Key Account Manager

SiteOne Landscape Supply•Kissimmee, OH

8d•Onsite

About The Position

The Key Account Manager plays an integral role in our sales organization by developing relationships with important customers in order to grow new business within these accounts. This role involves managing a book of business consisting of existing SiteOne accounts, aggressively seeking out new business within these accounts, and developing deep and lasting relationships with key account personnel. The Key Account Manager will ensure customers are aware of and utilizing all of SiteOne’s capabilities, including SiteOne University, vendor support, and the Partner’s Program. They will be responsible for growing minimum of $100k GM$ growth year over year, using SiteOne Territory Alignment tools to prioritize and target key accounts, and maintaining a high level of customer satisfaction. Effective communication and collaboration with SiteOne resources such as Sales Support Representatives, Line of Business Specialists, and store associates are crucial. The role also involves leveraging solution-focused sales tools and processes, reporting progress against opportunities, facilitating order placement and monitoring fulfillment, maintaining professional knowledge, resolving customer complaints, and working with Business Development Managers or store personnel to transition key accounts. Utilizing CRM tools to manage account activity, track opportunities, document interactions, and report on pipeline and performance is also a key responsibility.

Requirements

3+ years of experience in key account sales
Proven ability to build strong relationships with clients to effectively grow sales, negotiate deals, resolve conflict, and provide service that leads to stellar customer satisfaction
Ability to effectively leverage CRM tools to organize accounts, manage opportunities, and drive consistent sales execution
Knowledge of sales cycle and solution selling techniques
Proven approach to access decision makers at client organizations
Ability to communicate value proposition and differentiate SiteOne's products and services using professional presentation and communication skills
Ability to think quickly and make decisions
Understanding of sales and operations planning processes, statistical demand forecasting and integration of supply and demand plans
High school diploma or equivalent required

Nice To Haves

1-3 years of green industry experience and a familiarity with landscape, nursery, and irrigation products preferred
College degree preferred

Responsibilities

Manage a book of business consisting of existing SiteOne accounts (typically 40 to 60 accounts, min. $3 million total).
Aggressively seek out new business with current accounts to expand margin dollars or SiteOne presence in new lines of business.
Develop deep and lasting relationships with key account personnel.
Ensure customers are aware of and fully utilizing all of SiteOne’s capabilities (SiteOne University, vendor support, Partner’s Program).
Grow minimum of $100k GM$ growth year over year.
Use SiteOne Territory Alignment tools to prioritize and target key accounts.
Maintain high level of customer satisfaction with assigned accounts.
Work and communicate effectively with all relevant SiteOne resources (Sales Support Representatives, Line of Business Specialists, store associates).
Leverage solution focused sales tools and processes to maximize growth with assigned accounts.
Report progress against opportunities to share verifiable outcomes.
Facilitate the placement of customer orders and monitor fulfillment process.
Maintain appropriate professional and technical knowledge.
Resolve customer complaints by investigating problems and developing solutions.
Work with Business Development Manager or store personnel to effectively transition key accounts.
Leverage CRM tools to manage account activity, track opportunities, document customer interactions, and report on pipeline and performance.