Key Account Manager

our team

47d

About The Position

The Key Account Manager (KAM) is responsible for maximizing sales through the effective management and development of Key Accounts. This position will focus on the largest Contract Utility locator companies in the North America. The KAM has the strategic responsibility to develop and grow our sales to these strategic accounts and to drive share gain.  This includes developing deep understanding of account objectives, developing relationships with multiple stakeholders within each organization, and developing action plans and metrics for ensuring achievement of all performance targets.  Additionally, the KAM must focus on the acquisition of new accounts in industry & product focus area of discipline. These new accounts may be serviced through our channel partners or directly depending on the requirements of the account. The Key Account Manager is the primary interface between the Company and the organization’s key accounts.  As such they must constantly assess and communicate market conditions and competitive activity to the Company. Such intelligence is the foundation of effective forecasting and requires sustained effort and attention to detail.

Requirements

• The ability to demonstrate ‘value add’ to customers through the Radiodetection range of products, technologies and services.
• Ability to identify, build rapport and negotiate with C-level executives in large (Key Account) companies
• Keen understanding of how to create, execute and manage a targeted growth sales plan focused on new account acquisition
• Understands product features, functions and benefits delivery.
• Demonstrates knowledge of technical aspects of product application and operation.
• Prepared to challenge performance, and critically assess.
• Strong organizational and communication skills.
• Strong time management skills-able to prioritize multiple activities at one time.
• Ability to manage channel conflict and to forge strong, positive business relationships with customer personnel.
• Demonstrates teamwork abilities and persistence when dealing with customers as well as company departments.
• Demonstrates ability to negotiate and arrive at creative win/win solutions.
• Ability to be a self-starter with little supervision.
• Ability to travel more than 50%
• Business degree or technical degree (or equivalent)
• Extensive relevant experience in an external sales environment.

Responsibilities

• Promote and sell products to Key Accounts and execute against sales action plan for defined accounts and/or product line, achieving defined bookings, revenue and margin targets.
• Target, recruit, generate and execute a sales plan with a focus of moving new Key Account customers to Radiodetection solutions within industry focus
• Manage key accounts & maintain strong relationships with key decision makers and influencers to maximize sales.
• Promote and sell products across assigned territory/industry to execute against sales plan for defined territory and/or product line, achieving defined bookings, revenue and margin targets.
• Create and develop new business relationships and opportunities with existing and potential customers. Work to gain product approvals at key accounts within the assigned territory as necessary.
• Develop business in accounts currently buying competitor products and maximize the level of enquiries from within the defined region.
• Undertake key account planning to maximize sales and keep focus on advancing strategy at each account.
• Liaise between Customer and Technical resources for clarification on product specifications, application and performance.
• Interface with internal sales staff to support customer technical solutions and qualification of proposals.
• Monitor market trends and competitor activity in assigned territory and take appropriate action in determining priorities and strategies.
• Provide regular and accurate forecasts of projected bookings and margins based on current order and quotation activity.
• Regular reporting and forward planning together with input into the customer database and CRM.

Benefits

• Generous and flexible paid time off including paid personal time off, caregiver, parental, and volunteer leave
• Competitive health insurance plans and 401(k) match, with benefits starting day one
• Competitive and performance-based compensation packages and bonus plans
• Educational assistance, leadership development programs, and recognition programs

What This Job Offers

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