Key Account Manager (Distribution)

Axalta • Easton, PA

6d • Remote

About The Position

The Distribution KAM (Key Account Manager) is an essential account leadership role that will have primary responsibility for managing the relationship and performance of their assigned Distribution Partner. Fundamental to this role are connecting the Distributor to Axalta Coatings Systems throughout the Regions and Territories the Distributor operates, anticipating and understanding distributor needs and outlining growth initiatives to satisfy their purchase agreements and/or initiative objectives. This role has a high level of urgency and must stay within our policy standards and profitability goals. The Distribution Channel KAM reports to the NA Hard Parts Channel Manager.

Requirements

• Bachelor’s degree and/or a minimum 5 years of industry experience required with a track record of achieving sales goals.
• 5 + years of Product Technical Application experience preferred.
• 5 + years of selling and retention experience selling to or managing relationships with top-tier distributors preferred.
• Strong business acumen / financial knowledge
• Excellent verbal, written, interpersonal, relationship building and presentation skills
• Must possess strong organizational and time management skills
• Must have Product knowledge with the distribution Channel APL or the ability to learn in a reasonable period of time.
• Requires Travel of 50% or more. The individual is expected to be flexible regarding travel across North America.

Nice To Haves

• Leader
• Customer value oriented
• Effective communication with wide and diverse audiences
• Results oriented
• Professional demeanor
• Composed
• Entrepreneurial
• Effectively balances “eyes of customer” with needs / capabilities of Axalta
• Communication
• Sales knowledge
• Matrix / Relationships
• Motivate / Influence
• Leverage resources
• Thinker / analytical ability
• Perseverance
• Passion
• Negotiation skills
• Challenges status quo

Responsibilities

• Develop and build relationships amongst the distributor’s leadership team, including the CEO, Regional VP’s, Regional managers and District Managers, and individual store locations. These relationships will also involve key team members at Axalta to secure solid long-term connections with the distributor.
• Establish and Incorporate Revenue Targets, Incentives and Commercial Terms into an agreement on an annual or multiyear basis. Monitor, measure and communicate Distributors Performance against terms and targets throughout the life of the agreement.
• Development of a business plan through processes which enables the growth objectives of both the distributor and Axalta that meets the terms defined in the distribution agreement. This plan should include: Annual growth projections, Regional business plans, Organizational development objectives, Training and learning objectives down to the store level, Pipeline planning and development, Team alignment, Market prioritization, New markets
• Integrate and Monitor activities of Axalta’s Regional Sales team into a working sales process with the distributor. Ideally, this includes support and development of the distributor’s sales organization. Establish and facilitate quarterly strategic review meetings between Key Distribution Leadership and Axalta’s Management team.
• Work with Axalta’s North American Distribution Channel Manager and Distribution Director to identify and launch new market opportunities which include all APL trade brands with a focus on Ancillary and Private Label products. Initiate Line Add Opportunities and manage through to completion.
• Ensure Accounts Receivables and Credits are maintained within Axalta’s credit policy and the agreed terms.
• Monitor status of availability and delivery of APL Products to ensure targeted OTIF levels are being met. Work as the conduit to escalate critical deficiencies against this standard as they occur.
• Develop a Distribution Playbook for assigned Distributor that outlines Axalta’s Commercial Terms, approved practices and in order to maintain compliance to an operational standard. This playbook should include: Terms and Definitions, Investment Models (Gains and Renewals), New and Existing Customer Conversions Practices, Shipping and Freight Standards, Credit Policy (Credits, Claims and CAP limits and process).

Benefits

• Axalta Coating Systems depends not only on the skills, abilities and commitments of all employees, but also on their integrity and collective common sense. Axalta Coating Systems expects all employees to practice ethical integrity in the workplace.

What This Job Offers

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