Key Account Manager

Job Description
Key customer interface:
Establishes productive, professional multi-level relationships with key personnel in key customer accounts and targets·
Proactively search, identify, and obtain new business opportunities with new and existing customers
Provides ‘80/20’ approach to ensure key territory objectives are met
Provides overall leadership for the account and coordinates the involvement of company personnel, including technical, service, and management resources, to meet account performance objectives and customers’ expectations
Meets assigned targets for profitable sales volume and strategic objectives in assigned accounts
Active pipeline development and management with a focus on increasing active customers and growing volume sales
Leads all significant account planning processes including budget development, establishment of income targets, and calling activities
Develop and maintain action plan for how accounts will achieve targets and identify specific actions to improve earnings
Proactively leads activities to assess, clarify, and validate customer needs on an ongoing basis to develop efforts that best address customer requirements·
Develop, manage, and execute contract negotiations
Works closely with Customer Service, Field Technical Service and plant Operations personnel to ensure customer satisfaction and problem resolution
Maintain close communications with Marketing and R&
D to recommend and promote new applications and technologies relating to market and customer trends.
Deliverables:
Achieves targeted sales plan in designated accounts
Meets assigned expectations for profitability
Develop customer value propositions to grow revenue through new customer acquisition and increases in share at existing targeted accounts
Develops cross-functional relationships across multiple customer geographical locations
Achieves strategic customer objectives defined by company management
Provides territory business plan which includes strategic customer account plans for selected accounts
Optimal use of company resources, including T&
E expenditures as well as use of support personnel, to achieve territory goals and high customer satisfaction ratings