Key Account Manager

Key Account Manager

Purpose

The primary focus of the Key Account Manager is to ensure that our customer strategy is executed and successfully achieved through effective leadership of direct customer sales. They will work closely with the Sales Director and the Global Accounts Director to formulate and execute these key customer strategies.

The Key Account Manager will utilize good business acumen to improve DDW key performance metrics and is expected to develop an awareness of our industry and marketplace issues and opportunities.

The right person will build a strong foundation of customer-focused consultative selling skills by following our common sales process. They will focus on sales results and meeting or exceeding customer contractual requirements.

The Key Account Manager will be a team player, supporting and collaborating with other Key Account Manager to grow our business across the region as well as at our global accounts.

Principal Responsibilities

• Uphold DDW’s Mission Statement, Quality Policy, Values, and Beliefs.

• Support our Vision through daily actions and decisions.

• Sales Revenue: Responsible for developing revenue and maximum profit from selling activities by winning new business and growing existing business.

• Build strong relationships with target customers across their functions, both individually and in collaboration with other DDW functions, principally S&I and Marketing.

• Be accountable for pricing decisions and maintain agreed-upon service levels across our customer base. Address issues effectively as they arise.

• Follow our customer segmentation strategy when planning sales activities. Plans should align with the basic sales objectives and policies established by the Regional Sales Director.

• Propose new ideas designed to improve the revenue and profitability of their account base.

• Self-Development: Participate in relevant, continuing self-development, education, and training designed to improve performance and promotability.

• Performance Evaluation: Evaluate the performance of their customer base and any partners/distributors under their supervision against established standards, taking into consideration particular marketing conditions prevailing in individual areas. Initiate corrective action as necessary and recommend improvements where performance is unsatisfactory.

• Research, plan, and execute strategies to engage key customers and uncover new sales opportunities.

• Exhibit negotiation skills that maximize the return for both DDW and the customer.

• Form a close relationship with Marketing, providing recommendations and supporting their leadership in the following areas:

  • Advertising and promotion

  • Market analysis needs relevant to business growth within their customer base

  • Industry activity, including staying current on issues that are likely to impact our customers

  • Trade associations, trade fairs, and conference participation, as appropriate

Competency Requirements

Integrity/Ethics

Deals with others in a straightforward and honest manner, is accountable for actions, maintains confidentiality, supports company values, and conveys both good news and bad.

Work Environment/Safety

Promotes mutual respect, keeps the workplace clean and safe, and supports safety programs.

Quality

Is attentive to detail and accuracy, is committed to excellence, continuously looks for improvements, monitors quality levels, identifies root causes of quality problems, and owns and acts on quality issues.

Vision and Values

Supports company values through daily actions and decisions, communicates vision and values to others, generates enthusiasm, and incorporates the vision when planning.

Account Management

Expands sales within existing accounts, focuses on customer service, develops relationships with key decision-makers, understands and responds to customer needs, and tracks and monitors account activity.

Customer Focus

Builds customer confidence, is committed to increasing customer satisfaction, sets achievable customer expectations, assumes responsibility for

Originally posted on Himalayas