Commercial Electronic Sales Account Manager bei Wittenbach Business Systems LLC

Description

Why work for Wittenbach?

Experience a rewarding career with Wittenbach and enjoy a competitive benefits package:

• Health Insurance: Medical, dental, and vision coverage
• Financial Protection: Identity theft protection and voluntary life insurance
• Time Off: Generous PTO starting up to 120 hours after 30 days of employment, plus paid holidays (including your birthday)
• Employee Support: Access to the Employee Assistance Program and Employee Assistance Fund
• Retirement Savings: 401(k) retirement plan with employer match
• Flexible Spending: Flexible Spending Accounts (FSA) and Health Savings Accounts (HSA)
• Life Insurance: Employer-paid life insurance, short-term disability, and long-term disability
• Professional Development: Paid training opportunities and Education Assistance Program
• Referral Bonus: Earn up to $5,000 for referring new employees
• Auto Allowance: This position is eligible for a bi-weekly auto allowance.
• Commissions: This position is eligible for commission payments.

Description:

Since 1974, Wittenbach has been a leading provider of innovative cash automation and security solutions for financial institutions. Our commitment to customer satisfaction and delivering results has driven our growth. With over 200 highly trained service professionals throughout our service area, we ensure rapid response to our customer’s service needs. The corporate office is in Sparks, Maryland along with regional operations in Hunt Valley, MD, Coatesville, PA and Charlotte, NC. Our Sales and Service footprint spans the Mid-West and East Coast.

Job Summary:

We are seeking a Commercial Sales Account Manager to develop and execute the company’s commercial sales strategy.

The ideal candidate is a proven professional with deep knowledge of commercial security technologies and a strong background in sales management. You must be an effective communicator who can translate complex technical details for non-technical clients and clearly demonstrate the value and ROI of security investments. Experience with specific verticals such as healthcare, pharmacies, or warehousing is a plus.

This role focuses on consultative selling, managing long-term client relationships, and contributing to our overall go-to-market strategy.

Duties & Responsibilities:

1.Technical & Product Knowledge

· Understanding security technologies: CCTV/IP video surveillance, access control, alarm systems, fire detection, biometric & intrusion systems, perimeter security, integrated platforms.

· Networking and IT basics: IP addressing, cloud-based systems, cybersecurity concerns (since modern security solutions often integrate with IT infrastructure).

· System integration knowledge: How different security systems (video, access, intrusion) interact and connect with building management systems.

· Vendor/product awareness: Familiarity with leading brands (e.g., Honeywell, Hikvision, Genetec, Lenel, Bosch, Axis, etc.).

2. Sales & Business Development Skills

· Consultative/solution selling: Ability to diagnose client pain points and design tailored security solutions rather than just selling products.

· Lead generation & prospecting: Identifying and targeting decision-makers (e.g., facility managers, security directors, procurement officers).

· Negotiation & closing: Handling objections, structuring proposals, and securing long-term contracts (e.g., maintenance or monitoring services).

· Account management: Building long-term relationships and upselling/cross-selling additional services.

· Pipeline management: Using CRM tools (specifically Salesforce) to track opportunities and forecast revenue.

3. Industry & Market Knowledge

· Commercial sector dynamics: Understanding of the commercial sector (healthcare, pharmacies, and warehousing verticals within mid-markets)

· Competitive landscape: Knowledge of direct competitors, integrators, and managed security service providers such as ADT and Tyco)

4. Interpersonal & Communication Skills

· Technical-to-non-technical translation: Explaining complex security technology to non-technical decision-makers.

· Presentation & proposal skills: Delivering compelling sales pitches, RFP responses, and solution demonstrations.

· Stakeholder management: Engaging security managers, IT teams, procurement, and executives effectively.

Requirements

Functional Skills

· Sales and Business Development: This includes the ability to lead a complete sales cycle, from lead generation and prospecting to negotiation and closing. You should be skilled in consultative or solution selling, focusing on understanding customer problems and designing tailored solutions.

· Account Management: The ability to build and maintain long-term client relationships is crucial for repeat business and upselling, creating RFPs and competitive bidding.

· Pipeline Management: Expertise in managing a sales pipeline and using CRM software like Salesforce to track opportunities, forecast revenue, and generate reports.

· Financial Acumen: Understanding ROI (Return on Investment) and value selling to articulate the financial benefits of proposed solutions.

Technical Skills

· Security Systems Knowledge: A deep understanding of various security technologies is essential, including CCTV/IP video surveillance, access control, alarm systems, fire detection, and biometric systems.

· Networking and IT Basics: Proficiency in IP addressing, understanding cloud-based systems, and recognizing cybersecurity concerns related to modern security solutions.

· System Integration: Knowledge of how different security systems (e.g., video, access, intrusion) can be integrated with each other and with larger building management systems.

· Vendor and Product Awareness: Familiarity with leading security brands such as Honeywell, Hikvision, Genetec, Lenel, Bosch, and Axis.

· Data Analysis: The ability to use data and analytics from security systems (e.g., video intelligence, access logs) as a selling point to customers.

· Project Scoping: The ability to understand and estimate the costs associated with installation, maintenance, and the total cost of ownership for a client.

Education & Experience:

Education:

· Bachelor’s degree in business, sales, marketing or related field

Experience & Training:

· 2+ years of sales and business development experience in a relevant field, preferably in commercial security.

· A proven track record of success, including achieving and exceeding sales targets and driving revenue growth. This should be a consistent pattern of performance.

· Experience with commercial sector dynamics, particularly in relevant verticals like healthcare and warehousing.

· Proficiency with CRM tools, especially Salesforce, for pipeline management and forecasting.

· Familiarity with the competitive landscape of the security industry.

Physical Requirements:

· Prolonged Sitting: Much of the work is conducted at a desk or in meetings. This includes extensive time spent using a computer for emails, reports, and presentations, as well as attending virtual meetings.

· Travel: A key component of the role is regular travel to meet with clients, attend industry events, and visit team members in different territories. This may include flying, driving, and spending nights away from home. Travel requires the ability to carry luggage and navigate various environments like airports and hotels.

· Public Speaking and Presentations: The job requires standing and presenting for extended periods to large groups of potential clients or at conferences.

· Lifting/Carrying: While not a core part of the job, there may be a need to occasionally lift and carry items like laptops, presentation materials, or trade show displays, which are typically under 20 pounds.

Environmental Requirements:

· Sedentary Work: The role often involves sitting at a desk for extended periods.

· Computer Work: Prolonged use of computers can cause eye strain, back pain, and repetitive stress injuries.

· Noise: Office environments can be noisy, which may require concentration and noise-canceling headphones.

Lighting: Adequate lighting is essential for computer work and overall comfort.

The final salary offer will depend on several factors, including:

• Experience: Your level of experience in the relevant field.
• Knowledge and Skills: Your specific knowledge, skills, and abilities.
• Ability: Your demonstrated ability to perform the job duties effectively.
• Geographic Location: The location of the position can influence salary rates.

The actual salary offer may vary based on individual qualifications and circumstances.