AV systems Account Manager at Applied Video Technology in Kimberton, PA, USA

Job description

• Applied Video Technology, Inc. (AVT) is seeking an experienced AV Systems Account Manager to develop new business and manage client relationships for professional audiovisual system integration projects. This position is responsible for identifying opportunities, understanding client needs, developing system solutions with AVT's technical team, and managing the sales process from initial contact through project award and turnover.
• The AV Systems Sales Engineer serves as a primary point of contact for AVT customers and plays an important role in developing long-term relationships built on responsiveness, technical knowledge, and trust. This position works closely with Engineering, Project Management, Programming, Commissioning, Service, and Operations to ensure proposed solutions are technically sound, appropriately scoped, and positioned for successful project execution.
• The ideal candidate has established experience selling commercial audiovisual systems and understands the complete AV integration process-from identifying a customer's needs and developing a solution through proposal, contract award, installation, and project closeout.
• A successful AV Systems Sales Engineer at AVT develops more than individual projects. This position builds lasting customer relationships, consistently generates profitable sales opportunities, works effectively with AVT's technical and operational teams, and becomes a trusted resource for customers planning their audiovisual technology investments.
• The position requires someone who can balance sales performance, technical understanding, customer relationships, and project profitability while representing AVT's commitment to delivering systems that work when they matter most.

Responsibilities

• • Business Development: Identify, develop, and pursue new business opportunities within AVT's target markets while expanding relationships with existing customers.
• • Client Relationship Management: Build and maintain strong, long-term customer relationships by understanding client organizations, facilities, technology needs, budgets, and future plans.
• • Consultative Sales: Meet with customers to understand operational and technical requirements and recommend AV solutions that address both immediate needs and long-term objectives.
• • System Solutions Development: Work with AVT's Engineering team to develop appropriate audiovisual solutions, equipment selections, system concepts, and project scopes.
• • Proposal Development: Prepare accurate proposals, scopes of work, budgets, and presentations that clearly communicate AVT's recommended solution and project deliverables.
• • Project Estimating: Develop project pricing that accounts for equipment, materials, engineering, programming, installation, commissioning, project management, and other resources necessary to successfully deliver the project.
• • Sales Presentations: Present proposed solutions to clients, consultants, architects, construction teams, and other project stakeholders.
• • Pipeline Management: Maintain an active sales pipeline, accurately track opportunities, and provide timely sales forecasts and updates to company leadership.
• • Contract & Scope Review: Participate in contract, specification, bid, and scope reviews to identify technical requirements, project risks, exclusions, and potential scope gaps prior to project award.
• • Project Turnover: Provide complete and accurate project information to Engineering and Project Management during the internal project turnover process and remain involved as necessary throughout project execution.
• • Account Development: Maintain ongoing communication with customers following project completion to identify service, system expansion, upgrade, and future project opportunities.
• • Market Development: Develop relationships with end users, consultants, architects, construction partners, manufacturers, and other industry professionals who can contribute to long-term business opportunities.
• • Industry Knowledge: Maintain knowledge of emerging AV technologies, manufacturer platforms, market trends, and industry best practices.
• • Collaboration: Work closely with AVT's technical and operational teams to ensure proposed solutions can be successfully designed, installed, commissioned, supported, and maintained.
• • Represent Applied Video Technology professionally at client meetings, industry events, manufacturer events, trade shows, and networking opportunities.
• • Perform other sales and business development responsibilities as required.

Requirements

• • Minimum of 5 years of successful sales experience in professional audiovisual system integration, or comparable experience selling complex technology solutions.
• • Demonstrated track record of developing and maintaining customer relationships and generating new business.
• • Strong working knowledge of commercial audiovisual systems including audio, video, control, unified communications, AV-over-IP, digital signage, and network-based AV technologies.
• • Ability to understand AV system designs, drawings, scopes of work, equipment specifications, and project requirements sufficiently to develop and present complete customer solutions.
• • Experience developing proposals, project budgets, estimates, and scopes of work for commercial AV integration projects.
• • Understanding of project profitability and the importance of balancing competitive pricing with appropriate project margins.
• • Experience working with consultants, architects, construction managers, general contractors, and other stakeholders on commercial construction projects is preferred.
• • Excellent written, verbal, presentation, and interpersonal communication skills.
• • Strong negotiation skills and ability to manage complex sales opportunities involving multiple decision-makers.
• • Self-motivated with the ability to manage an active pipeline, prioritize opportunities, and consistently follow through on commitments.
• • Strong organizational skills and attention to detail.
• • Experience with CRM, estimating, proposal, and project management software
• • AVIXA CTS certification and manufacturer certifications are preferred.
• • Bachelor's degree, associate degree, technical education, or equivalent professional experience.

Skills

Required

• Customer relationship management
• New business development
• Proposal development
• Project budgeting and estimating
• Negotiation
• Pipeline management
• CRM software
• Estimating software
• Proposal software
• Project management software
• Organizational skills
• Attention to detail

Preferred

• AVIXA CTS certification
• Manufacturer certifications

Benefits

• AVT offers a competitive compensation package consisting of base salary plus commission and performance incentives, commensurate with the candidate's experience, technical knowledge, existing relationships, and demonstrated sales performance.
• Benefits include company-sponsored benefits, paid time off, professional development opportunities, manufacturer training, and support for industry certifications.