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Description

The Key Account Manager role is fully accountable for managing the account relationship and profit & loss for large customer accounts at a macro level and delivering on profitable sales growth and market share gain across the entire account.

The customer profile serviced by the Key Account Manager level:

• Normally large in annual sales dollar volume ($2MM+) warranting a significant and focused account management resource investment

• Require coatings solutions at multiple locations (may be multiple countries but not multiple regions or global)

• Require one or more coatings technology applications (liquid, powder, e-coat); highly customized coatings solutions based on deep insight into the customer’s segment and business challenges

• Require a more complex and challenging qualification/buying decision process

• Require several levels of decision approval up to and including C-suite

• Seeks to form a limited number of “win-win” partnerships with one to a few strategic coating suppliers

• Offers a high potential for strong and long-lasting strategic partnership

While the Key Account Manager is accountable at a macro-level, the role is also accountable for coordinating/providing direction for multi-site account management activity conducted by area/territory commercial sales and technical service representatives. The Key Account Manager works in cooperation and conjunction with the sales and technical service teams in order to successfully service their accounts.

• More specifically the role is accountable for the following:

• Full account P&L responsibility measured against annual financial targets

• Working with Marketing, Finance and Pricing, develops and implements pricing strategy and increases at the accounts

• Deliver established annual sales and market share growth; successfully grow new technology application needs due to value added “solutions consultant” relationship with customer

• Develop and execute on go-to market sales strategy to grow the business; act as ultimate decision-maker on accounts

• Gain and leverage knowledge on competitive positioning, pricing and purchasing strategy; ensure company is positioned correctly against the competition

• Position company strengths of technology, quality, speed and technical service so perceived by customer as a valuable differentiator from the competition

• Effectively and cooperatively utilize/leverage all division level and local territory resources: sales, technical service, marketing and technology to meet/exceed customer expectations and achieve long-term sales/market growth; requires overseeing activity at multiple locations across multiple technologies.

• Coordinate with area/territory sales management to secure business at major account sub-contractors

• Cultivate and maintain deep business partner relationships with critical/high-level account decision makers in order to meet/exceed customer expectations and gain additional market share opportunity

• Actively sell across multiple levels of the customer organization adjusting message to the audience

• Ensure customer questions and issues are resolved and pro-active solutions are in place; carry voice of customer within the GI organization and ensure customer needs are met now and in the future

• Fully understand strengths and weaknesses of all servicing facilities and communicate ensure that commitments made to the customers are within facilities capabilities and determine solutions where this is not possible

• Handle critical/high-level customer complaints within the lines of authority and manage process to resolution; responsible for all account inventory flow through and carrying costs

FORMAL EDUCATION:

• Bachelor level education required; preferably in sales leadership, business management, sciences, engineering or liberal arts

KNOWLEDGE & EXPERIENCE:

• Five or more years selling experience either in the coatings or adjacent B2B industries required

• General industrial coatings or some other B2B coatings segment selling strongly preferred

• Experience with complex selling cycle experience strongly preferred; ability to think strategically and creatively with regards to complex selling situations

• Exhibits strong business acumen and skill set

• Ability and experience collaborating with high-level decision makers

• Significant ability to move initiatives and customer servicing needs forward within our organization as well as the customers’ organization and across multiple internal functions

• Exhibited ability to work cooperatively across all functions within the organization and successfully influence and persuade fellow employees to take action versus depending on position authority

• Ability to communicate assertively, effectively and credibly across multiple levels of the organization; ability to present proposals with confidence

• Exhibit excellent interpersonal skills and ability to build strong relations across a wide range of organizations and cultures