Key Account Manager

KEY RESPONSIBILITIES

•Develop and implement relationship management plans for complex existing customer accounts to identify and build relationships with relevant decision makers and influencers within the customer organization and resolution issues.

•Analyze the customer’s business to determine best fit product assortments, solutions, promotions, and programs that directly impact their bottom line, that best meet the customer's stated needs, use personal expertise to propose quantities and product configurations

•Utilize analytic and benchmarking tools to partner with key dealer accounts, franchisees and  high value dealers, establishing and tracking progress against key performance metrics for the objective  of growing share.

•Collaborate with all support roles to drive additional unit/revenue opportunities in assigned geography/territory to build strong external customer relationships and meet customer needs.

•Work directly with individual Tire Pros franchisees to implement marketing strategies, operational procedures necessary to increase traffic, improve profitability and achieve business objectives.

•Work in concert with the ATD retail support team to deliver marketing and advertising materials on-time and within brand guidelines to all media vendors.

•Support the management of franchisee's annual ad agreement to include the forecasting of co-op earnings and recommendations around spending to achieve franchisees' business goals.

•Ensure quality CRM data to enable customer retention, business development, follow-up actions, and other sales activities.

•Audit individual Tire Pros locations to ensure compliance with established franchisee operating standards.

COMPETENCIES

Being resilient: Is calm and professional in difficult situations; continues to work toward objectives. Overcomes obstacles without becoming discouraged; draws lessons from failures. Recovers from setbacks and adversity.

Builds networks:  Draws upon own network to gain insight, build support, and achieve outcomes. Leverages networks to identify industry experts, explore some best practices, and exchange ideas and knowledge.

Business insight: Clearly understands how own activities relate to critical business drivers. Monitors business news and market changes for impact on the business or on own expertise area; uses this to shape decisions.

Collaborates: Readily involves others to accomplish goals; stays in touch and shares information; discourages "us versus them" thinking; shows appreciation for others' ideas and input.

Customer focus: Keeps in contact with customers to ensure problems are resolved, or to improve customer service. Studies customer feedback and emerging customer needs and uses these to determine some creative new ideas.

Drives results: Holds self to high standards of performance; sets some challenging goals; wants to achieve meaningful results; pursues initiatives/efforts to successful completion and closure. Focuses on key goals, even during setbacks and obstacles.

Instills trust: Demonstrates integrity, upholding professional codes of conduct. Instills trust by following through on agreements and commitments despite competing priorities and by being honest and straightforward.

Interpersonal savvy: Relates openly and comfortably with diverse groups of people. For example, takes time to build rapport in meetings; speaks about common interests and priorities; shows tact and sensitivity in difficult interpersonal situations. Maintains productive relationships with a wide variety of people and from a range of backgrounds.

Nimble learning: Learns through experimentation when tackling new problems, using both successes and failures as learning fodder. For example, experiments to find the best possible solution and gains insight from test cases. Makes use of new concepts and principles when addressing problems. Learns from mistakes to avoid repeating them.

Persuades: Convinces others through a variety of means and methods of persuasion, including well-reasoned rationale. Recognizes when compromise is necessary and shifts approach to accommodate others.

Plans and aligns: Plans and prioritizes work to meet commitments aligned with organizational goals. For example, outlines clear plans that put actions in a logical sequence; conveys some time frames. Aligns own work with relevant workgroups. Takes some steps to reduce bottlenecks and speed up the work.

Situational adaptability: Takes steps to adapt to changing needs, conditions, priorities, or opportunities.  Understands the cues that suggest a change in approach is needed; adopts new behaviors accordingly.

QUALIFICATIONS

Education (Preferred)

•High School or GED degree

Work Experience

•Minimum of 5 years of related experience preferred

SKILLS

• Commercial Acumen

• Customer and Market Analysis

• Initiates Compelling Sales Conversations

• Navigates Customer Challenges

• Navigates Field Service Interactions

• Negotiates Strategically/Tactically

• Planning and Organizing

• Qualifying

• Strengthens Customer Connections

• Understands the Buying Process

PHYSICAL DEMANDS/WORKING CONDITIONS

Physical Demand Description

Physical Demands/Work Environment/Travel Requirements:

• Physical demands: While performing the duties of this job, the employee is occasionally required to stand; walk; sit; use hands to finger, handle or feel objects, tools or controls; reach with hands and arms; climb stairs; balance, stoop, kneel, crouch or crawl; talk, hear, taste and/or smell; the employee must occasionally lift and/or move up to 50 pounds. Specific vision abilities required by the job include close vision, distance vision, color vision, peripheral vision, depth perception and the ability to adjust focus.

• Work environment: While performing the duties of this job, the employee is exposed to weather conditions prevalent at the time. The noise level in the work environment is usually moderate.

• Travel required: As required by the position.