Key Account Manager Accountabilities:

• Revenue & Sales target achievement across multiple Operating Units / Revenue Streams
• Creation of Tactical Sales Plan with quarterly objectives – target accounts and prospects, marketing and sales campaigns, account forecasting
• Increased cross sell of full portfolio into existing customers
• Creation and execution of marketing campaigns for demand generation with Marketing Manager
• Feed customer and market insights back into the business manager to shape the Industry strategy
• Assist Marketing in the update of all collateral needed for a successful sales approach
• Develop and follow up leads and sales opportunities through to sales won status
• Clear competitor analysis and strengths / weaknesses within your industry
• 100% adoption of Customer Relationship Management
• Completion of bids and tenders with the Business Manager
• Line management of ADR where applicable
• Daily, weekly and monthly reporting back into the business

Key Account Manager Skills, Ability and Experience:

• Minimum 4 years’ experience in Account Management.
  
• University Degree.
• Proven ability to succeed in a sales environment with sustainable target achievement
• Proven ability in a field-based sales role
• Experience in managing multi revenue stream accounts
• Experience in gaining new customer relationships
• Client management experience
• Good IT literacy skills (Microsoft & ability to use a range of Software Packages)
• Good interpersonal and time management skills
• Communication, negotiation and relationship-building skills
• Organisational skills
• Analytical

Key Account Manager Details:

• Grow the industrial segment business through a variety of strategies including selling our existing hose products, launching new fittings, and successfully marketing new products to generate new sales opportunities.
• Expected split will be 50% travel to customers per month/50% telephonic/remote contact
• Expectation is to close $500,000 of new hose business within first 12 months
• Continuously identify new opportunities and communicate product solutions to meet customer needs and requirements using value based selling arguments.
• Maintains and improves the level of customer knowledge and develops strong customer relationships at each assigned account.
• Drive and manage all new product launches in FTS Industrial arena
• Perform SWOT analysis to determine and clarify customer needs / expectations, market pricing, technology changes and advancements, opportunities and external threats and report back to the group with supporting details.
• Partner with Applications Engineer, Manufacturing, and Quality departments to resolve issues, liaise between the program team and internal APQP function, follows up on activities to ensure customer expectations, deadlines, and launch dates are met.
• May provide details and will support Management with the development of the Strategic Plan for our product portfolio
• Works with Program Management to identify product simplification, consolidation and standardization to gain optimum value for product portfolio
• Develops strong customer relationships (to include the areas of engineering, purchasing, quality, plant management, program managers and senior management) and have ability in negotiating and closing deals.
• Deliver Sales presentations to key Customers' engineering, purchasing and management groups.
• Works internally well - within a Team environment - with Program Management, Engineering, Quality and Operations to support and maintain agility, speed and responsiveness to customers, collaborate on ideas and address customer issues and concerns.
• When required, supports finance in A/R, debt collection, and pricing / MOQ discrepancies
• Analyze and control expenditures to conform to budgetary requirements.
• Monitor, evaluate and report on the activities and products of the competition to Sales Management
• Maintain monthly sales reports and business growth charts which identify business opportunities and areas of focus for product development.

Key Account Manager Ability, Experience and Educations:

• Education: Bachelor's Degree (Mechanical Engineering or Business), Master's Degree is a plus
• 5+ years of inside/outside sales experience (ideal candidate will be working in the petrochemical, food, energy or pharmaceutical industry, primarily with fluid transfer/hose products)
• Deep understanding of fluid transfer hose and/or couplings; working knowledge of the hose and tube industry.  Knowledge of assemblies related to fuel systems, turbo systems, EGR, SCR, coolant and air systems is a plus
• Experience with creating distribution agreements, establishing a network of national distributors and related pricing strategies.
• Excellent verbal and written communication skills
• Strong budgeting and forecasting acumen
• Ability to work well with operations, engineering, finance, and other internal and external stakeholders
• Superior presentation skills

Key Account Manager Functions:

• Primary role is to maintain and grow market share across target accounts by delivering exceptional customer service, executing team driven objectives and assisting with training needs across the region
• Assist Regional Business Manager in developing and executing territory plans to achieve business goals.
• Develop, maintain, and grow customer relationships within target accounts
• Professionally represent ResMed as the subject matter expert on the broad portfolio of products and solutions
• Work closely with the Regional Business Manager and Sales Management team in evaluating sales trends and monitoring changes to the business environment
• Document activities within the Customer Relationship Management (CRM) system
• Update and train clients on company solutions.
• Coordinate client contact with Installation and Development teams.

Key Account Manager Ability, Knowledge and Requirements:

• 2 to 5 year’s relevant business experience in B2B sales support; medical devices industry experience/knowledge preferred OR recent graduates with a go-get-it attitude, results driven, agile and proactive
• Strong personal computer skills and familiarity with Windows-based software (including MS Office)
• Ability to work and build relationships remotely
• Highly motivated with a passion and energy to drive results
• Empathy - Accomplished at influencing customer’s decisions by listening and finding out their needs and objections
• Demonstrated ability to develop and build strong customer relationships
• Ability to adapt quickly to an international and global company
• Self-starter with proven leadership qualities
• Team player with evidence of effective collaborative working
• Excellence in all forms of communication

Key Account Manager Tasks:

• Explore, develop, and manage the business relationship with key distributors and retails
• Build up strong business networks
• Demonstrate the product at the retails or trade show
• Communicate with new business with sound judgment call resolving any concerns, developing solutions to reach goals
• Maintains professional and technical knowledge
• Establish and maintain long-term business relationship with key industry professionals
• Serve as editor and proofreader of promotional content as necessary
• Managing distributor and retail experience
• Able to grow and thrive in a goal-oriented environment
• Product management experience highly desirable

Key Account Manager Requirements:

• Bachelor's degree and at least 5-7 years of relevant work experience.
• Master’s degree preferred
• Business channels in food and beverage is preferred
• Exceptional planning and time management skills.
• Ability to multi-task with ease, adapting to frequently changing priorities
• Excellent communication, writing, and customer services skills
• Innovative thinker, with excellent problem-solving skills, analytical skills, and of course computer skills
• Organized and methodical, with good reporting capabilities and business acumen in a fast-paced environment

Key Account Manager Details:

• Build strong relationships with both new and existing clients.
• Manage client relationships and communicate with clients both face to face as well as over the phone.
• Monitor customer, market and competitor activity weekly to build appropriate sales strategies for the region.
• Establish and monitor budgets and ROI for the Business Account Managers in the region to meet performance objectives.
• Respond to all inquiries from company clients and handle issues that may arise.
• Provide input and feedback to Senior Management relating to all things related to agronomy and product/service development.
• Document interactions with clients using CRM.
• Contribute presentation material to representatives and growers for training or sales calls.
• Complete expense, vehicle, maintenance logs, mileage reporting as per prescribed schedule.
• Weekly or bi-weekly face to face meetings with local teams to ensure seamless delivery/execution resulting in high-level customer experience.
• Help train/mentor new sales and operations staff, as required.
• Participate in trade shows with the purpose of generating strong leads.
• Completion of training as identified throughout the year.

Key Account Manager Experience and Educations:

• Bachelor's Degree in Agriculture, Business, Data Science, or related field with emphasis on Project Management, Manufacturing, Plant Science and Crop Production considered an asset.
• Minimum 5 years of sales experience or other role with high interaction with Ag Retailers and/or cooperatives.
• Negotiation skills with proven sales record.
• Strong problem solving, interpersonal, and communications skills required.
• Hands on experience with farming and machine operation (sprayers & spreaders preferred).
• Understanding of technology, farm equipment, agronomy, and farming processes.
• Previous experience with precision agriculture and variable rate technology preferred.
• Timely reporting and ability to meet deadlines is necessary.
• Ability to execute on Sales Plan Strategies and close sales.
• Committed to furthering personal on-going education.

Key Account Manager Duties and Roles:

• Establish a strategic partnership with customers on different levels of their organization while understanding their business needs and presenting solutions to address them
  
• Create strategic plans to develop new accounts and expand existing ones
• Represent Red Hat to the customer and vice versa in all sales-related matters
• Understand the requirements of our business and offerings, as well as industry challenges of our customers
• Meet assigned sales quotas
• Work collaboratively with solutions architects, overlay structures, and insides sales representatives
• Experience selling complex IT solutions to large organizations and multiple decision makers
• Proven record of establishing long-lasting customer relationships that have expanded business

Key Account Manager Requirements and Qualifications:

• Excellent communication and technical skills to develop relationships at engineering, commercial, and executive levels
• Strategic mindset with a background in developing account strategies
• Good people management skills; ability to create a vision for your accounts and inspire your team to help make it a reality
• Proactive approach toward offerings, markets, and customer business challenges
• Good understanding of IT and datacenter challenges and solutions
• Focus on building solid and trusted relationships with customers
• Native-level language skills in German and fluent written and verbal language skills in English

Key Account Manager Duties and Roles:

• Manage & grow key account portfolio. 
• Making strategic business decisions based on data analytics to provide customer insights & increase Lamwork wallet share with strategic channel partners. 
• Pursue business that benefits short- and long-term financial results of the branch.
• Possess firm understanding of corporate priorities as well as key account management goals and work with the team to implement strategic growth goals and objectives.
• Provide support for RFP process and execution related to key accounts.
• Collaborate with Supply Chain, Distribution, Manufacturing, Marketing as necessary for the fulfillment of key account needs and large opportunities.
• Deliver exceptional customer experience through CCM and Challenger Sales Methodology, providing insights, and delivering timely, targeted communications.
• Achieve sales targets that are in line with the financial and customer targets of the branch.
• Drive Lamwork market penetration in the territory, where it can profitably achieve dominant market share through customer intimacy. 
• Foster and maintain a strong, layered relationship with strategic channel partners at multiple levels in the business.
• Effectively represent Lamwork’s interests when dealing with customers, the community, employees and suppliers.

Key Account Manager Experience and Qualifications:

• Bachelor’s degree or equivalent work experience
• Prior direct sales experience
• Experience in dealing with purchasing agents, senior buyers and small business owners
• You love to learn. You are passionate about growing your knowledge and skills and being the best you can be
• Values matter to you. You bring your true self to work and live by ours values – passion, respect, integrity, collaboration, and excellence
• You demonstrate exceptional verbal and written communication skills; fluent in English
• Valid driver’s license and ability to sit and safely operate a vehicle, commute and access various sales meeting locations

Strategic Key Account Manager Functions:

• Implementation and running of a direct to customer digital platform
• Use data effectively, understand margin, sales and profit and how to use these to maximise the potential of the brand
• Deliver sustainable profitable growth for the Lyle and Scott business and ensure that all accounts maximise commercial opportunities
• Setting the standards of the Lyle and Scott collection, ensuring that segmentation plans are planned, delivered and implemented, driving a premium experience across the digital platform
• Support the launch of new business initiatives and the potential for new routes to consumer, including direct to consumer channels
• Complete sales accountability to achieve sustainable profitable growth of the Lyle and Scott business in line with business targets
• Ensure that the brand remains future proofed for ongoing commercial success
• Setting targets internally and externally whilst working with our finance business partner in identifying opportunities
• Lead on seasonal strategic analysis and business profiling for all strategic key accounts
• Work with Sales Managers in identifying and setting KPI’s
• Annual, seasonal and monthly forecasting
• Full P&L Management
• Lead the development and implementation of the Lyle and Scott strategic plan for each account, ensuring that the intent to maximise commercial potential is always front of mind.
• Assess each accounts market potential and develop strategies to expand their Lyle and Scott business within each territory
• Work with all accounts to ensure a well-rounded, commercial merchandise assortment, providing best in class examples and guidelines
• Regular visits to market to support customers in visual merchandising whilst identifying opportunities for the brand and retailer
• Initiating and deliver staff training as required to key customers
• In-store and space planning
• Discuss and negotiate customer budget plans
• Present collections to customers and hold seasonal business reviews
• International travel to attend workshops or trade shows

Strategic Key Account Manager Skills and Experience:

• Bachelor’s Degree, with a min of 3-5 years of account management.
  
• Demonstrated experience effectively managing and growing national accounts using a fact-based approach.
  
• Excellent verbal and written communication skills for both internal and external stakeholders
• Hands on experience with the integration and rollout of a customer digital platform
• Merchandising experience as well as commercial experience
• Expertise in Account Management
• P&L accountability
• Experience in business and strategic planning
• Expertise in negotiating
• IT literate and analytical
• Excellent excel skills
• Excellent presentation skills
• Relationship building

Key Account Manager Duties and Responsibilities:

• Establish and maintain strong relationships with customers, partners, and internal business partners.
• Leadership and Management of Key Accounts
• Detailed sales and marketing execution at store level
• Support Western Sales Lead with Territory objectives, budget, forecast, sales strategy development and sales resource planning.
• Achieve revenue, market share, and profit objectives as well as other key financial metrics and sales specific performance indicators.
• Develop and execute collaborative customer business plans that deliver Net Sales Revenue and profitability targets.  
• Achieve listing and distribution targets
• Accountable for meeting sales budgets, travel & expenses, and trade spend targets.
• Demonstrate strong storytelling skills leveraging customer, consumer, and category data to develop insights that support the sell-in of category specific programs and initiatives.
• Have a passion for accomplishing goals and the ability to deal with ambiguity in a rapidly changing environment.
• Support the professional development of the Field Sales Team through mentorship, accountability, and cross-functional collaboration.
• Demonstrate unquestionable integrity by adhering to all company policies and procedures and trust at all levels.
• Overnight travel required to support Western Markets (Manitoba, Saskatchewan, Alberta, and British Columbia).

Key Account Manager Experience and Requirements:

• A proven and passionate sales leader with broad experience across diverse sales functions i.e. market & competitive analysis, sales analysis, product/profit margin analysis, research insights, customer needs assessment, sales and inventory forecasting, sell in presentations etc.
• Degree or Diploma in Commerce or related, Minimum 5-7 year’s experience, with ideally 1-2 years key regional / national accounts experience
• Experience working with retailers, provincial boards, and partners and across multiple sales channels (Experience in Cannabis or Beverage alcohol, is ideal, CPG an asset).
• Experience and comfort level in working through ambiguous stages of development from conceptual thinking to defined processes.
• Strong time management skills, positive attitude, detail and customer oriented with good multitasking and organizational ability
• Experience utilizing sales support staff effectively

Key Account Manager Duties and Roles:

• Increase brand awareness, product distribution, introduce innovation and brand interaction with retail buyers.
• Coordinates chain activities and needs, with the National Account Manager, to identify key target markets, and retail chains where increased traffic is anticipated due to Couponing, programming, or ad planner activity.
• Collects retail sales data, and analyzes where we are strong, and where we need to direct some further attention.
• Works with key wholesaler chain teams, in coordination with the Regional Sales Manager and National Account Manager, to develop and implement action plans within that region, and their specific retail chains.
• Regular communication with all levels of Key Account Managers, Regional Managers, and the National Sales Manager, coordinating inventory based on buying decisions and programming secured in the region.
• Develop and sustain strong relationships with our key retail contacts, ensuring a strong partnership between the two organizations.
• Review and manage expense budget spends to ensure adequate use of travel, office and programming dollars. 
• Knowledgeable on administrative and legal requirements, in coordination with the National Account Manager.
• Works proficiently on VIP and IRI to pull sales reports.
• Responsible for documentation in contact management system (Solve CRM) of emails and meeting notes with key business contacts.

Key Account Manager Education and Qualification:

• 3-5 years of alcohol sales experience preferred.
• 1-3 years of Key Account or National Account experience preferred.
• Detailed knowledge of malt beverage distribution and sales preferred.
• 5-8 nights of overnight travel per month is likely.
• Must be able to commute and report to work daily at location to be determined.
• Current driver’s license with excellent driving record.
• Must live in either MI/OH/IL/WI with ability to relocate to further professional development and/or Alaskan Brewing sales and business strategies.
• Passionate about the craft beer industry and the Alaskan portfolio.
• High ethical standards and excellent critical thinking and judgment skills.
• Excellent interpersonal and communications skills.
• Excellent organizational and administrative skills.
• Computer and Email proficiency (including MSOffice and Outlook).
• Knowledge and appreciation for premium quality malt beverages is helpful.

Function of Key Account Manager:

• Champion the delivery of detailed action plans for attaining sales and profit targets based on a solid understanding of customer needs and business opportunities;
• Launch new products and introduce them at points of sale;
• Effectively manage budgets based on corporate objectives and draft sales forecasts for production;
• Negotiate programs and agreements and help manage in-store planograms;
• Prepare presentations, business reviews, and sales reports that identify areas for improvement and business opportunities;
• Communicate with the Field Sales team and the sales department to coordinate promotions at points of sale and new product launches in stores;
• Use a variety of data sources (internal sales reports, Nielsen data, market trends) to develop an in-depth understanding of the market and suggest avenues for growth to customers;
• Work closely with the Commercialization Dept and Channel RGM in aligning and executing promotional plans and strategies.

Key Account Manager Skills, Experience and Requirement:

• Bachelor’s degree in business administration;
• Five (5) to seven (7) years’ experience managing key accounts for the food industry.
• Advanced knowledge and proficiency of MS Office (Word, Excel and Powerpoint);
• Excellent communication and presentation skills;
• Excellent interpersonal skills, interacts well with multiple departments as required;
• Strong analytical and negotiation abilities;
• Dynamic and self-motivated;
• Excellent time management and priority setting;
• Result oriented
• Must own a reliable vehicle, valid driver's license, with a clean driver's abstract;
• Capacity to work in a fast-paced changing environment.

Key Account Manager (KAM) Responsibilities:

• Create, develop and execute strategic account plans and forecasts for assigned accounts and customers. 
• Develop strategies to target and capitalize on new Branded/Private Label sales growth opportunities, identifying potential customers and initiating contact with them. 
• Maintain and build relationships with customers by providing industry guidance, support, and market intelligence.
• Maintain proficient knowledge of Lamwork’s product lines, pricing, production lead times, delivery time, and shipping terms.
• Monitor market trends and proactively address customer opportunities and needs.  
• Work with technical, operations and culinary personnel to assure alignment of sales strategy and product offerings with technical and operational capabilities.
• Lead and execute the private label RFP and bid submission process without support
• Lead and execute contract negotiations with customers.
• Establish and maintain customer pricing consistent with Lamwork’s objectives.
• Establish delivery timelines and communicate them to the customer.
• Run daily sales support of accounts including coordinating of sample requests, facilitating any requests for technical documents, and overall communication including inquiries and issue resolution.

Key Account Manager Skills, Ability and Experience:

• Bachelor’s Degree is required, Food Science major is preferred.
  
• Four (4) years’ experience working in private label sales with a top retailer with a deep understanding of their requirements required.
• Business-to-business sales experience required including strong general business capabilities, profit and loss (P&L) management and analytical/technical skills required.
• Experience with developing and launching a newly created brand is required.
• Solid understanding of retail delivery models in the Private Label industry is required.
• Excellent interpersonal, verbal and written communication skills are required.
• Ability to build trusted relationships at all levels is required.
• Must be a self-starter who is able to make decisions in an ambiguous environment.
• Willing to work in lean teams and be hands on with limited support is required.

Key Account Manager Roles and Functions:

• Direct accountability for managing sales in the U.S. Key Accounts, working with Sales, Marketing, and Customer Care Departments to address key business opportunities
• Responsible for Key account relations, including preparing and delivering relevant reports, operating budgets and sales forecasts, and participating in developing and implementing Sales and Marketing strategy 
• Responsible for ensuring professional and productive business relationships are built and fostered with Key Accounts
• Develop and coach team personnel to ensure Reserved Accounts receive sufficient marketing and planning support
• Creation and implementation of sales strategies and growth plans
• Track and report on Key Account sales forecasts, wholesale sales, trade budgets and marketing activities 
• Monitor contractual compliance, including but not limited to, merchandising, pricing, trade spend and trainings
• Stay current with supply and demand, changing trends, economic indicators, and competitors

Key Account Manager Experience and Educations:

• Bachelor’s and/or Master’s degree in Business or a related field
  
• 5 years related work experience and/or training; or equivalent combination of education and experience that indicates an established track record in a Key Account Management sales role.
• Sales team management experience, including hiring, training, and practicing performance management principles is preferred
• Flexibility to travel at least 50-60 % of the time within the USA and elsewhere if required
• Strong Leadership/Team Player skills and abilities to apply strategic thinking, execute effectively and build strong teams
• Results-oriented with demonstrated business skills related to goal setting, budgeting, and reporting
• Ability to pull and analyze Nielsen performance data. Provide analytics to assess business opportunities and provide ROI results
• Develop and deliver presentations
• Problem solving abilities to manage abstract and/or concrete variables
• Computer literacy, including effective working skills of MS Word, Excel, PowerPoint, Adobe products and Microsoft outlook
• Strong oral and written communication skills
• Extended hours of work, as necessary.

Function of Key Account Manager:

• Network with key stakeholders to develop the sales plan and execution model
• Develop strategies in partnership with counter-parts to deliver Key Account / General Trade sales
• Identify trends and develop strategies to outperform the competition
• Work with internal team to make integrated business plans for growth of Key account / General Trade sales
• Establish strongest possible commercial relationships with key accounts / general trade partners
• Build network with key account / general trade customers
• Lead complex customer negotiations
• Manage multi-channel issues to maximize profit
• Build appropriate channel differentiation strategies
• Ensure contract implementation is adhered to and terms are observed
• Ensure compliance with competition and bribery guidelines

Key Account Manager Minimum Qualifications:

• Bachelor’s Degree or equivalent in a relevant business related field
• Minimum 5 years sales experience required; some of which must be with a strong consumer brand
• Experience of creating change, challenging the status quo, establishing a product category or brand with entrepreneurial spirit
• Strong analytical, planning and presentation skills.
• Self-motivated with high energy, ability to multi-task and execute multiple projects on time and on budget.
• Positive team player who can work effectively with internal and external partners.
• Strong organizational skills and ability to prioritize tasks.
• Valid G driving licence is required.

KAM Duties:

• Maintain and profitably grow Lamwork’s current business as well as developing new opportunities;
• Participate in the development of the customer’s long-term business strategies in alignment with Lamwork’s growth strategy;
• In conjunction with the senior sales management team, develop annual operating plan and budgets:
• Review weekly revenues and costs relative to budget;
• Actively manage net margin expectations and develop, implement and measure further action plans where necessary;
• Prepare and present regular business reviews and new product presentations to both customers and internal stakeholders;
• Manage all aspects of the key account functions including pricing and promotional plans, new product presentations, forecasting, trade spend management, debit notes, logistics, QA;
• Build excellent relationships at all levels in the customer’s organization and within the Lamwork organization;
• Cover day-to-day issues that arise at customer level;

KAM Qualifications:

• Maintain a high degree of market and dairy industry knowledge in terms of products, pricing, discounts and sales levels;
• Collaborate with Lamwork various functions;
• A degree/diploma in sales, marketing, business or equivalent education and training desired;
• 2 – 5 years in account management or business/product development
• Strong track record of excellence in achieving sales and margin targets;
• Dependable and team oriented with a proven ability to build internal and external relationships;
• Strong communication, organization, interpersonal and analytical skills;
• Problem solving and decision-making skills;
• Able to work with tight deadlines n a multi-task, high priority environment;
• Proficiency with Outlook, Microsoft Excel, Word, and PowerPoint;