Key Account Manager - Aftermarket P&A

Alfred Kärcher SE & Co. KG•Fayetteville, AR

About The Position

This is how you WOW: I. Strategic Account Management & Growth Strategic Account Planning: Develop and execute comprehensive account plans for existing and potential Spraymart key dealers to maximize product penetration, achieve revenue targets, and ensure account profitability. Identifying Key Dealer Opportunities: Proactively analyze dealer performance, market data, and customer feedback to uncover significant opportunities, such as: Product Gaps: Identifying where dealers can introduce new equipment lines (e.g., floor care) or increase parts and accessories sales. Geographic Expansion: Locating underserved regions within the dealer's market where our products can gain share. Training Needs: Pinpointing areas where enhanced training will immediately boost dealer sales competence. Performance & Inventory: Monitor dealer performance, assist dealers with optimized inventory levels, forecasting, and product mix across equipment, parts, and accessories. Relationship Development: Cultivate deep, long-term relationships with dealer principals, owners, purchasing managers, and sales teams to secure preferred vendor status and drive loyalty. Internal Sales Collaboration: Partner with other sales divisions in lining up product demos and dealer visits. II. New Dealer Recruitment & Business Development Market Mapping: Proactively research and identify strategic target markets and high-potential equipment dealers, distributors, and rental organizations that meet the criteria for a partnership. Dealer Acquisition: Lead the full sales cycle for new dealer recruitment, from initial prospecting and qualification to presenting the value proposition. Onboarding & Launch: Successfully onboard new dealers, ensuring they have the necessary training, launch inventory, marketing materials, and internal support to quickly become productive partners. Online Channel Development: Expand market reach and drive revenue by strategically building, managing, and optimizing an integrated ecosystem of online sales platforms and digital partnerships. III. Market Intelligence & Collaboration Sales Enablement: Conduct product training sessions, sales meetings, and joint end-user calls with dealer sales representatives to increase their competence and confidence in selling our complete line of pressure washers and floor care equipment. Competitive Analysis: Gather and report market intelligence on competitor activities, pricing strategies, and product developments within the industrial cleaning and equipment space. Reporting & Forecasting: Maintain meticulous records of all dealer interactions, opportunities, and recruitment pipeline within the CRM system, providing accurate sales forecasts.

Requirements

Experience: Minimum of 5+ years of successful experience in B2B sales, key account management, or business development, with a proven track record of both managing existing accounts and closing new distribution partners/dealers.
Industry Acumen: Strong working knowledge of the equipment dealer/distribution channel and the buying process for industrial equipment (e.g., floor care, pressure washing, or related machinery).
Skills: Demonstrated proficiency in complex contract negotiation, strategic account planning, and effective objection handling.
Professional Demeanor: Consistently maintain a high level of professionalism and integrity that positively represents Spraymart in all dealer and customer interactions.
Travel: Willingness and ability to travel up to 75% to dealer locations, trade shows, and for new dealer prospect meetings.
Education: Bachelor’s degree in Business, or equivalent relevant experience.

Responsibilities

Strategic Account Planning: Develop and execute comprehensive account plans for existing and potential Spraymart key dealers to maximize product penetration, achieve revenue targets, and ensure account profitability.
Identifying Key Dealer Opportunities: Proactively analyze dealer performance, market data, and customer feedback to uncover significant opportunities, such as: Product Gaps: Identifying where dealers can introduce new equipment lines (e.g., floor care) or increase parts and accessories sales.
Geographic Expansion: Locating underserved regions within the dealer's market where our products can gain share.
Training Needs: Pinpointing areas where enhanced training will immediately boost dealer sales competence.
Performance & Inventory: Monitor dealer performance, assist dealers with optimized inventory levels, forecasting, and product mix across equipment, parts, and accessories.
Relationship Development: Cultivate deep, long-term relationships with dealer principals, owners, purchasing managers, and sales teams to secure preferred vendor status and drive loyalty.
Internal Sales Collaboration: Partner with other sales divisions in lining up product demos and dealer visits.
Market Mapping: Proactively research and identify strategic target markets and high-potential equipment dealers, distributors, and rental organizations that meet the criteria for a partnership.
Dealer Acquisition: Lead the full sales cycle for new dealer recruitment, from initial prospecting and qualification to presenting the value proposition.
Onboarding & Launch: Successfully onboard new dealers, ensuring they have the necessary training, launch inventory, marketing materials, and internal support to quickly become productive partners.
Online Channel Development: Expand market reach and drive revenue by strategically building, managing, and optimizing an integrated ecosystem of online sales platforms and digital partnerships.
Sales Enablement: Conduct product training sessions, sales meetings, and joint end-user calls with dealer sales representatives to increase their competence and confidence in selling our complete line of pressure washers and floor care equipment.
Competitive Analysis: Gather and report market intelligence on competitor activities, pricing strategies, and product developments within the industrial cleaning and equipment space.
Reporting & Forecasting: Maintain meticulous records of all dealer interactions, opportunities, and recruitment pipeline within the CRM system, providing accurate sales forecasts.