Key Account Manager

Midwest, United States

Posted: 10/15/2020
Team Number:
Summary Information: Category: Corporate - Location: Midwest United States
Concentric International – A RUAN Company

Key Account Manager - Midwest, United States
This position exists for the purpose of profitably growing revenue by up-selling and cross-selling all existing products into defined Key Accounts and to adding new Key Accounts. This is accomplished by handling Key Account Manager duties with Concentric International’s defined Key Accounts, including day to day activities, development of account-specific sales strategy, attending relevant customer and trade shows and targeted growth initiatives for each respective account.  Additionally, you may be required to perform grassroots business development efforts to identify potential new Key Accounts and on-boarding new ones while working in step with the Director of After Market Sales.  This position will be remote and ideal candidate will live in the following preferred states; AR, TN, IL, KY, IN, OH, area.
 
Responsibilities:
  • Proactively and consistently execute on activities that lead to growing and developing existing accounts within the company’s stated objectives.
  • Proactively and consistently execute on activities that lead to adding new Key Accounts that fit the company’s ideal Key Account profile.
  • Establish relationships with key influencers within accounts for the purpose of understanding their needs, requirements, and objectives.
  • Proactively and consistently stay in contact with all influencers at accounts for the purpose of maintaining and enhancing the relationship and identifying new opportunities.
  • Develop, plan, and organize sales strategies to achieve established objectives/results.
  • Identify customer’s needs and react appropriately while understanding the market conditions and competitor’s pricing, sales, and marketing strategies.
  • Attend all designated industry trade shows and customer showcases for the purpose of prospecting new accounts/opportunities and or enhancing existing relationships.
  • Serve as a link of communication between assigned accounts and internal teams.
  • Facilitate resolution of customer issues, problems, concerns, complaints, etc. to the level that maintains a trusting relationship with the customer as well as company employees that would interact with such encounters.
  • Monitor customer orders for the purpose of ensuring the correct products and services are being delivered and in a timely manner.
  • Store pertinent company and customer documents on the company’s designated software.
  • Accurately prepare quotes and proposals in a timely manner. 
Expectations:
  1. Behave in a manner that is consistent with company values.
  2. Perform activities to the level that will ensure achievement of annual Key Initiatives.
  3. Sell a product mix that maintains a margin objective that is in-line with the company stated goals.
  4. Conduct the required number of in-person meetings per quarter with key influencers at accounts that fit the company’s Key Account profile.  Activities performed at these meetings include, but not limited to:
    1. Relationship Development
    2. Opportunity discovery
    3. Product Needs Matching
    4. Product Presentations
    5. Demonstrations
  5. Understanding the Company:  
    1. Product Knowledge
    2. Industry/Competitive Knowledge
    3. Customer Industry Knowledge
    4. Sales Process/Skills Knowledge
    5. Internal Process Knowledge
  6. Understanding the Customer:   
    1. Know the buyer’s decision factors, i.e. which of our products will be on the shelf, number of facings, promotional schedule, etc. 
    2. Know the purchasing drivers of their retail/dealer customer, i.e. both seats are typically replaced on a John Deere Gator because the driver seat wears out first and the customer switches it with passenger seat and when it wears out, they replace both. 
  7. Planning  
    1. Territory Planning 
    2. Time Management
    3. Goal Setting
  8. Communication 
    1. Reporting
    2. Sales Manager Interaction
    3. Company Supporting Departments 
  1. Team Player 
    1. Help Others
    2. Integrate Team Skills
    3. Aid for Marketing
    4. General Customer Service
    5. Sales Tool Development 
Reporting Responsibilities:
  • Rolling three-week calendar of your schedule within company designated software.
  • Sales Initiatives plans updated monthly and reviewed with Director of After Market Sales.  
  • Record all pertinent account contact data and interactions in the designated company CRM software daily.
  • Develop an annual plan for each customer and provide forecasted numbers throughout the fiscal year.
  • Accurately produce required company reporting by the designated deadlines. e.g. Expense reports.
  • Develop and maintain a list potential new accounts on an ongoing basis and within the company’s designated CRM software. 
Requirements:
  1. Work from an office out of your home.
  2. Valid driver’s license.
  3. Be insurable by the company’s vehicle insurance provider.
  4. Has or is eligible to obtain a United States of America Passport.
  5. Must be able to enter Canada. 
  6. Must be able to travel by commercial airline.
  7. Competent in Microsoft Office Suite software programs.
  8. Competent in effectively setting and conducting internet-based video conferencing.
  9. Travel Expectations
    • 1 week per quarter in Des Moines or as needed
    • Maintain consistent contact with customers 
    • Travel to assigned accounts as needed:
  • Proven track record of success as a key account manager
  • Proven track record of being able to work remotely from an office out of their home.
  • Minimum 5 years experience in account sales and providing solutions based on customer needs
  • Strong communication and interpersonal skills with aptitude in building relationships with professionals at all organizational levels
  • Experience of managing major national accounts at head office level.
  • Excellent organizational skills
  • Ability in problem-solving and negotiation
  • BSc/BA in business administration, sales or relevant field
  • Has developed and executed on sales programs for national and regional retail chain stores.
  • Must possess excellent verbal and written communication skill. 
Key Initiatives for 2021
  1. The Key Account Manager is responsible for managing key accounts, maintaining a long-term relationship with accounts and maximizing sales opportunities within them.
  2. Achieve or exceed revenue and margin objectives. 
  3. Complete Concentric International Orientation and Training: Paperwork, policies, procedures, software, expectations, equipment, etc. to the level that you can independently utilize the tools needed to perform their responsibilities.
  4. Complete Product Training:  Understand and comprehend Concentric products and value proposition to the level that you are competent in telling and presenting our story.
  5. Visit Key Accounts for introductions and building relationships into assigned accounts.
  6. Build initiatives for accounts for 2nd half of 2021 and Calendar year 2022 in conjunction with Director of After Market Sales 
  7. Execute sales initiatives that drive sales revenues and meet gross margin objectives.
  8. Help determine path for new products/product categories at key accounts based on market demand, forecasted volume expectations and margin capabilities. 
  9. Look for opportunities to penetrate new customers and/or markets.
 
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