Account Manager

Are you driven by innovation and helping customers solve complex business challenges with technology solutions? If so, consider joining the MultiTech team! MultiTech is a global company with a 50+ year legacy of designing and manufacturing connectivity solutions for a broad range of industries. We are gearing up for the next phase of our journey and are seeking top talent to bolster our team. Our people are our greatest asset and we’re focused on making MultiTech the employer of choice in the industry.

SUMMARY:  The Account Manager owns a portfolio of roughly 8–15 established mid-tier customers and is accountable for growing them by building and running account plans, expanding assigned accounts into new product lines and connectivity services, building relationships beyond a single buying contact, and structuring commercially sound deals with our deal desk. This role collaborates closely with Business Development, the deal desk, Product, Engineering, and Operations.

NUMBER OF POSITIONS OPEN: 2

ESSENTIAL DUTIES AND RESPONSIBILITIES: 

Portfolio Ownership & Growth

• Own revenue growth and retention across an assigned portfolio of roughly 8–15 mid-tier accounts, against an annual growth target
• Track buying patterns across the portfolio and proactively act on changes such as expansion signals, slowing orders, or competitive pressure
• Identify and drive cross-sell into new product lines and MultiTech connectivity services
• Partner with Business Development to take over newly won accounts and move them smoothly into managed coverage

Account Planning & Business Reviews

• Maintain a one-page account plan for each account, refreshed semi-annually to feed the budgeting and quota cycle, such as: current revenue by product line and trend; buying-center map and contact coverage; the customer’s business context and roadmap; 2–3 named opportunities with value and next step; and key risks (competitive exposure, single-threading, product lifecycle, and contract renewal)
• Run quarterly business reviews with the larger accounts in the portfolio

Relationships & Multi-threading

• Hold credible conversations about connectivity, integration, and product fit, bringing in technical specialists for deeper engagements
• Manage long, multi-stakeholder industrial sales cycles through to decision
• Build relationships beyond the primary buying contact, reaching the wider buying center across engineering, operations, procurement, and leadership

Deal Execution & Pipeline

• Work quotes through the deal desk, structuring commercially sound deals on value, volume, and terms (vs. defaulting to discounts)
• Maintain accurate pipeline, opportunity, and contact data in CRM as the leading indicator of portfolio health
• Forecast portfolio revenue and flag risks early, including at-risk renewals, single-threaded accounts, and product end-of-life transitions
• Coordinate with Operations and Product on lead times, lifecycle changes, and escalations that affect account health

QUALIFICATION REQUIREMENTS: 

EDUCATION AND/OR EXPERIENCE:

• Bachelor’s degree in business, engineering, or a technical field, or equivalent experience
• 2–5 years of B2B experience in inside sales, account management, customer success, or applications/sales engineering
• Self-directed and organized enough to run account plans across 8–15 relationships without being chased
• A proven track record of growing accounts through your own targeted initiative
• Experience in industrial hardware, electronics, IoT, or connectivity a plus
• Technically literate; credibly discusses connectivity, integration, and product fit
• Commercially curious; notices when a customer’s buying pattern shifts and takes appropriate action
• Clear written and verbal communicator, comfortable presenting to customer leadership in business reviews
• Comfortable with long, uneven sales cycles and multi-stakeholder buying
• Experience with a CRM (HubSpot preferred) and proficiency in Excel and PowerPoint

PHYSICAL DEMANDS: 

• Lifting requirements up to 25 pounds.
• Requires sitting for periods of time

• Requires travel using all modes of transportation.

WORK ENVIRONMENT:

• This is a remote position. Work is performed primarily from a home office, with regular travel to customer sites. Minimal noise.
• Our Minnesota facility includes a manufacturing environment. Moderate noise level. Machinery operation requires the use of safety equipment to include but not limited to; safety glasses, hearing protection, wrist and shoe straps, and ESD smock. Loose fitting clothing and jewelry are not permitted. No food is allowed in the manufacturing area. No cell phone use allowed in manufacturing area unless approved by management.

EQUIPMENT AND TOOLS USED:

Laptop computer

Standard office equipment