Key Account Manager jdd

Primary Responsibilities:

Strategic Planning:

· Develop and execute value propositions and account-based strategies for target selling and core market expansion in industrial markets.

· Comprehension and effective commercial communication of value proposition and key differentiation across product lines in effort towards achievement of annual and long-range revenue goals.

· Closely observe and track customer and market activities related to technology trends, customer needs & pain points, competitive positioning, and adapt strategies as needed.

· Partner with Application Engineering and Marketing to identify market trends and growth opportunities.

Sales Growth:

· Annual evaluation of existing product line revenue in assigned markets, including growth rates and industry trends with development of a specific, metric based growth strategy based on key targeted products.

· Execution of “Hunter” based sales tactics including a high level of direct, client-facing sales activity required for revenue growth of targeted products to targeted customers.

· Ensure that defined process for key account management is executed inclusive of sales performance metrics and accountability.

· Partner with the Marketing Department to develop differentiated marketing tailored for target markets in effort to support sales revenue goals.

· Lead commercial strategy, pricing strategy, customer presentations, negotiations (pricing, performance, T&C’s), and support proposal development.

· Identification and communication of key competitor activity, pricing, and innovation to the key stakeholders.

· Plan, manage and represent technical capabilities and value proposition at market specific trade shows.

· Execution of identified sales department deliverables related to the customer back innovation process to ensure that required new product development initiatives are achieved in alignment with organic growth goals.

· Work closely with Customer Service, Engineering, and plant Operations to ensure customer satisfaction and problem resolution.

Sales Analysis & 80/20 Objectives:

· Comprehension and practical execution of the ITW toolbox related to sales activity: 80/20 quad analysis, target selling, core market expansion, innovation, differentiation, and monetized value selling.

· 100% adoption of existing CRM platform for all key commercial activity inclusive of schedule management, trade show follow-up, account management, opportunity management, RFQ generation, forecasting, and lost order activity.

· Execute internal sales process for quad analysis and prioritization of all key opportunities to ensure that all high volume / high margin projects are prioritized appropriately.

· Execution of monthly business reviews with the leadership team.

Qualifications

· Bachelor’s degree in Business, Marketing or Engineering. Experience in lieu of degree will be considered.

· 5+ years of sales experience with proven success selling into targeted accounts and markets, setting strategic direction, and managing key account relationships.

· 50% travel required to ensure that required levels of client facing activity are achieved.

· Technical selling experience and analytical acumen required.

· Demonstrated track record of strategic thinking, sales results, and market share improvement in a value based selling environment.

· Excellent verbal, written, interpersonal, communication, and presentation skills with experience in communicating and working with a remote staff.

· Experience with CRM management related to detailed opportunity and forecasting.

· Proven ability to properly qualify a commercial opportunity and develop commercial strategy based upon internal and external dynamics.

· Proven experience in negotiating and closing multi-million-dollar projects inclusive of financial due diligence, terms and conditions, and purchase contracts within company guidelines.

· Excellent understanding of industrial market dynamics.

· Demonstrated ability to produce results within a team environment.

· Excellent time management, prioritization and project management skill set.

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