Hybrid Field Area Sales Account Manager

at ESA - Electronic Security Association

• Job title: Field Area Sales Account Manager
• Job type: Full Time
• Experience level: Mid level, Senior
• Salary: Not specified
• Degree requirement: No Education Requirement
• Location requirements: Hybrid, Poole, United Kingdom

About the role

• Field Area Sales Account Manager responsible for retaining and growing B2B customers across Poole and wider Dorset for ADI Global Distribution, a leading wholesale distributor of electronic security and AV products.

Responsibilities

• Manage, retain and grow revenue across a defined field sales territory covering Poole and Dorset.
• Build strong, long-term relationships with security installers, systems integrators, electrical contractors and trade partners.
• Act as the trusted advisor and primary point of contact for assigned customer accounts.
• Maintain regular face-to-face customer visits to drive satisfaction, loyalty and account growth.
• Identify, prospect and onboard new B2B customers across the South Coast territory.
• Win business from competitors by clearly communicating ADI’s value proposition, service model and extensive product range.
• Increase share of wallet within existing accounts through consultative, solution-focused selling.
• Drive sustainable territory growth by uncovering new projects, installers and regional opportunities.
• Plan, lead and execute supplier-led and branch-supported sales campaigns.
• Convert campaign activity into qualified pipeline and measurable revenue growth.
• Maintain accurate opportunity tracking, forecasts and reporting via CRM.
• Deliver consistent performance against sales targets, KPIs and growth plans.
• Attend and support trade counters, supplier roadshows, exhibitions, installer days and industry events across the South Coast.
• Deliver product demonstrations and technical presentations to customers and prospective partners.
• Represent ADI as a trusted local expert in security, AV and low-voltage technologies.
• Develop in-depth knowledge of ADI and Resideo product portfolios, solutions and services.
• Stay informed on market trends, competitor activity and emerging technologies.
• Participate in technical, sales and product training to support professional growth.
• Provide forecasting and demand insight to support Sales Inventory Operations Planning (SIOP).

Requirements

• Proven experience in field sales, territory management or B2B account management.
• Strong communication, negotiation and relationship-building skills.
• A proactive, well-organised approach with the ability to manage your territory autonomously.
• Confidence working in a target-driven, customer-facing environment.
• Full UK driving licence and flexibility to travel across Dorset and the South Coast.
• Experience within electronic security, electrical wholesale, AV, fire, CCTV or trade distribution.
• Solid understanding of sales fundamentals, pipeline management and account development.
• Ability to influence customers and internal stakeholders at all levels.
• Strong commercial mindset, including pricing, margin and deal structuring.
• Confident negotiator with strong closing and customer engagement skills.
• Initiative, resilience and a solution-oriented approach.

Benefits

• Competitive base salary plus car allowance or company car.
• Attractive commission and market-leading sales incentive scheme.
• Opportunity to build a long-term career within a global, industry-leading organisation.
• Comprehensive product, technical and sales training.
• Supportive, collaborative culture focused on performance, innovation and customer excellence.