Key Accounts Manager
About The Position
The Key Accounts Manager (SAM) is an experienced sales consultant, comfortable partnering with major customers to develop their full potential across Essilor Lab's breadth of services and support. They will manage complex market dynamics, ethically negotiate partnerships and retain profitable long-term customer commitments. Driving top line growth by increasing revenue from ECP segments including: alliances, multi-unit group practices, buy-and-supply/buy-and-merge through (Customer Penetration), prospecting, nurturing accounts and optimizing product mix within assigned region(s) and across ELOA networks. The SAM will execute acquisition activities through independent and team efforts to achieve SA sales & profit goals. They will manage/support assigned customer HQ responsibilities, including monthly business reviews, acting as point of contact, negotiations, and contracts management.
Requirements
- Bachelor (Business Administration or equivalent)
- 5+ years in a Lab, Eyecare industry or Brand Sales Consultant experience
- 3+ years developing business & action plans for Key Account/major customers
- Proficient software skills
- Excellent interpersonal and communication skills
- Proactive with strong follow-through on internal/external commitments and communication
- Business acumen of financial concepts and how sales activities impact P&L
- Demonstrated ability to work both independently & in a front-line sales team
Nice To Haves
- Sales Management experience
Responsibilities
- Manage and grow $10-15M book of business, developing relationships with key partners and closing the large opportunities
- Successfully manage territory within budget and company marketing resources
- Partner with Strategic Account Directors, Regional Sales Directors, Sales Managers and Sales Consultants across channels on growth plans for customer groups
- Determines Strategic Account needs through Essilor APEX selling method; align company offerings to maximize opportunity
- Perform period reviews (monthly, quarterly) with sales leadership across channels; detailing progress on efforts with Strategic Account customer groups
- Partner with broader Strategic Account organization to align efforts and strategic initiatives
- Manage pricing strategy and execution within assigned accounts
- Assist marketing department with data on competitive landscape and efficacy of competitor programs. Recommends counter strategies as needed. Supports Marketing with intel to calculate ROIs
- Attend industry tradeshows, Strategic Account team meetings, customer meetings and conferences as needed
- Recommends growth and service strategies to Sales leadership maximizing acquisition opportunities and minimizing loss with assigned customers
- Ensure that customer needs are represented in leadership meetings
- Develop strong working relationships with corporate internal customers to maximize delivery with assigned external customers.
- Document all Strategic Account customer interactions, commitments, and meaningful communication via company CRM system
- Complete all required administrative tasks & reports on time
Benefits
- health care
- retirement savings
- paid time off/vacation
- various employee discounts
- competitive bonus and/or commission plan
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What This Job Offers
Job Type
Full-time
Career Level
Senior
