Account Manager - Key Accounts

JBT Marel • Alpharetta, GA

7d • $80 - $110 • Remote

About The Position

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: Manage JBT Marel product portfolio with up to 30 Key PF customers in a the USA (mainly SEast/SCentral) and be accountable for increasing market share and overall sales to those customers. • 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.

Requirements

• 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
• 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
• You must be authorized to work in the US without sponsorship now or in the future.

Nice To Haves

• Experience with and comfort working in a multi-cultural, multi-discipline organization is an advantage

Responsibilities

• Manage JBT Marel product portfolio with up to 30 Key PF customers in a the USA (mainly SEast/SCentral) and be accountable for increasing market share and overall sales to those customers.
• 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.

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.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level