Summary
The Key Account Manager is a strategic sales position responsible for understanding the needs of the companies most critical customer partners, developing plans to addressing those needs, coordinating company resources to meet defined SLAs, and generally grow the business.
Essential Job Duties
Interfaces as the Sales lead with many of the company's most important clients
Primarily responsible for developing processes and procedures required to meet Key Accounts stated or contractually established SLAs
Working with local Sales and Service teams to deliver consistent messaging, consistent offerings, and pricing
Ensures that all impacted parties within the business understand their role in supporting the Key Account
Clearly communicates the progress of monthly/quarterly initiatives to internal and external stakeholders
Responsible for forecasting monthly and annual Sales for Key Accounts
Identifies potential future Key Accounts
Develops targeting strategies for future Key Accounts
Works closely with Customer Support group to devise and distribute periodic reporting on Key Account Activity and other KPIs (as defined in cooperation with Management team)
Develops growth strategy for each assigned Key Account
Negotiates contracts and agreements as required
Ensures timely and successful delivery of our solutions in line with agreed upon SLAs
Assists with client requests or problem resolution/issue escalation as required
Become a Strategic Advisor to local Sales and Service team as required to improve their customer engagements at the local level in support of the Key Account Strategy
Other duties as assigned
Required Qualifications
Bachelor's degree in business administration, Sales, or Marketing (will consider equivalent work experience)
Proven experience as Key Account Manager
Experience in Sales and providing solutions based on customer needs
Ability to communicate with and build relationships at all levels of an organization
Works independently with minimal daily oversight
Knowledge, Skills and Abilities
Proficient in all Microsoft Office products - specifically Excel, Word, Outlook, and PowerPoint
Excellent problem-solving skills
Excellent communication skills, both verbally and in writing
Ability to effectively organize and prioritize work as well as concentrate on multiple tasks simultaneously
Strong attention to detail and organizational skills
Ability to develop and maintain business relationships with internal and external contacts at all levels with excellent interpersonal skills
Work Environment
General office conditions. Exposed to moderate noise levels. This work is mainly indoors in an office setting, involving regular contact with customers through phone and email.
Face-to-face contact at many varieties of customer sites including industrial, construction, agricultural and more that are indoors or outside with varying noise and temperature levels with uneven terrain.
Travel is required. 25% - 40% including air/overnight travel may be necessary to meet with current and prospective customers.
Physical Abilities
Required to use close vision and be able to focus.
Regularly required to talk and hear; frequently required to sit, stand and bend at the knee and waist, and walk.
Must be able to have repetitive wrist, hand and/or finger movement to type and work on computer.
Must have finger dexterity and hand-eye coordination to work on computer, telephone, and related office equipment.
Regular attendance is a necessary and essential function.
Fairbanks Scales Inc. is an Equal Opportunity Employer including Disability/Vets
DISCLOSURE REGARDING BACKGROUND INVESTIGATION Fairbanks Scales Inc. may obtain information about you from a third-party consumer reporting agency for employment purposes. Thus, you may be the subject of a "consumer report" and/or "investigative consumer report" which may include information about your character, general reputation, personal characteristics, and/or mode of living, and which can involve personal interviews with sources such as neighbors, friends, or associates, The reports may contain information regarding your credit history, criminal history, social security verification, motor vehicle records ("driving records"), verification of your education or employment history, or other background checks. Credit history will only be requested where such information is substantially related to the duties and responsibilities of the position for which you are applying.
NOTIFICATION OF PRE-EMPLOYMENT DRUG SCREENING Fairbanks Scales Inc. performs post-offer, pre-employment drug testing for all roles prior to being hired into any role as part of our Drug Free Workplace Policy. In addition, Fairbanks Scales Inc. performs post-offer, pre-employment drug testing under the authority of the U.S. Department of Transportation prior to being hired for any role or transferred into a safety-sensitive role.
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Essential Job Duties
Interfaces as the Sales lead with many of the company's most important clients
Primarily responsible for developing processes and procedures required to meet Key Accounts stated or contractually established SLAs
Working with local Sales and Service teams to deliver consistent messaging, consistent offerings, and pricing
Ensures that all impacted parties within the business understand their role in supporting the Key Account
Clearly communicates the progress of monthly/quarterly initiatives to internal and external stakeholders
Responsible for forecasting monthly and annual Sales for Key Accounts
Identifies potential future Key Accounts
Develops targeting strategies for future Key Accounts
Works closely with Customer Support group to devise and distribute periodic reporting on Key Account Activity and other KPIs (as defined in cooperation with Management team)
Develops growth strategy for each assigned Key Account
Negotiates contracts and agreements as required
Ensures timely and successful delivery of our solutions in line with agreed upon SLAs
Assists with client requests or problem resolution/issue escalation as required
Become a Strategic Advisor to local Sales and Service team as required to improve their customer engagements at the local level in support of the Key Account Strategy
Other duties as assigned
Required Qualifications
Bachelor's degree in business administration, Sales, or Marketing (will consider equivalent work experience)
Proven experience as Key Account Manager
Experience in Sales and providing solutions based on customer needs
Ability to communicate with and build relationships at all levels of an organization
Works independently with minimal daily oversight
Knowledge, Skills and Abilities
Proficient in all Microsoft Office products - specifically Excel, Word, Outlook, and PowerPoint
Excellent problem-solving skills
Excellent communication skills, both verbally and in writing
Ability to effectively organize and prioritize work as well as concentrate on multiple tasks simultaneously
Strong attention to detail and organizational skills
Ability to develop and maintain business relationships with internal and external contacts at all levels with excellent interpersonal skills
Work Environment
General office conditions. Exposed to moderate noise levels. This work is mainly indoors in an office setting, involving regular contact with customers through phone and email.
Face-to-face contact at many varieties of customer sites including industrial, construction, agricultural and more that are indoors or outside with varying noise and temperature levels with uneven terrain.
Travel is required. 25% - 40% including air/overnight travel may be necessary to meet with current and prospective customers.
Physical Abilities
Required to use close vision and be able to focus.
Regularly required to talk and hear; frequently required to sit, stand and bend at the knee and waist, and walk.
Must be able to have repetitive wrist, hand and/or finger movement to type and work on computer.
Must have finger dexterity and hand-eye coordination to work on computer, telephone, and related office equipment.
Regular attendance is a necessary and essential function.
Fairbanks Scales Inc. is an Equal Opportunity Employer including Disability/Vets
DISCLOSURE REGARDING BACKGROUND INVESTIGATION Fairbanks Scales Inc. may obtain information about you from a third-party consumer reporting agency for employment purposes. Thus, you may be the subject of a "consumer report" and/or "investigative consumer report" which may include information about your character, general reputation, personal characteristics, and/or mode of living, and which can involve personal interviews with sources such as neighbors, friends, or associates, The reports may contain information regarding your credit history, criminal history, social security verification, motor vehicle records ("driving records"), verification of your education or employment history, or other background checks. Credit history will only be requested where such information is substantially related to the duties and responsibilities of the position for which you are applying.
NOTIFICATION OF PRE-EMPLOYMENT DRUG SCREENING Fairbanks Scales Inc. performs post-offer, pre-employment drug testing for all roles prior to being hired into any role as part of our Drug Free Workplace Policy. In addition, Fairbanks Scales Inc. performs post-offer, pre-employment drug testing under the authority of the U.S. Department of Transportation prior to being hired for any role or transferred into a safety-sensitive role.
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