What are the responsibilities and job description for the Key Account Manager position at OHSERASE MANUFACTURING LLC?
JOB SUMMARY
As a Key Account Manager (KAM), you are a member of the Ohserase Manufacturing, LLC (OM) Sales team. This position is responsible for managing and executing trade objectives and promoting the various brands of OM directly to retailers, distributors, and consumers. The KAM position is directly responsible for retaining top retailers and wholesalers key accounts and nurture those relationships to ensure the execution of business strategies bring value to both the customer and OM. The KAM positions key objective is to become a strategic partner and advisor to OMs customers and through healthy and trustworthy relations, promote new and existing business opportunities to achieve the desirable ROIs for both companies. The KAM position will also assist the Regional Sales Manager (RSM) with communicating specific directives and training to the FSR and Brand Ambassador teams, provide feedback to the RSM about sales forecasting and help motivate the team to reach OMs volume and financial goals.
ROLE:The primary role of this position is:
Champion the regions highest priority accounts in direct and supporting roles.
Increase sales and expand distribution of OMS products to achieve assigned objectives.
Initiate activities to capitalize on new and existing business opportunities.
Implement OMS plans, strategies, and tactics with Executional Excellence.
Plan and execute successful and impactful In-Store consumer promotional events.
Strategically launch OM products in new markets.
Train and manage Brand Ambassadors for his/her geographical areas.
Execute, monitor, and evaluate the effectiveness of sales and marketing campaigns.
Provide sales forecasting and assist the RSM to create business plans for assigned areas.
Lead by example and demonstrate company core values.
ORGANIZATIONAL MANDATES AND KEY RESPONSIBILITIES:
1. Daily retail store coverage (as directed by RSM) Introduce OMS Products in assigned/new retail and distributor accounts.
Secure product visibility with adequate space on primary cigarette fixture
Place and maintain high visibility POS Materials.
Ensure OMS product pricing is fair & equitable.
Maintain adequate OM inventory levels to avoid OOS situations.
Ensure OM products are properly rotated.
Consistently report competitive activities. Organize consistent routing and coverage to focus on high carton volume accounts. Complete required administrative/reporting activities after each retail call. Document all sales activities in CRM. Verify and update customers records in CRM.
2. Retail In-Store Promotional Activity (As directed by RSM)
Work with all team members to create and execute promotional events.
Lead by example to create a positive work environment with all stakeholders.
Create a fun and inviting environment for consumers.
Engage consumers, informing them of promotions and products before they make their purchase, providing answers to questions, and distributing promotional items. Create brand awareness through effective and exciting promotions.
Complete all required reports accurately and submit in a timely manner.
Ensure proper use, distribution, and inventory of Give-away items used at events.
Perform other reasonable business requests by management.
3. KAM Responsibilities
Identifying potential customers and reporting findings to RSM.
Assist the RSM with coordinating the field sales team activities.
Assist the RSM to host FSR teams meeting when needed.
Support RSM with training and growth opportunities for FSR and Brand Ambassador teams.
Assist the RSM with leading the field sales team to meet establish sales goals for the territory assigned.
Assist the RSM with reporting territory sales figures to management.
Obtain, review and process promotional program paperwork in a timely manner.
Find new prospect customers and populate the sales pipeline.
Provide the RSM sales forecast for all key accounts
Prepare sales reports to the RSM on as needed basis
Verify Brand Ambassadors payroll hours
SUCCESS FACTORS
Sales Strategy
We will know the Sales Representative is successful when:
They have assisted in the development of a comprehensive sales plan for their assigned territory and executed their specific assigned responsibilities of the plan.
Specific assigned responsibilities are executed timely and satisfactorily.
Sales activity Contact Reports are created timely and satisfactorily.
Sales & Revenue
We will know the Sales Representative is successful when:
Assigned sales quotas are achieved.
Assigned expectation for product/SKU mixes are met.
Customer account plans that meet company standards in all accounts are established.
Customer Relations
When high customer satisfaction ratings scores are achieved and maintained.
BEHAVIORAL CHARACTERISTICS
Must apply team building efforts among peers, management, and all trade partners
Must be willing to take responsibility for OMs sales performance in assigned accounts
Must have the ability to interact respectfully and appropriately with each member of the office/other staff. You are expected to always treat others with respect and be mindful.
Must have the ability to educate staff on operational and policy changes and updates.
Must have the ability to communicate with others to network ideas to create more market share and profitability.
Must have the ability to be aware of and always maintain the management org chart.
Must have the ability to assist and train others in areas and share subject matter expertise.
Workplace Environment
Some light office work may be required.
Majority of work will require travel.
Workplace will consist of different locations, varying between in/out promotion events.
Personal Appearance
Candidate must be well groomed and presentable to the general public.
No excessive piercings or offensive tattoos
Uniforms/ clothing may be provided and/or recommended by management.
Attendance
Work week will consist of 5days.
Working hours may stretch outside normal 8AM-5PM as needs dictate.
Weekly working days will be set in advance by RSM.
Candidate must be flexible with dates and times.
Qualifications:
Must have a minimum of 5 years experience with field sales.
Must be comfortable working with the public and in tobacco industry.
Strong verbal and written communication skills
Personable, organized, and transparent
Valid Drivers License
Reliable Transportation
Computer with internet access and Microsoft Office
As a Key Account Manager (KAM), you are a member of the Ohserase Manufacturing, LLC (OM) Sales team. This position is responsible for managing and executing trade objectives and promoting the various brands of OM directly to retailers, distributors, and consumers. The KAM position is directly responsible for retaining top retailers and wholesalers key accounts and nurture those relationships to ensure the execution of business strategies bring value to both the customer and OM. The KAM positions key objective is to become a strategic partner and advisor to OMs customers and through healthy and trustworthy relations, promote new and existing business opportunities to achieve the desirable ROIs for both companies. The KAM position will also assist the Regional Sales Manager (RSM) with communicating specific directives and training to the FSR and Brand Ambassador teams, provide feedback to the RSM about sales forecasting and help motivate the team to reach OMs volume and financial goals.
ROLE:The primary role of this position is:
Champion the regions highest priority accounts in direct and supporting roles.
Increase sales and expand distribution of OMS products to achieve assigned objectives.
Initiate activities to capitalize on new and existing business opportunities.
Implement OMS plans, strategies, and tactics with Executional Excellence.
Plan and execute successful and impactful In-Store consumer promotional events.
Strategically launch OM products in new markets.
Train and manage Brand Ambassadors for his/her geographical areas.
Execute, monitor, and evaluate the effectiveness of sales and marketing campaigns.
Provide sales forecasting and assist the RSM to create business plans for assigned areas.
Lead by example and demonstrate company core values.
ORGANIZATIONAL MANDATES AND KEY RESPONSIBILITIES:
1. Daily retail store coverage (as directed by RSM) Introduce OMS Products in assigned/new retail and distributor accounts.
Secure product visibility with adequate space on primary cigarette fixture
Place and maintain high visibility POS Materials.
Ensure OMS product pricing is fair & equitable.
Maintain adequate OM inventory levels to avoid OOS situations.
Ensure OM products are properly rotated.
Consistently report competitive activities. Organize consistent routing and coverage to focus on high carton volume accounts. Complete required administrative/reporting activities after each retail call. Document all sales activities in CRM. Verify and update customers records in CRM.
2. Retail In-Store Promotional Activity (As directed by RSM)
Work with all team members to create and execute promotional events.
Lead by example to create a positive work environment with all stakeholders.
Create a fun and inviting environment for consumers.
Engage consumers, informing them of promotions and products before they make their purchase, providing answers to questions, and distributing promotional items. Create brand awareness through effective and exciting promotions.
Complete all required reports accurately and submit in a timely manner.
Ensure proper use, distribution, and inventory of Give-away items used at events.
Perform other reasonable business requests by management.
3. KAM Responsibilities
Identifying potential customers and reporting findings to RSM.
Assist the RSM with coordinating the field sales team activities.
Assist the RSM to host FSR teams meeting when needed.
Support RSM with training and growth opportunities for FSR and Brand Ambassador teams.
Assist the RSM with leading the field sales team to meet establish sales goals for the territory assigned.
Assist the RSM with reporting territory sales figures to management.
Obtain, review and process promotional program paperwork in a timely manner.
Find new prospect customers and populate the sales pipeline.
Provide the RSM sales forecast for all key accounts
Prepare sales reports to the RSM on as needed basis
Verify Brand Ambassadors payroll hours
SUCCESS FACTORS
Sales Strategy
We will know the Sales Representative is successful when:
They have assisted in the development of a comprehensive sales plan for their assigned territory and executed their specific assigned responsibilities of the plan.
Specific assigned responsibilities are executed timely and satisfactorily.
Sales activity Contact Reports are created timely and satisfactorily.
Sales & Revenue
We will know the Sales Representative is successful when:
Assigned sales quotas are achieved.
Assigned expectation for product/SKU mixes are met.
Customer account plans that meet company standards in all accounts are established.
Customer Relations
When high customer satisfaction ratings scores are achieved and maintained.
BEHAVIORAL CHARACTERISTICS
Must apply team building efforts among peers, management, and all trade partners
Must be willing to take responsibility for OMs sales performance in assigned accounts
Must have the ability to interact respectfully and appropriately with each member of the office/other staff. You are expected to always treat others with respect and be mindful.
Must have the ability to educate staff on operational and policy changes and updates.
Must have the ability to communicate with others to network ideas to create more market share and profitability.
Must have the ability to be aware of and always maintain the management org chart.
Must have the ability to assist and train others in areas and share subject matter expertise.
Workplace Environment
Some light office work may be required.
Majority of work will require travel.
Workplace will consist of different locations, varying between in/out promotion events.
Personal Appearance
Candidate must be well groomed and presentable to the general public.
No excessive piercings or offensive tattoos
Uniforms/ clothing may be provided and/or recommended by management.
Attendance
Work week will consist of 5days.
Working hours may stretch outside normal 8AM-5PM as needs dictate.
Weekly working days will be set in advance by RSM.
Candidate must be flexible with dates and times.
Qualifications:
Must have a minimum of 5 years experience with field sales.
Must be comfortable working with the public and in tobacco industry.
Strong verbal and written communication skills
Personable, organized, and transparent
Valid Drivers License
Reliable Transportation
Computer with internet access and Microsoft Office
