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Account Dev Mgr - Aviation in Charlotte, NC at NEC America

Date Posted: 5/3/2018

Job Snapshot

Job Description

Summary -

Responsible for the overall relationship between NEC and it's Customers, managing all facets of the business relationship and marshalling the Company resources necessary to achieve a high degree of customer satisfaction. Responsible for constantly seeking new customers and new markets expanding the business relationship with new and existing customers. Responsible for uncovering, qualifying, defining, proposing and closing new sales orders in line with the Company’s business objectives and within profitability guidelines established by the Company.  Responsible for achieving assigned sales quota. In parallel, responsible for continuous outreach to customers, business partners and value add resellers for products and services outside NEC’s traditional market of state and local law enforcement. Having longer sales cycle, responsibilities include establishing sales milestones including initial demand creation, technical presentations, Proof of Concept demonstrations, preparation of budgetary quotes and potential sale. Responsible for growth of funnel for opportunities 2-4 years in advance.

Often required to provide mentorship to colleagues and other staff members. Assists management in devising sales strategies. Provides key strategic input for growth of company including decisions on entries to new markets, mergers and acquisitions. In succession planning this individual is assigned as next in command.

Essential Duties and Responsibilities -

40% Performs sales activities for an assigned geographic area or product/service line to achieve or exceed assigned revenue objectives.

 - Contacts and visits prospective customers to determine needs.

 - Creates and performs sales presentations to match company's products/services with identified needs.

 - Sells products/services through face-to-face contact.

 - Remains knowledgeable of company's products/services to facilitate sales efforts.

 - Maintains sales records and prepares sales reports as required.

 - Responsible for extremely complex and difficult to close sales.

30% Performs new market and product account development for an assigned market to achieve funnel growth objectives.

 -          Reach out to customers, partners and value added resellers for longer term account development needs

 -          Develops an account strategy and sales milestone

 -          Assists in implementation of proof of concepts and other milestones required to progress the opportunity toward potential sales

 -          Maintains sales records and prepares sales reports as required

20% Maintains regular contact with customers to ensure satisfaction.

 - Creates and maintains a long term relationship

 - Maintains a regular schedule of contact via phone/on-site visits.

 - Alerts client to new or improved products/services.

 - Develops and maintains relationships with clients

 - Relays client feedback to product development staff.

100% Acts as lead and mentor to others, and assists management in devising sales strategies

 - Often required to provide mentorship to colleagues and other staff members.

 - Provides key strategic input for growth of company including decisions on entries to new markets, mergers  and acquisitions.

Prerequisites -


Bachelor’s degree


  • 10+ years experience selling Biometrics and or Enterprise Software Solutions to the Aviation Insusrty
  • Recognized expert in the Aviation industry
  • Demonstrated global market reach
  • Technology focus experience is very helpful in Enterprise software solutions and with preference provided to those with ecperience and knowledge of Biometrics and Facial Recognition solutions

Certifications, Licenses, etc:


Specialized Knowledge and Skills -

Language Skills:

Effective communication and interpersonal skills.

Professional appearance and presentation required.

Mathematical Skills:

Reasoning Skills:

Computer and/or Technical Skills:

Excellent knowledge of company's products/services and pricing practices. Excellent selling skills. PCs and various software applications. Heavy telephone usage.


Work Environment and Physical Demands -

General Work Environment:

General office environment (at NEC and at customer sites).





High levels of stress may occur at times.


Extensive travel required.


Supervisory Responsibility, if any:

This position does not manage people, however may lead or supervise group in manager’s absence.


Headquartered in Irving, Texas, NEC is a leading provider of innovative IT, biometrics, network, and communications products and solutions for service carriers and Fortune 1000 and SMB businesses across multiple vertical industries, including healthcare, government, education, and hospitality. NEC delivers one of the industry's broadest portfolios of technology solutions and professional services, including unified communications, wireless, voice and data, managed services, server and storage infrastructure, optical network systems, microwave radio communications, and biometric security. NEC is a wholly owned subsidiary of NEC Corporation, a global technology leader with a presence in over 44 countries and more than $37.5 billion in revenue. For more information, please visit

NEC Corporation of America and its subsidiaries is committed to the maximum utilization of all human resources and the goal of Equal Employment Opportunity/Affirmative Action. We provide equal opportunities to all employees and applicants for employment without regard to race, color, religion, national origin, sex, sexual orientation, age, marital status, disability, genetic characteristics, height, weight, arrest record pertaining to misdemeanors or status as a Vietnam era or special disabled veteran, or any other class protected by applicable federal, state or local laws.

EOE-Minorities/Females/Protected Veterans/Individuals with Disabilities


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