Key Accounts Manager

SUMMARY:
Develop (farming), expand (hunting) and manage product/service offering of a select group of key accounts that operate in a given perimeter where the business relationship is primarily managed using the Key Account Planning process.

POSITION INFO:

ACCOUNT & OPPORTUNITY DEVELOPMENT
Develops processes and procedures to optimize account management efforts and ensure sales goals (online , offline) are achieved.
Conducts analysis of demand for services and influences stakeholders to ensure that the necessary resources are made to deliver required services.
Initiates improvement in services, products and systems.
Expands customer buying centers and use cases, while leading the customer account planning cycle and ensuring that all customer needs and expectations are met.
Advises sales team on products and services and issues facing clients.
Monitors sales results, market competitiveness, and market trends and make recommendation when needed
Implements client loyalty strategies in order to secure growth and future business.
Identifies business issues and opportunities by analyzing financial and non-financial data at the transaction level in the organization.
Performs appropriate profitability analyses and makes recommendations to support short- and long-term decisions (e.g. break-even, relevant cost, contribution margin, linear programming, sensitivity and uncertainty analysis, etc).
Challenges rules or practices that present inappropriate barriers to independent action and decision-making.
Balances the workload, commitments and priorities of Key accounts vs the company when setting expectations.
Commercial and financial objectives are achieved

NEGOTIATNG
Expresses ideas/solutions in an appropriate manner to overcome resistance, complaints and frustration from others.
Builds rapport with the other parties to foster positive and productive relationships.
Effectively matches product knowledge to the implicit needs of the customer.
Negotiates at senior level on technical and commercial issues, to ensure that customers, suppliers and other stakeholders understand and agree what will meet their needs, and that appropriate service level agreements are defined.
Develops negotiating strategies and positions by studying integration of new initiatives with the organization strategies and operations (Including Online business).
Supports business change, acting as a point of contact for Key Account stakeholders, facilitating relationships between them.
Creates value based on shared interests to produce win-win outcomes.
Product & Service technical knowledge
Matches product/service to obvious customer needs.
Locates and uses expertise of others to improve product knowledge.
Displays knowledge of how products/services compare with those of the competition.
Customer Value Management
Supports new business opportunities by developing and analyzing business cases, market strategies, deal requirements, business potential, and financials.
Works with sales strategy and planning partners to ensure forecast accuracy, maximization of opportunities and development of plans to deliver against organization’s objectives.
Coordinates planning activities with other functions and stakeholders within the organization.
Monitors key performance indicators and is responsible for implementing corrective measures, when appropriate, to maximize performance and achieve revenue and operating income budget.
Makes forecasts and revenue projections for Key accounts.

CUSTOMER VALUE MANAGEMENT & BUSINESS PARNERING
Establishes and maintains industry and client contacts for continuing good relations and business opportunity development.
Develops profitable new business account relationships and opportunities for increased profitability from existing accounts.
Defines and implements new sales processes and capabilities including territory management, key account and distributor management, and structured sales methodologies.
Leads by example and fosters an environment of mutual trust through clear communication, open dialogue and consistent behavior.
Forms alliances with people in different organizational units to work toward mutual objectives .
Cultivates and develops new opportunities to build long-term business relationships.
Designs and implements initiatives to increase current and future market penetration.
Collaborates with marketing specialists to leverage product knowledge and promotions.
Maximizes brand opportunities and aligns products and/or services with customer base.
Responds to customer/internal partner needs in a timely, professional, helpful, manner, regardless of the attitude.
Shows customer/internal partner that their perspectives are valued.
Adapts to the different working styles, personalities and cultural backgrounds of the people they work with

PRODUCT, SERVICE & INDUSTRY KNOWLEDGE
For a given bid, evaluates product/service and direct competition in order to position own organization appropriately.
Identifies & explains industry trends to customers
Explains industry trends to customers.
Uses knowledge of alternative products/services to enable upselling.
Troubleshoots product related problems

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