Key Account Manager

Location
Cincinnati OH
Industry
Injection Molding
Date Posted
5/30/2019

Key Account Manager

POSITION SUMMARY

Our Our Client, a North American leading provider of reusable plastic packaging systems, is seeking an energetic and compelling key account manager focused on building and delivering a key account strategy with a targeted list of OEM and Tier One suppliers. The successful candidate will work within an established support team including Product Management, Marketing and Executive leadership growing our plastic packaging solutions and services in the Automotive market aligned with a broader key account sales team across North America.

Our Client utilizes a strategic selling approach that will lead all activities including a market-specific CRM system including support of HQ facilities and procurement/engineering personalities. Our Client has a 50-year presence in this market focused on our comprehensive market knowledge, dedication to customer-specific innovation and adding value to every customer interaction.

The role of key account management at Our Client is to position Our Client effectively and have a comprehensive plan for each OEM to qualify and become a valued partner within their platforms while aligning a team of 10-12 regional sales personnel. We win every day by out-working, being creative and selling the Our Client way in a defined marketplace in the AMD market. We seek a highly professional, compelling sales leader at the corporate HQ and site level to join a growing team with a compensation plan aligned with maximum personal impact as we take share from our competition.

Central to the role is a skillset to foster and maintain strong, long-term relationships, penetrate key accounts to secure new business and achieve profitable Sales growth towards business goals. The successful candidate will also be able to analyze performance metrics and lead forecasting efforts inside of our planning tools.

ESSENTIAL DUTIES & RESPONSIBILITIES

  • Track record to deliver consistent profitable volume growth
  • 3-5 years of sales experience working at the HQ level with focus on automotive OEMs, Tier1 suppliers, dunnage suppliers, industrial packaging, material handling, plastic containers, pallets or packaging-centric career path
  • Identify and negotiate approved pricing and contract negotiations using Our Client selling tools and personal appeal
  • Hunts and penetrates large AMD companies at all levels to generate and identify new AMD reusable packaging opportunities
  • Helps drive new innovation concepts into Our Client based on intelligent and value-added prospecting and customer conversations
  • Develops and nurtures strong customer contacts and ensures positive, productive and professional relationships within multiple levels of customer management
  • Identify any direct product and market research to protect current market position and to develop new and expanded markets for existing products
  • Translates and quantifies the value proposition – applies Our Client’s AMD solutions to tangible and compelling customer needs by aligning product positioning to both the customers’ corporate strategy and quantifiable improvements within their supply chain
  • Deep understanding of the value Our Client’s AMD product solutions create for specific customers and how to sell/price based on that value
  • Creates customer-specific action plans with key accountabilities and timing and uses Valid Business Reasons (VBR) approach on Sales calls
  • Coordinates the involvement of company personnel including support, service and management resources in order to meet account performance objectives and customers’ expectations
  • Develops strong relationships across all functions including Senior leadership, New product development, Operations, Pricing and Purchasing
  • Proactively assesses, clarifies and validates customer needs and competitive threats on an ongoing basis including seeking value-add opportunities for strengthening marketplace position
  • Maintain high customer satisfaction ratings

ACCOUNTABILITIES AND PERFORMANCE MEASURES

  • Deliver the monthly, quarterly and annual quota using strong organization and a team approach toward better customer engagement and credibility over the next best alternative
  • Accelerate the Our Client position by developing ROI and cost savings models to dive plastic re-usable alternatives
  • Consistently utilizes to Miller Heiman Strategic & Conceptual selling approach inclusive of Blue and Green sheet use and promotion
  • Drives innovation in progressive and growing businesses
  • Forecast Accuracy and strong planning efforts feeding the Manufacturing cycle
  • Achieves strategic customer objectives defined by company management
  • Completes strategic customer account plans that meet company standards and gains alignment on strategic account plans from company leadership
  • Demonstrates and models strong selling skills, leadership capabilities, customer intimacy and business acumen to others across Our Client

QUALIFICATIONS & DESIRED EXPERIENCES

  • Four year college degree from an accredited institution
  • Minimum 3-5 years of strategic sales experience in a business-to business sales environment
  • Hunter mentality and drive for results
  • Win-win negotiation
  • Selling experience within the manufacturing environment with demonstrated proficiency penetrating and selling beyond the customer’s Purchasing Department
  • Experience in Challenger Selling and/or Solution Selling, Miller Heiman Strategic and/or Conceptual Selling
  • PC proficiency including Excel and PowerPoint
  • Hands-on experience managing the sales process within CRM programs
  • Advanced experience and understanding in conducting collaborative negotiations
  • Solid cross-functional experience across entire value chain including executive suite
  • Excellent time management skills
  • Ability to analyze data, determine key information and develop action plans to show value
  • Effective written and oral communication skills
  • Ability to achieve goals by influencing other internally and externally

KEY PERFORMANCE COMPETENCIES

  • Drive and delivery of results
  • Customer focus (differentiation)
  • Negotiating
  • Cross-functional team selling
  • Organizational agility
  • Excellent time management
  • Business and large organization acumen
  • Outwork the competition every day

ORGANIZATIONAL ALIGNMENT

  • Reports to the AMD Director of Sales
  • Works with Applications Engineering, Marketing and Customer Service to achieve objectives
  • Closely coordinates company Executive involvement with customer management

ENVIRONMENTAL JOB REQUIREMENTS AND WORKING CONDITIONS

  • ~40-60% overnight travel depending on location
  • All prospective employees must pass a background check



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