Key Account Manager

Summary: The Key Account Manager is ultimately responsible for the acquisition and retention of national corporate accounts. This involves identifying, contacting, selling, contract negotiations, strategic planning, program implementation, personnel plan, development and training and account assignment.

Specific Duties and Responsibilities:

• Work within all established safety guidelines, ensuring that safety policies and procedures are adhered to at all times, and worked deemed unsafe is not performed.
• Ensure world class customer service is provided to both internal and external customers.
• Establish rapport and develop solid relationships with key customer contacts and vendors.
• Meet and exceed sales and margin targets.
• Prospect for and acquire new strategic and national account business by promoting the total filtration management concept, focusing on national and strategic accounts
• Organize and prioritize responsibilities to ensure effective and efficient management of responsibilities
• Evaluate filter applications for value optimization and solution presentation.
• Utilize CRM software to ensure customer contacts are maintained, customer related sales call activities are documented, value added services/cost savings are recorded and Opportunities are actively managed through the lifecycle of the sale.
• Develop solid technical skills by participating in all company and vendor sponsored product training, as well as utilizing other resources for self-study
• Generate timely and accurate quotes utilizing the company’s business system and other resources.
• Support company initiatives in the areas of marketing, sales, and training
• Maintain weekly expense reports and monthly mileage reports.
• Understand and utilize TFS business systems.
• Utilize resources to identify and target regional and national account prospects.
• Proactively communicate with prospects to identify opportunity, utilizing CRM to document all activity.
• Coordinate, develop and implement a plan to obtain the business that includes utilization of TFS and Parker resources.
• Manage new strategic and national account agreements.
• Responsible for the successful implementation of new business following processed currently defined.
• Development of project plan for full scope of all new national accounts including:
• Customer corporate level negotiations and continued relations
• • Customer Presentations, business Plan and annual business review development
  • Analysis of account needs and budgetary impacts
  • Participate in Financial and Profitability studies of new business
  • Participate in quoting , pricing and bid preparation for strategic and national accounts
  • Assist with renewals of corporate level agreements
• Develop metrics and monitor program results
• Marketing of value added programs and new business opportunities
• Work closely with TFS personnel associated with corporate agreements
• Liaison between all corporate level buyers and upper management

 General Qualifications:

• Excellent oral and written communication skills utilizing the English language
• Good attention to detail with timely follow-up skills
• Professional appearance and behavior
• Solid organizational skills with the ability to prioritize effectively
• Strong computer skills, including Microsoft Office with proficiency in Outlook, Word and Excel
• Ability to work effectively under pressure and manage multiple assignments simultaneously
• Effective time management skills
• Meet appropriate deadlines, be responsive and accessible
• Accurate and results oriented.
• Commitment to providing exceptional customer service to both internal and external customers
• High mechanical aptitude with the ability to quickly grasp technical information.

Specific Demonstrated Capabilities:

• Proven and progressive sales success
• Ability to negotiate effectively
• Ability to build solid professional relationships
• Proficient in Microsoft Office Suite including Word, Excel, PowerPoint, and Outlook

Interpersonal Skills:

• “Hunter” mentality with solid closing skills
• Demonstrates a sense of urgency
• Solid presentation skills with the keen ability to read the audience and tailor presentation to meet its needs.
• Sold individual contributor who functions equally well as a member of a Team
• Ability to adapt to a variety of personalities, situations and requirements

Educational and Experience Requirements:

• Minimum of three years previous outside sales experience working with National and Key Accounts
• Four- year college degree
• Filtration or Industrial Distribution sales experience preferred

 Certificates, Licenses, Registrations:

Must possess and maintain a valid driver’s license in good standing

Physical Demands:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to stand; walk; sit; use hands to finger, handle, or feel objects, tools or controls; reach with hands and arms; climb stairs; utilize ladders with a weight capacity of 250 lbs. or less, balance; stoop, kneel, crouch or crawl; talk and hear. The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by the job include close vision, distance vision, peripheral vision, depth perception, and the ability to adjust focus.