What are the responsibilities and job description for the Key Account Manager position at Abel & Schafer Inc.?
Job Description
Job Description
For almost 130 years, Abel & Schafer has been producing baked goods in Europe under the KOMPLET brand name. In 1982 the company established a manufacturing facility in Ronkonkoma, NY to serve the fast-growing markets of the United States, Canada, Mexico, Central / South America, and the Caribbean. To support our continuous growth in these markets, we are currently recruiting a Key Account Manager responsible for Industrial Accounts and Distributors in the Midwest.
Key Job Responsibilities :
The Key Account Manager (KAM) – is responsible for the development, growth, maintenance, and profitability of key industrial accounts in the region and the development of a route-to-market strategy with regional distributors. The KAM maintains existing partnerships and develops new ones, identifies opportunities, and presents solutions. The primary responsibilities of the KAM are :
- Develop a short and long-term strategic plan for the region.
- Develop a short and long-term strategic plan for each key account individually according to the account’s specific needs and opportunities.
- Build new business and maintain existing business with industrial key accounts to achieve the company’s annual sales targets for the region.
- Define and implement the route-to-market strategy for the region. Develop relationships with distributors to service the region.
- Provide product and sales training to the distributors’ sales teams.
- Regularly meet face-to-face with customers to foster long-lasting relationships and identify needs and opportunities.
- Embrace the use of the company’s CRM system. Record in CRM detailed information regarding customer opportunities and the status of on-going projects.
- Lead cross-functional customer teams including R&D, Marketing, Customer Service, and Technical Support to resolve the needs and expectations of the customer.
- Request and organize Technical Support for the region.
- Define and organize support needed to close new opportunities and maintain existing volumes.
- Embrace the use of any existing or new selling tool.
- Prepare and present an annual sales budget for the region.
- Prepare a monthly report of the regional sales status and any new opportunities.
- Prospect new accounts and generate account specific sales strategies.
- Identify opportunities in alignment with the company’s strategic goals and priorities.
- Actively promote the e-commerce platform for existing customers.
- Work closely with the finance department to establish and maintain appropriate credit terms for new and existing customers.
- Manage customer complaints & complaint resolution with Customer Service, Finance, Technical Support, and R&D.
- Organize, attend, and participate in regional trade shows.
- Travel regionally ( / - 30-50%).
Qualification :
