What are the responsibilities and job description for the Key Account Manager - Distribution position at Essentra?

Job Description

The Key Account Manager is responsible for driving sales growth for some of Essentras larger, strategic customers with segmented decision making across geographic locations. This position requires a detailed knowledge of technical sales and marketing processes and will require the Key Account Manager (KAM) to manage both complex design to production sales cycles and post-design. The KAM will develop a deep understanding of the customers products, applications and processes, engage with contacts to specify Essentra product, be the main point of contact for all internal communications regarding assigned key accounts, and work with external partners, i.e. Distributors, when it enables Essentra to grow market share.

This is a remote position that will cover the Northeast U.S. Can be based in a large city such as Boston, NYC, Philadelphia, Pittsburgh, or any other large city in the NE territory near a major airport.

Typical Accountabilities

Draft and implement a key account plan delivered through targeted customer engagement.
Outline key drivers of value creation for assigned customers as relevant to Essentra Components product portfolio.
Outline how key accounts source component needs (e.g. through direct, distribution or outsourced purchases), and define a plan to pursue growth through all relevant channels.
Provide feedback for Innovation, Voice of the Customer (VOC), and business development plans.
Engage with our Key Accounts at all relevant levels.
Development of Key Account Plan strategies in line with strategic and category plans.
Delivery of clear and concise communication of Key Account achievements and strategies.
Report out on valuable application detail to product and marketing teams.
Grow the business in alignment with plan.
Provide Hassle-Free Customer Service to our internal and external customers.
Meet or exceed quarterly and annual revenue sales targets.
Monitor, maintain and develop business KPIs for the site in line with the company strategy.
Comprehensively understands the Essentra product range and proactively maximize all sales opportunities.
Provide monthly sales activity reports and KPI reporting to the Regional Director.
Other duties as assigned.

Qualifications :

Experience in an i ndustrial sales role, preferably with knowledge and experience in the fastener industry.

Experience selling to distributors is required.

5 years of key account and technical sales experience.

Demonstrated success in penetrating and managing sales to large, multi-site, multi-national accounts .

Excellent negotiating, interpersonal, and communication skills.

Minimum 2 years experience actively using a CRM tool.

Willing to travel 50-75% , with the possibility of overnight trips.

Willingness to drive by car for appointments within 4 hours of home address; company will provide rental car if desired.

Must be outgoing and communicate well through all levels of an organization internally and externally

Must be able to handle frustration and in a fast-paced environment.

Must be analytical and be able to synthesize complex or diverse information.

Ability to identify and resolve problems in a timely manner.

Have the ability to manage difficult or emotional customers in a professional and diplomatic manner.

Self-starter with the ability to develop / implement strategies in line with the company's business vision.

Ensure sustainable growth of the customer business through all relevant channels.

Maximize sustainable sales for the assigned account base.

Ensure strategic alignment and retention with the customer base.

Exemplify Essentras health, safety and employee engagement culture.

Bachelors degree in Engineering, Business or related field is a plus but not required.

What We Offer :

Competitive base salary, bonus target, full benefits package, generous time off, and collaborative team!

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Key Account Manager - Distribution

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