Key Account Manager - Architects & Designers - Los Angeles, CA

JOB DESCRIPTION

Employee: Key Account Manager Architects & Designers

FLSA Status: Exempt/Bonus Eligible

Reports To: Director of Sales - GP

Department: Global Projects

Job Purpose:. The Key Account Manager will be responsible for calling on and managing the top international and regional Architects and Design firms specifying AXOR and hansgrohe around the world, maintaining the long-term relationship and maximizing sales opportunities. This role will expand global project sales, supporting regions grow their pipelines, close the buying circle, and improve conversion rates. 
 

Responsibilities

• Define strategy and target customers for the USA, Los Angeles, CA region; grow the pipeline and increase conversion rates
• Engage with global and local architect and interior design firms
• Take responsibility for execution, specification, and sales goals to meet annual growth objectives
• Ensure regular customer visits through a developed call cycle
• Develop and implement Key Account Plans to achieve monthly, quarterly, and annual targets
• Assist in developing tools for architects/designers to specify Hansgrohe products and update CRM (C4C)
• Launch new products through events like lunch and learns or showroom presentations
• Stay informed about competitor movements, and participate in industry shows and special events

Qualifications  

• Minimum of 3 years sales experience, preferably in key account management or global projects
• Good understanding of Hansgrohe products and market
• Professional approach to key account, customer relationship management and good C4C skills
• Strong data analysis and reporting skills
• Effective communication of content, information, ideas, thoughts, and emotions
• Ability to change perspectives and understand others' needs
• Global mindset with strong collaboration skills and very good English proficiency (min. B2/C1)
• Resilience, self-leadership

Education and Work Experience

• Bachelor’s degree preferred or a minimum of 5-7 years’ work experience in A&D sales

Key Competencies:

Strategic Thinking: Strategic approach to managing and nurturing relationships with allocated Key Accounts, Growing customer relationships 

Deep understanding of the channels business goals and how key accounts contribute to them

Developing, activating, and maintaining professional Key Account plans 

Developing and maintaining a network of contacts within the customer's organization to understand their structure, dynamics, and decision-making processes.

Being able to negotiate effectively to reach mutually beneficial agreements that satisfy both the organization's and the customer's objectives.

Managing and resolving conflicts that may arise during the course of the relationship.

Acting as an advocate for the customer within the organization to ensure their needs and expectations are understood and addressed.

Customer Relationship Management: The ability to build, nurture, and maintain strong and trust-based relationships with key clients is fundamental. Skilled in interpersonal communication and understand the nuances of each client's business.

International Interdisciplinary Skills: Proven ability to work effectively in a global, cross-functional team environment.

Marketing: Effectively promote products, engage customers, and contribute to the overall efforts of the company.

Technical/ Product Skills: Understanding of sanitary products, including their features, specifications, applications, and technical aspects

Communication: The ability to communicate content, information, ideas, thoughts and emotions purposefully and to make oneself understood to others in a socially appropriate manner.

Collaboration: Ability to work effectively with cross-functional teams and external partners.

ADA - CHECKLIST FOR PHYSICAL ACTIVITIES & REQUIREMENTS, VISUAL ACUITY, AND WORKING CONDITIONS OF THE POSITION 

Position Title:       Key Account Manager -     Department:     Global Projects

1. The physical activity of this position. (Please check all blocks that apply)

( ) A. Climbing. Ascending or descending ladders, stairs, scaffolding, ramps, poles and the like, using feet and legs and/or hands and arms. Body agility is emphasized. This factor is important if the amount and kind of climbing required exceeds that required for ordinary locomotion.

( ) B. Balancing. Maintaining body equilibrium to prevent falling and walking, standing or crouching on narrow, slippery, or erratically moving surfaces. This factor is important if the amount of balancing exceeds that needed for ordinary locomotion and maintenance of body equilibrium.

(x) C. Stooping. Bending body downward and forward by bending spine at the waist. This factor is important if it occurs to a considerable degree and requires full motion of the lower extremities and back muscles.

(x) D. Kneeling. Bending legs at knee to come to a rest on knee or knees.

(x) E. Crouching. Bending the body downward and forward by bending leg and spine.

(x) F. Crawling. Moving about on hands and knees or hands and feet.

(x) G. Reaching. Extending hand(s) and arm(s) in any direction.

( ) H. Standing. Particularly for sustained periods of time.

( ) I. Walking. Moving about on foot to accomplish tasks, particularly for long distances or moving from one work site to another.

( ) J. Pushing. Using upper extremities to press against something with steady force in order to thrust forward, downward or outward.

( ) K. Pulling. Using upper extremities to exert force in order to draw, haul or tug objects in a sustained motion.

(x) L. Lifting. Raising objects from a lower to a higher position or moving objects horizontally from position-to-position. This factor is important if it occurs to a considerable degree and requires substantial use of upper extremities and back muscles. 

(x) M. Fingering. Picking, pinching, typing or otherwise working, primarily with fingers rather than with the whole hand as in handling.

(x) N. Grasping. Applying pressure to an object with the fingers and palm.

(x) O. Feeling. Perceiving attributes of objects, such as size, shape, temperature or texture by touching with skin, particularly that of fingertips.

(x) P. Talking. Expressing or exchanging ideas by means of the spoken word. Those activities in which they must convey detailed or important spoken instructions to other workers accurately, loudly, or quickly.

(x) Q. Hearing. Perceiving the nature of sounds at normal speaking levels with or without correction. Ability to receive detailed information through oral communication, and to make the discriminations in sound.

(x) R. Repetitive motion. Substantial movements (motions) of the wrists, hands, and/or fingers.

2. The physical requirements of this position. (Please check only one block)

( ) A. Sedentary work. Exerting up to 10 pounds of force occasionally and/or negligible amount of force frequently or constantly to lift, carry, push, pull or otherwise move objects, including the human body. Sedentary work involves sitting most of the time. Jobs are sedentary if walking and standing are required only occasionally and all other sedentary criteria are met.

(x) B. Light work. Exerting up to 20 pounds of force occasionally, and/or up to 10 pounds of force frequently, and/or a negligible amount of force constantly to move objects. If the use of arm and/or leg controls requires exertion of forces greater than that for sedentary work and the worker sits most of the time, the job is rated for light work.

( ) C. Medium work. Exerting up to 50 pounds of force occasionally, and/or up to 30 pounds of force frequently, and/or up to 10 pounds of force constantly to move objects.

( ) D. Heavy work. Exerting up to 100 pounds of force occasionally, and/or up to 50 pounds of force frequently, and/or up to 20 pounds of force constantly to move objects.

( ) E. Very heavy work. Exerting in excess of 100 pounds of force occasionally, and/or in excess of 50 pounds of force frequently, and/or in excess of 20 pounds of force constantly to move objects.

3. The visual acuity requirements including color, depth perception, and field vision. (Please check only one block)

(x) A. The worker is required to have close visual acuity to perform an activity such as: preparing and analyzing data and figures; transcribing; viewing a computer terminal; extensive reading; visual inspection involving small defects, small parts, and/or operation of machines (including inspection); using measurement devices; and/or assembly or fabrication parts at distances close to the eyes.

( ) B. The worker is required to have visual acuity to perform an activity such as: operates machines, such as lathes, drill presses, power saws, and mills where the seeing job is at or within arm's reach; performs mechanical or skilled trades tasks of a non-repetitive nature, such as carpenter, technicians, service people, plumbers, painters, mechanics, etc.

( ) C. The worker is required to have visual acuity to operate motor vehicles and/or heavy equipment.

( ) D. The worker is required to have visual acuity to determine the accuracy, neatness, and thoroughness of the work assigned (i.e., custodial, food services, general laborer, etc.) or to make general observations of facilities or structures (i.e., security guard, inspection, etc.)

4. The conditions the worker will be subject to in this position. (Please check all blocks that apply)

( ) A. The worker is subject to environmental conditions. Protection from weather conditions but not necessarily from temperature changes.

( ) B. The worker is subject to outside environmental conditions. No effective protection from the weather.

( ) C. The worker is subject to both environmental conditions. Activities occur inside and outside.

( ) D. The worker is subject to extreme cold. Temperatures typically below 32° for periods of more than one hour. Consideration should be given to the effect of other environmental conditions, such as wind and humidity.

( ) E. The worker is subject to extreme heat. Temperatures above 100° for periods of more than one hour. Consideration should be given to the effect of other environmental conditions, such as wind and humidity.

( ) F. The worker is subject to noise. There is sufficient noise to cause the worker to shout in order to be heard above ambient noise level.

( ) G. The worker is subject to vibration. Exposure to oscillating movements of the extremities or whole body.

( ) H. The worker is subject to hazards. Includes a variety of physical conditions, such as proximity to moving mechanical parts, moving vehicles, electrical current, working on scaffolding and high places, exposure to high heat or exposure to chemicals. 

( ) I. The worker is subject to atmospheric conditions. One or more of the following conditions that affect the respiratory system of the skin: fumes, odors, dust, mists, gases, or poor ventilation.

( ) J. The worker is frequently in close quarters, crawl spaces, shafts, man holes, small enclosed rooms, small sewage and line pipes, and other areas that could cause claustrophobia.

( ) K. The worker is required to function in narrow aisles or passageways.

(x) L. None. The worker is not substantially exposed to adverse environmental conditions (such as in typical office or administrative work.)