OEM Account Manager - West Coast Based (REMOTE)

Pana-Pacific Pana-Pacific’s dedicated sales and engineering experts have worked side-by-side with Commercial Vehicle (CV) manufacturers for over 50 years, to develop and implement quality products for vehicles that live up to the required standards. CV customers rely on Pana-Pacific’s expertise in the areas of mobile audio and entertainment, satellite radio, safety, navigation, camera and video systems, wireless communication, telematics, asset tracking, mobile appliances and more. Pana-Pacific has a systems-integration approach, which has positioned the company to offer world class products from global companies to the CV manufacturers as well as their dealers and other valued customers. With 17 original equipment (OE) manufacturers as customers, Pana-Pacific provides services to approximately 2,500 OE dealers, over 40 OE part distribution centers and thousands of CV fleet companies. At any given time, there are over 2,000 unique OEM part numbers in stock and available for shipment from Pana-Pacific’s warehouse facility in Fresno, California. At Pana-Pacific, we know that the key to growth is a high performing sales team. We are seeking a high performing dynamic OEM Account Manager. As the first point of contact for Pana-Pacific, the ideal RSM has a strong understanding of the sales process, excelling at researching leads, starting new relationships, and setting our sales closers up for success. The OEM Account Manager is responsible for the development and implementation of sales strategies and plans to meet or exceed annual sales goals and grow market share. This individual is responsible for establishing and maintaining executive-level relationships at their assigned accounts and growing customer spend with Pana-Pacific by clearly defining business value and aligning our capabilities to the customer’s desired outcomes. Role Responsibilities: Owns account strategy within assigned accounts and communicates to extended teams on an account-by-account basis. Establishes executive level relationships within the customer base and understands customer processes, business drivers and organizational model. Maintains a healthy funnel, drives opportunities to closure and evaluates performance to the goal. Understands the industry (applications, standards/regulations, drivers and trends), the customer’s organization and desired business outcomes and Pana-Pacific offerings and delivery mechanisms as well as partner capabilities relevant to assigned accounts. Provides application knowledge and industry expertise. Proactively collaborates with Pana-Pacific’s OEM resident engineers. Qualifies customer opportunities, engages the appropriate resources and coordinates the solution design to impact the customer’s decision process and presents solutions to the customer (value proposition). Brings the right resources to the table to impact the customer’s decision process and presents solutions to the customer. Coordinates Pana-Pacific’s functional teams, including senior management and a technical engagement team (domain experts) to plan for and win identified opportunities. Maintains accurate assessment of target and opportunity funnel within Salesforce.com. Teams with corporate functional groups to come to terms with customers. Negotiates contract terms and conditions Obtains agreements and prices to support the proposal effort. Supports customer/internal account reviews. Sets and helps manage internal/external partner expectations. Ensures thorough familiarity with company policies and procedures. Appropriately applies policies and procedures in compliance with government laws. Policies and procedures include, but not limited to: Standards of Business Conduct, Intellectual Property, Control Environment, Information Protection, ISO 900, 14000 and/or IAFT1694, government regulations (e.g. health, safety, quality and environmental). Supports the aftermarket team as needed. Basic Qualifications: Bachelor's degree or equivalent experience Legal authorization to work in the United States is required. Preferred Qualifications: Bachelor of Science degree in an Engineering discipline or Operations Management. Additional business-related degree/experience preferred. Prior experience in technical sales, industrial distribution, manufacturing operations, electronics, or systems integration. Valid driver’s license. Ability to travel locally 50% of time. Equal Opportunity Employer This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.