Specialty Products Key Account Manager

The Specialty Products Key Account Manager is a strategic sales role reporting directly to the Director of National Sales & Development – Turf and Ornamental. This position drives profitable revenue growth across assigned geographies by cultivating and managing relationships with key distributor partners.

This position will service the East Coast.

The ideal candidate has a background in turf and ornamental sales and is a results-oriented sales professional who brings vision, creativity, and polished negotiation skills to every level of the distributor organization. This role demands a high degree of self-direction — the ability to pursue and exceed territory sales objectives with minimal day-to-day oversight, while operating in close alignment with established sales and marketing strategy.

A successful Key Account Manager will combine a thorough understanding of distributor business models with deep expertise in turf and ornamental maintenance practices relevant to their assigned geographies.

ESSENTIAL DUTIES AND RESPONSIBILITIES
The Specialty Products Key Account Manager is accountable for the full commercial cycle within the assigned territory. This includes collaborating with distributor customers to develop comprehensive annual business plans, building accurate sales forecasts, and driving the sale of Turf and Ornamental products to meet monthly profit and revenue targets. The role requires skilled negotiation of sales objectives, maintaining healthy margin performance, and delivering strong product support — including the planning and execution of new product launches.

Account management in specialty products, turf and ornamental sales

Business planning

Forecasting

General leads, qualified leads, and development of new business opportunities

Collaboration with team members in achieving company results outside of geography when requested

Manage and grow sales through Strategic Distributor customers and where appropriate recommend new customers

Meet and exceed monthly goals by managing activity according to market strategy

Properly execute necessary administrative responsibilities both internally and with customers in a timely manner

Timely follow up on all customer inquiries

Assist Marketing personnel in the development of strategy and tactics to achieve company-wide objectives

Directly interface with top management of strategic Distributor accounts to ensure continued satisfaction and revenue

Other responsibilities as assigned

QUALIFICATIONS
Education and Experience

Track record of exceeding goals and targets

Demonstrated experience operating within a sales culture of accountability and teamwork

Exceptional customer service orientation

Exceptional integrity, honesty and trustworthiness

Excellent presentation and negotiation skills

Strong foundation for strategic and tactical selling of a complex sale

Minimum of 5 years experience in the specialty products business, preferably turf experience

Key Skills and Competencies

Acts and thinks like an owner/entrepreneur

80/20 Action - Execute/Strategic focused orientation

Experience in consultative selling; needs-based, buyer focused

Self-motivated

High initiative

Technologically savvy

High capacity to adapt to change

Ability to work inter-departmentally to accomplish objectives

High level of business acumen and maturity

Ability to travel 50% of the time

Communication Skills
Ability to read, analyze, and interpret general business periodicals, professional journals, or governmental regulations. Ability to write reports, business correspondence, as well as personnel policies and procedural manuals.

Reasoning Ability
Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of information furnished in written and oral forms.

Physical Demands
The physical demands required for this position include prolonged sitting; extended periods of computer use and typing; normal range vision and hearing. Additionally, during extended periods of travel, driving and overnight stays away from home. The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

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