Key Accounts Sales Manager

dormakaba United States of America•Greenfield, WI

About The Position

The Modernfold Key Accounts Sales Manager is a critical position that services and grows captive accounts on a national scale and reports directly to the Sales Director. Success in this position is accomplished by identifying, developing, and securing strategic business relationships with companies doing multiple construction projects on a national scale. This position requires a proactive approach in developing and implementing a strategic path to success guaranteeing that Modernfold remains the industry leader in this segment of the market. This position has primary USA geographic territory but may be asked to support other business locations. Modernfold is committed to hiring the best employees. To ensure this, Modernfold offers flexibility on this position’s location if there is proximity to a major airport.

Requirements

Bachelor’s degree in sales, marketing, business administration or related field, master’s degree preferred, equivalent level of experience considered
5-8 years of successful national account management, contract or capital goods selling experience, preferably with distribution, major, national and/or government accounts
Advanced selling skills e.g., qualify prospects, lead generation, new business development, account penetration, strategic selling, conceptual selling, issue-based selling, consultative selling, negotiation, and contracts (closing) to uncover, understand and meet the needs of customers as well as understand and effectively navigate Modernfold sales cycle.
Must have strong organizational and problem-solving skills as well as demonstrated proficiency in the ability to collaborate/negotiate with architects, distributors, general contractors, and end-users
Must be an assertive, self-starter with the self-confidence and ability to represent Modernfold in a professional manner, taking initiative to effectively manage own activities to deliver results with little/no supervision and working with/through others to successfully win business
Must be able to work in a fast-paced, changing environment, at all levels of the organization (e.g., 'political savvy') and able to build long term relationships with customers/partners (particularly at senior decision-making levels within an organization)
Excellent verbal, written and interpersonal communication ability with strong emphasis on listening, presenting, and facilitating

Responsibilities

Identify potential national account customers through networking architects, designers, general contractors, owner reps, buying groups, property management companies, distributors, and end-users.
Secure and manage accounts through the process
Formulate strategies utilizing internal and external data, market trends, pricing programs, and competitive activity to help identify and target potential customers.
Effectively work with our distribution partners by using a collaborative management technique.
Create and foster strong relationships at all levels of the project cycle (Inside Sales, Distributors, General Contractor, Architect & End User)
Quickly develop and maintain expertise with the full line of Modernfold products
Provide technical assistance in conjunction with engineering to develop custom solutions and product applications
Strong communication skillset that allows for clear precise messaging, classroom style product training, consultative management, and conflict resolution.
Active participation in related industry/education associations, working groups and trade shows
Actively participate in ongoing cross-functional process improvement initiatives when needed.
Proactive interaction with sales and marketing management / product management to stay abreast of current information and clearly define customer needs
Oversee and follow up on pertinent communications to customers using product announcements, programs, presentations, etc.
Proficient in virtual communication and presenting tools via MS Teams and Zoom.
Manage the Modernfold brand to ensure a premium presence and effective sustainable competitive positioning
Manage within assigned expense budget
Travel safely, efficiently, and effectively
Perform additional responsibilities as requested