Regional Account Manager Mid East


Walker and Associates, Inc.


Mid East (Indiana, Michigan)

Posted On:  

July 3, 2017
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Territory:  States of Indiana, Michigan, other bordering states and may include additional Strategic Accounts.

This is an Exempt position which does not qualify you for overtime pay.

General Summary:  The Regional Account Manager will be responsible for selling products and services into new and existing customer base.  This role will apply principles of solution selling:  determine customer needs, propose appropriate product and service solutions, and manage the sales process through to close.  The RAM is considered our “eyes and ears” physically meeting with Walker and Associates, Inc. customers.

Duties and Responsibilities:

Organizational Requirements

  •  Establish customer rotation.
  • Plan first month’s firm itinerary and second month tentative.  These are due each month.
  • Send expense reports on a weekly basis.
  • Call reports need to be sent on a weekly basis.  Information needs to be specific and action item oriented.
  • Minimum of 16 calls per week expected.
  • Target Top 20 Revenue accounts for maintenance.
  • Target Focus Market Accounts.
  • Forecasting should be worked jointly with inside sales on a month-to-month basis.
  • Overnight travel required.

Planning & Execution Requirements

  •  Teamwork.  Work closely with inside sales.  Call on a daily basis (be informative of daily plan).  Communicate; provide leadership and direction  to inside team.
  •  Responsibility for moving idle inventory, account reserve programs refurbished/surplus products.
  • Responsibility for selling Value Added Services (Installation, Integration, Kitting & Consignment)

Expectation & Assessment Information


  • Sales and profit; percentage of profit, market and service mix.  Plus, overall increases.
  • Call reports; itineraries; expense report; number of calls; rotation.
  • Supplier interaction.
  • Teamwork, development and attitude.
  • Key Account Plan execution
  • Focus Market Segment penetration
  • Integration & kit growth and program development (provide solutions).
  • Optimize margins.
  • Promote Walker Values.

Experience and Qualifications:

  • Knowledge of Carrier and Enterprise networks.
  • Three to Five Years Telecommunications Industry Sales Experience.
  • Demonstrated Strategic Territory and Account management skills.
  • Knowledge of the equipment used in Carrier Networks, including Carrier Ethernet, Ethernet over Copper, TDM  and SONET.
  • Understanding of IP and SIP network applications, including IP softswitches and hosted applications.
  • Familiarity of Layer 2/ Layer 3 switching and Core routing.
  • Existing Industry Contacts, including Territory Customer Contacts preferred.
  • Telecommunications Network Engineering, Operations or Craft experience a plus.
  • Channel Sales Experience a plus.
  • Experience in Selling Value Added Services and Solutions preferred.
  • Presentation and Negotiation Skills Required.
  • Four-year degree preferred.

Hours:  Varies to meet job demands.  Travel required (up to 75%).

 Location:  Reside within territory.

“Walker and Associates, Inc. is an Affirmative Action and Equal Opportunity Employer.  Walker and Associates, Inc. does not discriminate on the basis of race, color, religion, sex, national origin, age, disability or veteran status in its programs, activities or employment.”

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