Key Account Manager

Hoshizaki America • San Antonio, TX

7d

About The Position

Lancer Worldwide, a Hoshizaki Company, is an award-winning global leader in beverage dispensing. The Key Account Manager is a senior sales professional responsible for leading and growing Lancer’s relationship with a designated key account. The role serves as the strategic account leader, with responsibility for achieving sales, profitability, and long-term business objectives, identifying new business opportunities, developing relationships with key stakeholders, and implementing strategies to drive revenue growth and increase market share.

The successful candidate will bring exceptional communication, relationship-management, and negotiation skills, along with a strong understanding of strategic account management and business development. The role requires anticipating customer needs, delivering innovative solutions, and collaborating across the organization to create sustainable value.

Key performance indicators include growing assigned account revenue by 10% year over year while maintaining a minimum 30% gross margin; developing and maintaining a qualified opportunity pipeline equal to three times the annual sales target; conducting quarterly business reviews with strategic customers; and retaining 100% of designated key accounts.

The job operates in a combination of factory and professional office environments. The role routinely uses standard office equipment. The employee is occasionally exposed to moving mechanical parts, fumes or airborne particles, toxic or caustic chemicals, vibration, and outside weather conditions at the manufacturing site. Noise levels are usually moderate. The role occasionally involves standing, walking, sitting, handling objects or controls, reaching, balancing, stooping, kneeling, crouching, talking, hearing, and lifting or moving up to 25 pounds.

Candidates must be legally authorized to work in the United States and must not require employer sponsorship to obtain or maintain work authorization. Lancer Worldwide provides equal employment opportunities and prohibits discrimination and harassment.

Requirements

• Bachelor’s degree in business, marketing, or a related field.
• 10 or more years of Key Account Management experience with large C-Store or QSR customers.
• Proven track record of meeting sales targets.
• Excellent communication, negotiation, and interpersonal skills.
• Proficient in Microsoft Office Suite and other relevant software.
• Proven track record of developing and executing strategic business plans that deliver measurable growth and sustainable results.
• Ability to lead, influence, and collaborate effectively across cross-functional teams.
• Strong planning, organizational, negotiation, analytical, problem-solving, conflict-resolution, verbal, written, and presentation skills.
• Ability to manage multiple priorities, complex customer situations, and complex portfolios and processes.

Responsibilities

• Serve as the primary business contact and strategic partner for assigned key accounts, building and maintaining relationships with customer decision-makers.
• Develop and execute annual account plans to support revenue growth, profitability, and long-term customer retention.
• Achieve sales, gross margin, and operating profit objectives for assigned accounts through account management and growth strategies.
• Identify, qualify, and secure new business opportunities within existing accounts while pursuing incremental market share growth.
• Conduct regular business reviews with customers to evaluate performance, align priorities, and identify future opportunities.
• Collaborate with marketing, engineering, operations, customer service, and finance to deliver customer solutions and resolve issues.
• Forecast sales activity, monitor account performance, and maintain accurate opportunity pipelines for business planning.
• Analyze market trends, competitive activity, and customer insights to identify opportunities and recommend strategic actions.
• Track and report key account metrics, including sales performance, profitability, customer satisfaction, and growth initiatives.
• Proactively address customer concerns and coordinate internal resources to resolve issues promptly and maintain customer satisfaction.
• Support new product introductions, promotional programs, and strategic initiatives that enhance customer value and competitive positioning.

What This Job Offers

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