts will impact these numbers. Travel to tradeshows and customer sites required. Depending on assignment, international travel may be required. Conduct self in professional and courteous manner. Take full responsibility for individual and team actions. Support Company's Affirmative Action initiatives, provide equal opportunity to employees and candidates. Fulfill responsibilities under OHSAS 18001, understand and fully support OHSAS 18001 system. Fulfill responsibilities under ISO 9001, understand and fully support ISO system. Maintain a safe and clean work environment. Understand and follow company rules and regulations Perform all other duties as assigned and required. Education and Experience Requirements:Four-year degree preferred. Bachelor's degree in Business Administration, Marketing, or Technology is highly desirable 5 plus years experience as an Account Manager/Business Development or equivalent position, with personnel management and sales training experience. Consumer Electronics Industry or channel experience is required Ability to multi-task and maintain accuracy is required Computer literate with a high degree of proficiency in the Microsoft Office Suite of products including Word, Excel, PowerPoint, and Outlook Strong verbal and written communication skills Strong presentation skills required Excellent phone etiquette skills required, as the majority of business is done over the phone Ability to perform international and domestic travelBelkin is an Equal Opportunity / Affirmative Action Employer. 4-6 years of related work experience,B2B and/or B2R industry preferred,VAR channel experience Additional Information:Telecommute Percentage: 10%