Account Manager - Key Accounts
JBT Marel, Alpharetta, GA, United States
Key Account Manager (KAM) Prepared Foods
The KAM works actively with different customer stakeholders on group and site level to strengthen the partnership and develop strategic plans together with the customer. The KAM works closely together with the S-KAM for Service to ensure that JBT Marel act as one partner towards the customer and that both sales and service opportunities are explored and utilized. The KAM should have a close dialogue with the customer, capture their needs and pain points, and convert those needs into solution proposals, which are value adding for the customer. The KAM focus should be on benefiting the customer throughout the life cycle of the relationship and taking on a consultative approach to selling, such that customer decisions are based on the overall value potential of Marel’s products and services.
What You Will Be Doing
Use Salesforce CRM to accurately forecast sales revenue for assigned accounts and territories.
Maintain and reference a sales prospect list with project leads.
Travel to assigned customer plant locations and throughout assigned territory to call on prospects. Willingness to travel 60-70% of time including some weekends.
Effectively use phone and email to communicate with customers and management.
Demonstrate product value using marketing materials and sales tools to emphasize the features and payback of JBT Marel and its product portfolio.
Manage the customer’s perception of JBT Marel as the premier food processing solutions provider in the industry.
Develop strategies and implement plans to maximize the profitability of JBT Marel customers.
Create Account Plans for assigned territory and any assigned strategic customers.
Drive growth and expand JBT Marel product mix to existing customers.
Effectively negotiate and minimize order discounting to customers.
Stay aware and influence the effects of the JBT Marel Customer Care Service group as they relate to assigned customer’s experience.
Continuously communicate with field service to understand operational issues that may affect new equipment sales. Work with field service to resolve those issues in a timely fashion. Fully employ JBT Marel technical resources (personnel and facilities) to provide productivity solutions to assigned customers.
Drive New Equipment sales by accompanying assigned customers to Des Moines, IA and Sandusky, OH Technology Centers for product testing, to demonstrate yield improvement, operational savings, and hygiene benefits of JBT Marel equipment.
Identify revenue generating opportunities to deploy training, field service and application services to improve customer’s operational efficiencies.
Continue personal skills development.
Continuously assess personal skills and abilities in a constructive way. Determine what areas of training will facilitate accomplishment of essential duties and responsibilities.
What We Are Looking For
Proven sales & negotiation skills
Excellent communication and listening skills and ability to work in a multi-discipline team environment
A naturally outgoing individual with a profound ability to interact with customers and teams alike
Ability to build lasting relationships with the clients on both group level and site level
A customer minded self-starting individual, who can manage time effectively and achieve agreed goals.
Analytical, organized, goal oriented and result driven
Good knowledge of the industry and processing techniques of the customer group
Education, Knowledge, And Experience
Bachelor or master’s degree in engineering and/or Business Administration or similar preferred
Recognized sales and/or key account management training
Excellent skills in written and verbal English
Experience with and comfort working in a multi-cultural, multi-discipline organization is an advantage
The estimated annual salary range for this role is approximately $80-110 (annually) with a defined sales incentive plan. Please note the salary information shown above is a general guideline only. Starting salary will vary by location, qualifications, and prior experience.
Travel & Location
This position is remote
You will travel up to 50-70%, location near major airport is a must
You must be authorized to work in the US without sponsorship now or in the future.
We are committed to our employees and will provide you with development and opportunities to allow you to be the best version of yourself at work, at home, and in your community.
We foster a genuine inclusive team culture enjoying collaborative working across our global teams to deliver world-class projects.
We encourage development - ensuring new experiences and challenges at JBT Marel to feed your growth!
Benefits JBT Marel Corporation offers benefits on day 1 of your employment. Including: Medical, Dental, life insurance, short-term and long-term disability, family leave, vision coverage, and a matched 401(k) plan.
Commitment to Diversity Diversity, Equity, Inclusion, and Belonging is a fundamental value to JBT Marel and critical to our future success. A thoughtful, focused, and sustained effort to work towards our DEIB goals is not just a principled choice, but also a business imperative.
Equal Opportunity Employment JBT Marel provides equal employment opportunity to all employees and qualified applicants for employment. We will not tolerate any form of discrimination against any employee or applicant for employment because of race, color, religion, national origin, sex, sexual orientation, gender identity, age, disability, veteran status, citizenship, or any other characteristic protected by applicable federal, state, or local laws. At JBT, we apply this policy to all our employment practices, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, benefits, and training. We make hiring decisions based solely on qualifications, merit and business needs at the time. JBT Marel will reasonably accommodate applicants who need adjustments to participate in the application or interview process. If you require assistance or accommodation during the application process, please contact JBT Marel at 844-286-4524.
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What You Will Be Doing
Use Salesforce CRM to accurately forecast sales revenue for assigned accounts and territories.
Maintain and reference a sales prospect list with project leads.
Travel to assigned customer plant locations and throughout assigned territory to call on prospects. Willingness to travel 60-70% of time including some weekends.
Effectively use phone and email to communicate with customers and management.
Demonstrate product value using marketing materials and sales tools to emphasize the features and payback of JBT Marel and its product portfolio.
Manage the customer’s perception of JBT Marel as the premier food processing solutions provider in the industry.
Develop strategies and implement plans to maximize the profitability of JBT Marel customers.
Create Account Plans for assigned territory and any assigned strategic customers.
Drive growth and expand JBT Marel product mix to existing customers.
Effectively negotiate and minimize order discounting to customers.
Stay aware and influence the effects of the JBT Marel Customer Care Service group as they relate to assigned customer’s experience.
Continuously communicate with field service to understand operational issues that may affect new equipment sales. Work with field service to resolve those issues in a timely fashion. Fully employ JBT Marel technical resources (personnel and facilities) to provide productivity solutions to assigned customers.
Drive New Equipment sales by accompanying assigned customers to Des Moines, IA and Sandusky, OH Technology Centers for product testing, to demonstrate yield improvement, operational savings, and hygiene benefits of JBT Marel equipment.
Identify revenue generating opportunities to deploy training, field service and application services to improve customer’s operational efficiencies.
Continue personal skills development.
Continuously assess personal skills and abilities in a constructive way. Determine what areas of training will facilitate accomplishment of essential duties and responsibilities.
What We Are Looking For
Proven sales & negotiation skills
Excellent communication and listening skills and ability to work in a multi-discipline team environment
A naturally outgoing individual with a profound ability to interact with customers and teams alike
Ability to build lasting relationships with the clients on both group level and site level
A customer minded self-starting individual, who can manage time effectively and achieve agreed goals.
Analytical, organized, goal oriented and result driven
Good knowledge of the industry and processing techniques of the customer group
Education, Knowledge, And Experience
Bachelor or master’s degree in engineering and/or Business Administration or similar preferred
Recognized sales and/or key account management training
Excellent skills in written and verbal English
Experience with and comfort working in a multi-cultural, multi-discipline organization is an advantage
The estimated annual salary range for this role is approximately $80-110 (annually) with a defined sales incentive plan. Please note the salary information shown above is a general guideline only. Starting salary will vary by location, qualifications, and prior experience.
Travel & Location
This position is remote
You will travel up to 50-70%, location near major airport is a must
You must be authorized to work in the US without sponsorship now or in the future.
We are committed to our employees and will provide you with development and opportunities to allow you to be the best version of yourself at work, at home, and in your community.
We foster a genuine inclusive team culture enjoying collaborative working across our global teams to deliver world-class projects.
We encourage development - ensuring new experiences and challenges at JBT Marel to feed your growth!
Benefits JBT Marel Corporation offers benefits on day 1 of your employment. Including: Medical, Dental, life insurance, short-term and long-term disability, family leave, vision coverage, and a matched 401(k) plan.
Commitment to Diversity Diversity, Equity, Inclusion, and Belonging is a fundamental value to JBT Marel and critical to our future success. A thoughtful, focused, and sustained effort to work towards our DEIB goals is not just a principled choice, but also a business imperative.
Equal Opportunity Employment JBT Marel provides equal employment opportunity to all employees and qualified applicants for employment. We will not tolerate any form of discrimination against any employee or applicant for employment because of race, color, religion, national origin, sex, sexual orientation, gender identity, age, disability, veteran status, citizenship, or any other characteristic protected by applicable federal, state, or local laws. At JBT, we apply this policy to all our employment practices, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, benefits, and training. We make hiring decisions based solely on qualifications, merit and business needs at the time. JBT Marel will reasonably accommodate applicants who need adjustments to participate in the application or interview process. If you require assistance or accommodation during the application process, please contact JBT Marel at 844-286-4524.
#J-18808-Ljbffr