What are the responsibilities and job description for the Key Account Manager - Food Processing & Packaging Equipment position at MULTIVAC USA?
Candidates must be located within reasonable driving distance of a major airport.
Summary: The Key Account Manager (KAM) will directly sell MULTIVAC products and services to assigned critical key customer accounts and manage the sales process including pre-sales activities and post-sales follow-up. This position will strategically manage the long-term relationship with key accounts to maximize sales opportunities within them. The KAM will partner closely with the MULTIVAC Customer Service team to ensure that key accounts are serviced at a high level of customer satisfaction.
Time Utilization: This position will travel up to 80% with the remainder of the time being spent in the office to ensure proper preparation and follow-up. Normal business hours are 8:00 am to 5:00 pm. Schedule needs to be flexible to accommodate travel, customer needs, trade shows, meetings, and customer schedules.
Essential Duties and Responsibilities include the following. Other duties may be assigned:
- Develop and implement sales strategies to meet customer needs, and drive profitable sales volume and achieve key metrics
- Maintain and expand relationships with key accounts, and cross-collaborate with various departments (e.g. sales administration, customer service) to maintain and further develop relationships with such accounts
- Provide all necessary information and documentation for the completion of sales proposals and orders. Prepare detailed proposals/quotes according to customer requirements. Take responsibility for managing customer expectations as they relate to the order process.
- Leverage resources such as CRM, marketing tools, demonstration facilities, and support staff to further the sales process.
- Participate in strategic account planning process in which financial targets, performance objectives, and account management standards are established
- Maintain updated and thorough CRM data
- Employ analytical skills to monitor and report on key metrics
- Stay abreast of and report on market trends, customer trends, and competitive activity and report
- Participate in trade shows, sales meetings, industry meetings and other activities as directed
- Serve as an active student of the industry and sales profession
Qualifications:
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Education/Experience:
Bachelor's degree in business, marketing, or other related discipline and seven years sales or related experience in one or more of the following: capital equipment, packaging solutions or materials, or other related industry products.
Bachelor's degree in business, marketing, or other related discipline and seven years sales or related experience in one or more of the following: capital equipment, packaging solutions or materials, or other related industry products.
Language Ability:
Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals. Ability to write routine reports and correspondence. Ability to speak effectively before groups of customers or associates of organization.
Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals. Ability to write routine reports and correspondence. Ability to speak effectively before groups of customers or associates of organization.
Math Ability:
Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry.
Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry.
Reasoning Ability:
Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
Computer Skills:
To perform this job successfully, an individual should be proficient in MS Office, particularly Word, Excel, Power Point, and Outlook. Working knowledge of CRM systems required.
To perform this job successfully, an individual should be proficient in MS Office, particularly Word, Excel, Power Point, and Outlook. Working knowledge of CRM systems required.
Certificates and Licenses:
Current valid driver’s license and the ability to obtain a passport for travel as required by position.
Current valid driver’s license and the ability to obtain a passport for travel as required by position.
Supervisory Responsibilities:
This job has no supervisory responsibilities.
This job has no supervisory responsibilities.
Work Environment:
The work environment characteristics described here are representative of those an associate encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
The work environment characteristics described here are representative of those an associate encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the associate is regularly exposed to wet or humid conditions (non-weather); work near moving mechanical parts and extreme cold and heat (non-weather).
The noise level in the work environment is usually moderate.
Physical Demands:
The physical demands described here are representative of those that must be met by an associate to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
The associate must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, depth perception and ability to adjust focus. While performing the duties of this job, the associate is regularly required to sit; use hands to finger, handle, or feel; reach with hands and arms and talk or hear. The associate is frequently required to walk. The associate is occasionally required to stand; climb or balance and stoop, kneel, crouch, or crawl.
MULTIVAC Behavior Standard:
Maintain a positive work atmosphere by acting and communicating in a respectful manner with others at all times.
