What are the responsibilities and job description for the Key Account Manager - Protein Tools & Equipment position at Bettcher Industries?
Primary Responsibilities:
- Drive revenue growth within key accounts by identifying opportunities for upselling, cross-selling, and expanding services
- Develop and execute strategic account plans to:
- Map the decision-making process from the plant level up through corporate to identify key influence points
- Develop and enhance relationships with key stakeholders in the decision-making process
- Align PT&E’s solutions and value creation with the customers annual business objectives
- Champion and facilitate collaboration between PT&E leadership and key stakeholders at the customer
- Ensure customer successes (spreadable wins) are communicated and leverage across all plant locations
- Ensure alignment and consistent messaging across PT&E businesses and regional sales managers
- Identify and capitalize on cross-selling opportunities across PT&E businesses
- Develop agenda and lead Quarterly Business Reviews (QBRs) with the assigned key accounts
- Lead all contract negotiations including purchasing agreements, pricing agreements, co-development agreements, etc. ensuring to pull key stakeholders for PT&E into the process
- Collaborate with internal teams (e.g., marketing, product, operations) across relevant PT&E businesses to ensure customer needs are being met
- Lead monthly internal strategic account review(s) to ensure proper support and alignment across relevant PT&E businesses (& stakeholders) including:
- Key Performance Indicators (KPIs) to understand if/where we are winning or losing
- Progress/execution of key actions and milestones
- Key issues/obstacles & countermeasure and issues requiring escalation
- Critical actions to complete by the next review
- Support needs to improve results
- Develop reporting to track revenue, bookings, new funnel opportunities, funnel execution (win rate & conversion rate)
- Monitor key account business performance, including public financial updates and translate into an executive summary for internal use
- Stay informed about industry trends, competitor activities, and market conditions to provide relevant insights and recommendations to clients
Required Education, Skills, and Qualifications:
- Bachelor’s degree in business, Marketing, or related field (or equivalent experience)
- 5-10 years of applicable experience in Protein/Food Processing Equipment sales
- 3 years of applicable experience selling at an executive level within accounts
- Proven track record of managing large, strategic accounts and driving revenue growth
- Excellent communication and interpersonal skills, with the ability to build strong relationships at all levels
- Strong negotiation, problem-solving, and decision-making abilities
- Detail-oriented with strong organizational skills and the ability to manage multiple priorities.
- Ability to work independently and as part of a team in a fast-paced environment
- Proficiency in CRM software (e.g. MS Dynamics, etc.) and Microsoft Office Suite
