What are the responsibilities and job description for the Key Account Manager position at Rhino Tool House?
Key Account Manager: Job Roles and Responsibilities
The Key Account Manager (KAM) is responsible for overseeing the sales strategy, goals, and revenue generation for assigned key accounts. This leadership role involves driving sales growth, fostering strong customer relationships, and collaborating with internal teams to ensure seamless execution of the sales process.
Sales Leadership & Strategy:
Annual Business Planning: Develop a comprehensive yearly business plan to drive growth across key product categories, including D&B products, assembly tools, material handling products, advanced manufacturing solutions, and services.
Collaboration with Regional Teams: Establish a regular cadence of communication with the Regional Sales Manager (RSM) and Sales Engineers (SEs) to review forecasted sales, upcoming events, sales strategies, market conditions, and competitor insights.
Key Account Development: Cultivate and grow key account relationships, focusing on expanding market share across all product segments – Tools & Assembly, Material Handling, Advanced Manufacturing, and Services.
Sales Forecasting & Reporting: Provide monthly sales updates and forecasts to your divisional manager, ensuring alignment with overall sales goals.
Data-Driven Goal Setting: Utilize market data, trends, and statistics to establish and track sales goals, identifying strengths, opportunities, and areas for improvement.
Operational Excellence:
Supplier Relationship Management: Build and maintain strong relationships with top suppliers in your product segments, ensuring alignment on product offerings and market strategies.
Cross-Functional Collaboration: Partner with finance, operations, supply chain, and inside sales teams to ensure smooth coordination, timely payment of customer invoices, and alignment on sales activities.
Sales Data Analysis: Continuously track and analyze sales data to identify trends, strengths, weaknesses, and opportunities for growth, adjusting strategies as necessary to meet targets.
Sales Target Management: Take ownership of sales targets and performance for your assigned key accounts, ensuring revenue and growth objectives are met.
Demo Tool Management: Oversee the management of demo tools for your accounts, ensuring they are kept in excellent condition and are not lost or stolen until they are sold.
Contract Review & Approval: Manage large client contracts, ensuring they align with company standards before presenting them to senior management for approval.
Opportunity Identification & Sales Process: Identify sales opportunities across all product segments, ensuring the effective execution of the RTH sales process, including quotes, proposals, and presentations to secure corporate capital business.
Networking & Relationship Building: Deepen relationships within key accounts, ensuring you have extensive contacts at both the corporate level and within individual plant locations.
Customer Engagement & Presentation:
Customer Presentations: Support the creation of impactful business updates and presentations for customer meetings, ensuring alignment with key account goals and objectives.
Cross-Border Collaboration: Collaborate with regional managers on cross-border sales opportunities to ensure smooth transactions and a coordinated support plan for customers.
CRM Management: Ensure the CRM system is up-to-date with accurate data, including opportunities, quotes, and sales activities.
Sales Tracking: Manage expectations around CRM entries, ensuring that opportunities and quotes are properly tracked and followed up on.
Sales Engineer Collaboration: Review data and reports with sales engineers to ensure alignment on progress and performance.
Lead Management: Proactively track and follow up on leads with urgency, ensuring timely and effective follow-up to close opportunities.
Performance Reporting & Growth Planning:
- Quarterly Executive Reporting: Present quarterly performance updates to the executive leadership team, outlining progress with key accounts and strategies for continued growth or addressing any performance challenges.
