Key Account Manager
- Employer
- Integrated Supply Network, LLC
- Location
- Lakeland, Florida
- Salary
- Competitive
- Posted
- May 26, 2015
- Closes
- Jul 25, 2015
- Industry
- Retail
- Category
- Management, Sales
SUMMARY:
Integrated Supply Network (ISN) is the largest automotive tool and equipment warehouse distributor in the U.S. The Key Account Manager must be a dynamic, detail-oriented individual, capable of growing the company’s largest accounts at strong, double-digit rates. The individual must be analytical, always searching the data for opportunities to grow, or problems to be dealt with.
The Key Account Manager must also exhibit the ability to be creative, and think “outside the box” in order to develop a view of a “bigger sandbox”. Major key accounts have great leverage and individual weight in the market place. By their sheer size, they are capable of growing key categories very fast, but only when the opportunities are scoped, well presented, and then executed. The ability to have a vision of strong growth, and the ability to identify the key components of that growth is an important attribute.
II. ESSENTIAL FUNCTIONS:
- Category Analysis Skills: The Key Account Manager must be analytical in nature, and must make use of the company’s storehouse of data. The ability to categorize the data into year over year and trend reports is important. Opportunities exist for revenue and profit margin growth, as some SKUs are faster selling, of higher value, or of higher gross margin percentage. The Key Account Manager must be able to comb through this data, and identify those opportunities (or occasional problems), in order to develop plans for growing the business. Understanding our customer’s sell-through rates (POS) data is also important, as it indicates the rate at which our products move through the customer’s system, and thus should be replenished (or harvested).
- Establishes productive, professional relationships with key personnel in assigned customer accounts.
- Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet account performance objectives and customers’ expectations.
- Meets assigned targets for profitable sales volume and strategic objectives in assigned accounts
- Proactively leads a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period.
- Proactively assesses, clarifies, and validates customer needs on an ongoing basis.
- Leads solution development efforts that best address customer needs
- Achieves assigned sales quota in designated strategic accounts.
- Meets assigned expectations for profitability.
- Achieves strategic customer objectives defined by company management.
- Completes strategic customer account plans that meet company standards.
- Maintains high customer satisfaction ratings that meet company standards
III. QUALIFICATIONS, KNOWLEDGE AND SKILLS REQUIRED:
- Four year college degree from an accredited institution
- Minimum ten years of strategic sales experience in a business-to business sales environment
- PC proficiency preferably with Microsoft Package
- Previous experience in Account Management or Territory
- Strong account management and relationship building skills
- Experience of managing major national accounts at head office level
- Highly self-motivated
IV. TRAVEL
- Travel is required, approximately 30% - 50% of the time.