The Key Account Manager is responsible for driving sales growth for some of Essentra’s larger, strategic customers with segmented decision making across geographic locations. This position requires a detailed knowledge of technical sales and marketing processes and will require the Key Account Manager (KAM) to manage both complex design to production sales cycles and post-design. The KAM will develop a deep understanding of the customer’s products, applications and processes, engage with contacts to specify Essentra product, be the main point of contact for all internal communications regarding assigned key accounts, and work with external partners, i.e. Distributors, when it enables Essentra to grow market share
Typical Accountabilities
- Draft and implement a key account plan delivered through targeted customer engagement.
- Outline key drivers of value creation for assigned customers as relevant to Essentra Components’ product portfolio.
- Outline how key accounts source component needs (e.g. through direct, distribution or outsourced purchases), and define a plan to pursue growth through all relevant channels.
- Provide feedback for Innovation, Voice of the Customer (VOC), and business development plans.
- Engage with our Key Accounts at all relevant levels.
- Development of Key Account Plan strategies in line with strategic and category plans.
- Delivery of clear and concise communication of Key Account achievements and strategies.
- Report out on valuable application detail to product and marketing teams.
- Grow the business in alignment with plan.
- Provide “Hassle-Free Customer Service” to our internal and external customers.
- Meet or exceed quarterly and annual revenue sales targets.
- Monitor, maintain and develop business KPIs for the site in line with the company strategy.
- Comprehensively understands the Essentra product range and proactively maximize all sales opportunities.
- Provide monthly sales activity reports and KPI reporting to the Regional Director.
- Other duties as assigned.
Must Haves:
- Experience in an industrial sales role
- 5 + years of key account and technical sales experience.
- Demonstrated success in penetrating and managing sales to large, multi-site, multi-national accounts.
- Excellent negotiating, interpersonal, and communication skills.
- Minimum 2 years’ experience actively using a CRM tool.
- Willing to travel 50-75%, with the possibility of overnight trips.
- Must be outgoing and communicate well through all levels of an organization internally and externally
- Must be able to handle frustration and in a fast-paced environment.
- Must be analytical and be able to synthesize complex or diverse information.
- Ability to identify and resolve problems in a timely manner.
- Have the ability to manage difficult or emotional customers in a professional and diplomatic manner.
- Self-starter with the ability to develop/implement strategies in line with the company's business vision.
- Ensure sustainable growth of the customer business through all relevant channels.
- Maximize sustainable sales for the assigned account base.
- Ensure strategic alignment and retention with the customer base.
- Exemplify Essentra’s health, safety and employee engagement culture.
- Bachelor’s degree in Engineering, Business or related field is a BIG plus
