Sr. Channel Account Manager

About Ergotron:

Ergotron, Inc. is a global company focused on designing and manufacturing kinetic work environments so people can thrive as they work, learn and care for others. The way we interact with technology, collaborate with others and pursue our individual potential is changing. Ergotron supports this evolution with innovative solutions that eliminate constraint through movement in healthcare, education, contract furniture and general office environments. Through the custom solutions group, Ergotron provides unique product offerings to companies like Amazon, HermanMiller, GE Healthcare and Cisco Systems. The company has a 35-year history of innovation with more than 200 patents and a growing portfolio of award-winning brands-WorkFit®, CareFit®, LearnFit®, JŪV® and OmniMount®. Ergotron is headquartered in Saint Paul, Minn., with a global sales and marketing presence in North America, Europe and Asia Pacific. All products are designed in the United States and manufactured in Ergotron's factory in China. Learn more at www.Ergotron.com.

Position Summary:

The Senior Channel Account Manager (CAM) will join and partner with Ergotron's Channel Team that has primary responsibilities for CDW's Healthcare business. Responsibilities include development, maintenance and enhancement of Ergotron's strategy, business relationship, and revenue growth at CDW, Inc.

• Clinical or Clinical IT experience preferred
• Performance Measures include:
• Attainment to Annual Quota ($30 to $40M)
• Sales by Segment / Market
• Sales Penetration by Account Manager
• Market Share and Sales by Product
• Other Measurements as Required

Position Responsibilities:

• Plan and execute an effective relationship strategy and maintain effective long-term business relationships with representatives and management.
• Demonstrates excellent understanding of metrics and data and how to best apply the information
• Identify and prioritize opportunities and develop business partner growth strategies.
• Work with field sellers to effectively manage CDW healthcare pipeline through all stages, ensuring pipeline health and sufficiency
• Develop an effective account plan, including the development of an annual business plan, determining sales and activity goals required for attainment of assigned quota.
• Work cross functionally with Marketing to create strategy and craft messages that speak directly to the needs of CDW and Ergotron.
• Effectively communicate Ergotron's value proposition and product knowledge through sales activities, trainings and other events.
• Motivate CDW sellers to broaden their product expertise and sales opportunities.
• Drive product, promotions and programs.
• Develop proposals, account or market plans, and forecast/report sales activity to assist in closing additional business.
• Meet or exceed quota and profitability goals; Manage account to deliver committed revenue targets.
• Direct CDW in developing and managing a business plan that addresses the incremental growth of Ergotron revenue and market share.
• Manage reporting and analytical procedures to provide a comprehensive perspective on the effectiveness of partnerships program and activities.
• Owns quarterly business review strategy and execution with CDW PPM and CDW Healthcare leadership
• Develops and enhances CDW Healthcare leadership relationships
• Works with product marketing to effectively launch new Healthcare products through CDW
• Work with Sales/Distribution Management to ensure product forecasts and stocking levels are in line with pipeline in commitment or higher stages.
• Function as a high-level product/market and sales technical trainer as required.
• Communicate competitive feedback, product requirements, technical requirements and specifications with respective Product Managers/ Market Managers.
• Develop strong relationships with CDW Sellers and CDW PPM Team and CDW HC Management team
• Responsible for timely and accurate updating of all required systems and programs necessary for sales operations including Salesforce and others as appropriate to ensure customer data is well maintained and documented.
• Analyzes medium-term (6-12 months) partner trends to examine opportunities to better meet partner needs.
• Conducts medium-term (6-12 months) environmental scans to identify challenges and to selling products to partner.
• Incorporates data and insights from multiple sources to tell a meaningful story and share actionable recommendations internally at Ergotron to improve partner satisfaction
• Proactively develops relationships with peers, clients, employees, and leaders of the partner organization.
• Additional duties as requested.
• Supports "Lean Business Enterprise" initiatives for continuous process improvement and waste elimination.

Position Requirements (Knowledge and Experience):

• BS/BA Degree in Business, Sales or other related field or equivalent experience
• 10+ years experience selling hard line technical solutions preferribly in Healthcare environments and/or working within a Channel sales environment
• Experience working at or managing CDW as an account
• History of successful attainment with quotas of $30M or more.
• Strong aptitude in a "Team selling" environment
• Proven ability to manage large accounts
• Strong communication, training and presentation skills
• Possesses Business and Financial Acumen
• Ability to travel required
• May be required to lift up to 50lbs.
• Must be able to perform the physical requirements of the job as described to you for the position
• Proficient in Microsoft Office (including Excel, PowerPoint and Outlook), Oracle, Salesforce and company owned websites.
• Must be able to perform the physical requirements of the job as described to you for the position.

Benefits:

• Being able to solve complex problems within a passion-filled environment is rewarded by a comprehensive and competitive benefits package, allowing for work and life balance.

ONE Core Values:

• Continuous Improvement - Always design a better experience.
• Customer Obsessed - Our reputation rests with our customer's experience.
• Innovation - Unearth insights to think anew.
• Integrity - Do the right thing. Treat others with respect.
• Openness - Open to ideas and feedback. Act with transparency. Trust one another.
• Ownership - Own your role and act when ownership is needed.

Ergotron is an equal opportunity at will employer and does not discriminate against any employee or applicant for employment because of age, race, religion, color, disability, sex, sexual orientation or national origin.

Other details

• Pay Type Salary

Apply Now