Account Manager – Denver, Colorado

TSI Global Companies, LLC; Denver (CO); On-site; USD 80,000 - 110,000; Full time

Benefits offered by this job

401(k)

401(k) matching

Dental insurance

Flexible spending account

Health insurance

Life insurance

Paid time off

Vision insurance

Job summary

TSI Global Companies, LLC is seeking an experienced Account Manager to drive business development and manage strategic partnerships in the AV systems space. You will initiate contact with potential customers, identify their needs, and sell integrated AV solutions to meet those needs.

The role focuses on long-term revenue through recurring partnerships, with responsibilities spanning opportunity research, needs analysis, proposal development, and successful bidding across corporate and public

Qualifications

• 5+ years of sales and account management experience in the AV system integration industry.
• High school diploma; college degree preferred.
• Avixa Certification (CTS or similar).
• Experience selling large-scale AV projects spanning wide areas for enterprises and public institutions.
• Proficient with project estimates using D-Tools Estimating Software and MS Excel.
• Project schedules in MS Project and related software used by TSI.
• Proposals, change orders and related correspondence.
• Microsoft Office 365 applications including Teams.
• Ability to review construction documents, project drawings and specifications.
• Excellent written and verbal communication; strong negotiation and closing skills.

Responsibilities

• Interact with prospective customers and establish buying cycles, needs, and a customer-vendor relationship.
• Research buying influences, budgets, and purchasing criteria for accounts.
• Perform needs analysis with customers to determine suitable solutions.
• Educate customers on best practices and technology solutions.
• Interpret RFPs, specifications, and drawings to develop equipment and labor estimates.
• Estimate and quote AV systems with input from the Solutions team.
• Track active bidding opportunities and manage bidding responses.
• Sales forecasting and meeting quarterly and annual quotas.
• Maintain a sales pipeline and report on progress.
• Prepare detailed proposals and sales presentations for customers.
• Develop project turnover package for transition to operations.
• Other duties as assigned.

Skills

Sales experience

Account management

AV system integration

Customer relationship management

Negotiation

Closing techniques

Budgeting and cost analysis

Forecasting

Proposal development

Education

High school diploma

College degree preferred

Avixa CTS certification

Tools

D-Tools Estimating Software

MS Excel

MS Project

Microsoft Office 365 / Teams

Job description

Account Managers at TSI are responsible for executing TSI’s business development and account management strategy, initiating contact with potential customers, identifying their needs, and selling appropriate systems to meet those needs. This person will develop long-term strategic partnerships with customers to build re-occurring revenue streams.

The Audiovisual Systems Account Manager will execute TSI’s business development and account management strategy, initiate contact with potential customers, identify their needs, and sell appropriate systems to meet those needs. This person will develop long-term strategic partnerships with customers to build re-occurring revenue streams.

The person in this role must have 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.
• Experience with AV over IP Network Systems.
• Demonstrated experience selling large complex AV systems into Corporate enterprises and Public Institutions.

Primary Responsibilities

• Interact with prospective customers and establish buying cycles, customer needs, and create a customer-vendor relationship.
• Research and develop buying influences, budgets, and purchasing criteria for accounts.
• Perform needs analysis with customers to determine solution to suit their needs.
• Educate customers on current best practices and technology solutions that are appropriate for their needs.
• Interpret consultant-designed RFPs, specifications, and drawings to develop equipment and labor estimates.
• Estimate and quote Audio-Visual systems, including working with the TSI Technical Solutions team to develop thoughtfully designed systems proposals for customers that meet their requirements.
• 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 information presentations for customers.
• Prepare, update and modify project estimates and proposals throughout the purchasing cycle.li>
• Develop project turnover package for transition of the completed sale to the operations team(s).
• Other duties as assigned.

Knowledge and Skill 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 spanning wide areas for large enterprises and public institutions.
• Computer software skills required to effectively manage the selling and proposal process required, including:
• Project estimates in, D-Tools Estimating Software, MS Excel or other software program used by TSI.
• Project schedules in MS Project or other software program used by TSI.li>
• 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.
• Excellent written and verbal communication skills.
• Demonstrates effective negotiation and closing techniques.
• Strong cost analysis and project judgement skills.
• Works well in a team environment.
• Past experience demonstrating sales skills and achieving/exceeding set Sales Quotas.
• Must be 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