You are here

Metalworking Sales - Key Account Manager

Job Title:           Key Account Manager

Department:      Metalworking Sales                  

Reports To:       Vice President, Metalworking

FLSA Status:    Exempt

Prepared By:     Vice President, Metalworking                

Prepared Date: October 2020               

Summary

The Key Account Manager (KAM) is responsible for building strong relationships with large-scale customers that present opportunity for significant growth within QualiChem’s Metalworking Division.  This position is to be the primary liaison with corporate contacts at our identified accounts.  This will include key account corporate personnel and high-level plant managers at multiple plant sites.  The position will be the lead point of contact for all key customer matters, anticipate the customer’s needs, and work within the company to mobilize resources as needed to ensure projects for key accounts are delivered to completion.  The KAM will be expected to facilitate new business from existing customers and develop new relationships with potential clients.  The ideal candidate must take ownership in sustaining and growing our business with strategic customers to achieve long-term, mutual success. 

Essential Duties & Responsibilities

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Other duties may be assigned.

Leadership

  • Develop a solid and trusting relationship between key customers and QualiChem
  • Lead collaborative efforts with the sales, marketing, customer service and operations teams to create and win new business opportunities within key accounts. 
  • Resolve key client issues and concerns in a timely manner to maintain trust.

Sales

  • Organize and maintain a strategic development plan for each identified Key Account.
  • Acquire a thorough understanding of key customer needs and requirements
  • Develop and implement a channel strategy for each Key Account.
  • Schedule and conduct visits to vital contacts at corporate headquarters of Key Accounts on a routine basis.  Plant visits should be coordinated with the appropriate Sales Engineer and Regional Manager.
  • Develop corporate pricing strategies in coordination with the Global Marketing Manager and VP-Metalworking. 
  • Lead the pursuit of product approvals with Key Accounts.
  • Anticipate key account changes and improvements
  • Negotiate contracts with the client and establish a timeline of performance
  • Plan and present reports on account progress, goals, and initiatives to share with team members, stakeholders, and possibly for use with future case studies or company training and marketing materials.
  • Ensure all client needs and deliverables are met according to proposed timelines
  • Analyze client data to optimize customer relationship management
  • Expand relationships and bring in new clients

Communication

  • Serve as the communication link between key customers and internal teams
  • Facilitate communication between Key Account plant sites and across sales territories/regions.
  • Ensure alignment among all account team members assigned to each key account.
  • Drive strategic planning to improve performance results for key accounts.
  • Collaborate with company personnel in Sales, Marketing, Tech Support, Customer Service and Operations to maximize performance and growth with Key accounts.
  • Prepare regular reports of progress and forecasts to internal and external stakeholders using key account metrics

Marketing

  • Identify and develop Key Account relationships in new markets across the globe.
  • Support marketing efforts toward development of OEM relationships and coordination with Key Accounts.
  • Manage contract pricing across key accounts.
  • Identify opportunities for improved company exposure within key accounts.

Qualifications

  • Excellent interpersonal relationship skills
  • Relationship Management Skills
  • Excellent verbal and written communication skills; must be a listener, a presenter, and a people-person
  • Organizational Skills
  • Able to multitask, prioritize, and manage time efficiently
  • Sense of ownership and Leadership skills
  • Ability to apply strategic thought and determine actions to put in play
  • Goal-oriented, organized team player
  • Encouraging to team and staff; able to mentor and lead
  • Self-motivated and self-directed
  • Eager to expand the company with new sales
  • Able to analyze data and sales statistics and translate results into better solutions
  • Basic computer skills, and experience with CRM software and the Microsoft Office Suite, with emphasis on superior Excel skills.
  • Strong negotiation skills, and follow-through on contracts
  • Ability to multitask and manage multiple key accounts
  • Proven results of delivering innovative solutions and meeting sales goals

Education and/or Experience

Bachelor’s degree and minimum of 10 years’ experience in sales, marketing or key account management.

Supervisory Responsibilities

This position has no supervisory responsibilities

Travel

This position will require 35% travel, both domestic and international. 

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to sit and talk or hear.  The employee is occasionally required to stand; walk; use hands for picking, pinching, typing or otherwise working.  Specific vision abilities required by this job include close visual acuity to perform an activity such as preparing and analyzing data and figures; viewing a computer and extensive reading;

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

QualiChem is an Equal Employment Opportunity Employer meaning that we make all decisions concerning the terms and conditions of employment, from hiring to firing, to the services and benefits we provide, on a non-discriminatory basis.  All such decisions are made without regard to an individual’s race, color, creed, religion, age, sex/gender, national origin, disability, genetic profile or any other status protected by federal and applicable state law. 

If you are interested please use this link to forward your resume for consideration or email your resume to hr@qualichem.com.