Account Manager – Audio/Video/Lighting Systems

Position Overview

Ensure achievement of individual sales goals by deeply understanding client needs, communicating requirements to all stakeholders, coordinating a team-based approach to delivery, and verifying satisfaction throughout the project lifecycle.

Coordinates with: Systems Designer, Project Lead, Shop Manager, Purchasing Associate, Field Manager, and Systems Design Manager.

Key Result Areas (KRAs)

1) Account Management

• Manage client interactions across the full lifecycle: discovery (including APEx needs analysis), programming meetings, follow-ups, and ongoing relationship engagement.

• Capture physical and acoustical measurements as needed for potential projects.

• Close deals through proactive engagement and consultative selling.

• Achieve individual sales targets.

• Lead projects and cross-functional teams through a multi-department delivery model.

2) Efficiency

• Maintain a personal sales process efficiency of ? 0.1 hours per $1,000 of sales value.

• Monitor engineering, installation, and training progress to ensure client satisfaction.

• Achieve a ? 30% win rate on opportunities.

3) Performance

• Meet or exceed monthly/quarterly/annual sales goals.

• Maintain ? 95% proposal accuracy (scope, budget, and technical fit).

• Deliver an average ? 30% actual gross profit on sales.

• Ensure each assigned project is completed to company standards and AVIXA APEx standards.

• Participate in company improvement initiatives.

• Achieve ? 95% of prospecting targets each month/quarter/year.

• Earn 1 CTS RU (Renewal Unit) each month.

4) Coordination

• Maintain accurate records in the company CRM.

• Coordinate with System Design and Support to ensure solutions meet standards and budget.

• Partner with the Sales Manager to schedule projects to organizational capacity.

• Work with project architects/owners and system designers to meet schedules, deadlines, and information needs.

• Collaborate with the Field Manager and Project Lead to support installation readiness.

• Provide Purchasing with accurate, timely materials lists by the purchasing deadline.

• Supply Accounting with complete, accurate details for invoicing; track client payments and follow up on late accounts.

• Coordinate client training to ensure full, confident system use.

Job Requirements

• Embrace and exemplify company core values.

• 5+ years selling audio, video, and lighting systems.

• Mastery of Outlook or customer database software.

• Strong interpersonal and communication skills; excellent writing ability.

• Proficient with Excel, Word, Outlook, OneNote.

• Mastery of proposal tools (e.g., Jetbuilt) and CRM platforms (e.g., Zoho).

• Self-motivated, collaborative team player; detail-oriented and conscientious.

• Strong organizational skills and professional presence; adheres to company dress code.

• Punctual and dependable; available evenings/weekends/OT as client service requires.

• Valid driver’s license, good driving record, and reliable transportation; eligible to drive company vehicles per fleet policy.

• Willing to travel within the U.S. as required.

• Active participation in at least one local professional association (e.g., Rotary, Chamber of Commerce).

Education & Professional Development

• Bachelor’s degree in Marketing, Business Administration, or equivalent sales experience.

• CTS certification (Certified Technology Specialist) required or in progress.

• Strong commitment to continuous learning and process improvement.

• Working knowledge of audio, video, acoustics, and theatrical lighting systems.