Key Account Manager

Hygiena•Camarillo, CA

7d•Remote

About The Position

Hygiena is seeking a remote, US-based Key Account Manager to grow select key accounts in the food market sector. The role manages complex internal and external customer relationships, identifies strategic opportunities, and applies account-management skills to accelerate growth and return on investment. The manager works with customer stakeholders across functions such as Quality, Regulatory, Procurement, Operations, and Food Safety, using a strategic, consultative approach to understand business needs and deliver value-adding solutions. The position develops and implements account strategies and business plans, supports national marketing campaigns, manages the sales pipeline and activity against quotas, and leads the selling cycle for assigned accounts. It also involves tracking industry trends, emerging technologies, regulatory drivers, and competitors; preparing for and attending customer events; and delivering quarterly business reviews and competitive updates. This is a full-time, exempt position with required travel of up to 75%.

Requirements

Bachelor’s degree in microbiology, food science, a related biology field, or equivalent education and work experience.
At least 5 years of experience in food safety.
At least 3 years of pathogen experience.
At least 3 years of strategic account or key account management experience.
Intermediate knowledge of Microsoft Office, including Outlook, Word, Excel, Visio, and PowerPoint, and Adobe Acrobat.
Knowledge of and prior experience with CRM systems such as MS Dynamics or SFDC.
Advanced knowledge and experience in sales and relationship management.
Demonstrated ability to negotiate complex contracts.
Excellent verbal and written communication skills.
Ability to influence customer results, internally and externally.
Ability to use discretion and independent judgment.
Ability to execute projects and programs strategically throughout the organization.
Ability to work in a team environment, build internal alignment, and influence internal contacts to drive sales growth in selected accounts.
Ability to travel up to 75%; work involves driving and/or flying and driving to customers in the territory.
May occasionally work evenings and/or weekends.

Responsibilities

Manage and cultivate complex relationships with key internal and external customers, identifying strategic initiatives and opportunities to accelerate growth and return on investment in select food-sector accounts.
Assist in developing and implementing national marketing campaigns and strategies to increase sales within selected key accounts.
Develop relationships with key contacts in assigned accounts across Quality, Regulatory, Procurement, Operations, and Food Safety functions.
Use a strategic, consultative approach to understand customers’ business needs, issues, strategies, and priorities and deliver value-adding Hygiena solutions.
Develop and manage sales pipelines, analyze activity, and monitor performance against assigned sales quotas.
Communicate and lead all aspects of the selling cycle for selected key accounts, internally and externally.
Recommend business-plan adjustments and establish objectives to maximize sales effectiveness.
Develop comprehensive short- and long-term business plans for each key account focused on accelerated growth.
Acquire and integrate knowledge of industry trends, emerging technologies, regulatory drivers, competitors, and competitive selling approaches.
Coordinate customer-event calendars and meeting preparation, and attend customer events, conventions, and key customer calls.
Prepare and deliver quarterly business reviews and competitive updates for Hygiena and key account customers.