We are looking for a Key Accounts Manager for our client, a leading food distributor.
Purpose of the Job
The primary purpose of a Key Accounts Manager is to nurture strategic client relationships, drive revenue growth from key accounts (typically those with over $5 million in annual sales), ensure high client satisfaction, and streamline internal sales processes.
This role involves collaborating with and mentoring less experienced team members to align client needs with organizational strategies.
Responsibilities
Strategic Account Management :
- Cultivate and maintain strong relationships with key clients, understanding their business needs and aligning products to drive value.
- Develop and execute account strategies aligned with company objectives to maximize revenue from key accounts.
- Proactively identify upsell, cross-sell, and expansion opportunities within key accounts.
- Lead negotiations on contract renewals.
- Anticipate and address potential issues or challenges for key accounts.
- Adhere to company policies regarding account profitability, replenishments, and recovery of fines.
Performance Analysis & Reporting :
- Regularly analyze key account performance metrics, identifying trends and opportunities for improvement, leading implementation.
- Provide actionable insights derived from data analysis to optimize account performance, ensure profitability, and drive growth.
- Lead development and delivery of comprehensive reports and presentations to internal stakeholders and key clients regarding account performance and strategies.
- Develop and update sales forecasting for assigned key accounts.
Collaboration & Documentation :
- Provide opinions, comments, and feedback during team activities (team meetings, etc.).
- Provide guidance and mentorship to team members with less experience.
- Collaborate with Category Management and Buying teams to support inventory and product management efforts.
- Maintain detailed records of sales activities in Customer Relationship Management (CRM) software, including key client feedback summaries and account performance reporting.
Knowledge & Experience
- Generally, a Bachelor’s degree in Business, Sales, Marketing, or other related disciplines.
- Generally, 4-7 years of experience in sales or account management, preferably in the food and beverage or personal care industries.
- Strong negotiation and account management skills.
- Proficient in advanced CRM software and sales analytics tools.
- Ability to work under pressure and meet sales targets.
- Superior communication and presentation skills.
Application Process :
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