AV Product Specialist

Role Overview

The AV Product Specialist is responsible for supporting the growth and development of a defined brand or technology portfolio within the Northamber group. This role combines product expertise, outbound customer engagement, and sales enablement to drive adoption of the brand or key vendor technologies.

A key focus of the role is proactive customer engagement through outbound calling, identifying opportunities, promoting vendor solutions, and supporting reseller partners with product knowledge and solution guidance.

The Product Specialist acts as the internal and external brand champion for their assigned technology or brand, working closely with sales teams, vendor(s), and reseller partners.

Key Responsibilities

Product & Technology Expertise

• Develop deep technical and commercial knowledge of the assigned brand or technology.
• Act as the internal product expert supporting our sales teams.
• Deliver product training to internal teams and reseller partners.
• Support the creation of product positioning, messaging, and solution guidance with marketing.

Customer Engagement & Outbound Calling

• Conduct daily outbound calling to customers to develop and close business on assigned brand.
• Identify and qualify opportunities for our AV sales teams within existing reseller accounts.
• Promote vendor campaigns, promotions, and new product launches.
• Build strong relationships with key reseller contacts through regular communication.

Sales Support & Opportunity Development

• Work closely with the sales team to identify opportunities and help close deals.
• Provide product recommendations.
• Assist with quotations and product selection.
• Track opportunities and follow up with partners to progress and close deals in your own pipeline.

Vendor Relationship Support

• Work alongside vendor partners to support go-to-market initiatives.
• Participate in vendor training sessions and product updates.
• Support vendor reporting and pipeline tracking where required.

Market & Product Insight

• Monitor competitor technologies, pricing and market trends within the AV space.
• Provide feedback to the product management team on customer needs.
• Identify opportunities for cross-selling and portfolio expansion.

Key Skills & Experience

Essential

• Excellent communication and telephone engagement skills.
• Comfortable with outbound calling and proactive partner engagement.
• Strong organisational and follow-up skills.
• Ability to explain technical products in a clear commercial way.
• Experience supporting resellers or system integrators.

Desirable

• Experience working within AV distribution, AV integration, or channel sales
• Strong understanding of professional AV technologies (e.g., collaboration, displays, conferencing, audio solutions).
• Knowledge of UC, collaboration, and meeting room technologies.

Personal Attributes

Commercially driven and results focused.

Confident communicator with strong relationship-building skills.

Curious about technology and motivated to learn new products.

Proactive and comfortable working in a fast-paced distribution environment.

Strong team player who collaborates across sales and product teams.

Key Performance Indicators (KPIs)

Number of outbound partner engagement calls. (20x Outbound Calls or 1 Hour 30 Minutes TALK TIME)

Trader Breadth / New Customers / Slipped Resellers

Weekly management of their pipeline for opportunities generated.

GP and Revenue growth for assigned vendor/technology.

Partner training and enablement activities delivered.

Vendor engagement and campaign participation.

What Success Looks Like

Increased adoption of the assigned AV technology portfolio.

Strong relationships with reseller partners.

A healthy pipeline of qualified opportunities.

Improved awareness and positioning of vendor solutions within the channel.