What are the responsibilities and job description for the Key Account Manager position at Specac Ltd?
Job Title: Key Account Manager – US Based
Reporting to: Key Account Management Team Leader
Purpose of Job: To drive and accelerate growth of Specac’s business in line with revenue targets across our entire product range, through active management and selling to key accounts. This role is focused on a Business-to-Business sales approach and requires an in-depth understanding of the customers, business and the end user.
Principal Responsibilities:
- To drive and accelerate growth to meet or exceed personal targets for the allocated accounts across the USA.
- Actively sell all Specac’s products and services
- To effectively manage all existing relationships within the key accounts.
- Identify and develop sales with new B2B targets.
- Effectively build networks within the account, by finding and engaging with new contacts, stakeholders and influencers across the key account
- Carry out regular business reviews with allocated key accounts which will typically be conducted on a quarterly basis.
- Actively establish, negotiate and review contracts, terms and conditions and any other business agreement such as quotations
- To actively seek to understand the Key account’s business, their target customers and the ultimate end user needs and requirements.
- Document and update all customer interactions and correspondence in Specac’s CRM system (salesforce.com)
- To report monthly on the performance of sales relative to target including details, if performance is below target, on actions and initiatives to recover performance.
- Deliver a weekly forecast, in line with the company’s requirement.
- Develop and implement a Territory plan, reviewing the document and activities on a regular basis.
- Collect and report on market intelligence, trends, opportunities and threats.
- To work with the Product Managers and marketing to update them on market developments and trends.
- pro-actively identify new business opportunities and feed this back into the NPD funnel.
Other Relationships (internal and external):
Internal: Sales and Marketing Department. Applications Specialists, Engineering Department. Finance. Production Department, Customer Services and Quality.
External: Key customers, key customer commercial teams, end user customers, Key opinion leaders.
Skill, Qualities and Experience Required:
The ideal candidate will possess the following attributes:
- Proven track record of exceeding targets in sales / Key Account Management.
- Knowledge of molecular spectroscopy techniques and market.
- Strong motivation and self-discipline to work with minimal supervision.
- Good level of practical aptitude in handling technical products.
- Demonstrable experience of working in customer focused account management
- Excellent relationship manager and ideally has experience of working with large multi-national accounts.
- Ability to use own initiative to achieve business results.
- Excellent analytical, communication and presentation skills.
Other Relevant Information:
Valid Driving Licence
Flexibility to travel abroad as per business needs.