Key Account Manager
1 month ago
POSITION PURPOSEThe purpose of the Key Account Manager (KAM) is to build market share of Sani Professional products within the foodservice channel. This will be accomplished through product presentations and demonstrations, which leads to closed sales to target customers within the territory. This position acts as a direct voice to our customers and will build our business through the offering of Food Safety solutions.*The KAM will cover New York City including the five boroughs*ESSENTIAL FUNCTIONS AND BASIC DUTIESRegarding End-User/Operator Development & Management (70%):Build and maintain relationships with top operators in marketFocus on strengthening line by expanding assortment at key locationsDevelop, maintain and expand relationships with key purchase influencers (e.g., food safety, marketing) as well as economic buyers (e.g., purchasing, operations)Reports regularly on sales activities and opportunities and reviews progress against forecast and budget with National Account ManagerMaintains sales activity files on all current and potential customers; Maintains pertinent documents. Maintains a complete inventory of samples of all products sold by the Company and provides those samples on an as needed basis to operator and distributor customers.Performs such other duties as assigned. Regarding Distributor Development & Management (15%):Build and maintain relationships with key distributor managementNegotiate marketing plans, conduct business reviewsResolve key distributor problems, including deduction reconciliation, leveraging inside teammates as necessary.Reports regularly on sales activities and opportunities and reviews progress against forecast and budget with National Account ManagerConducts distributor sales meetings to ensure Sani Professional’s full product line is properly presented and sold.Regarding Administrative Duties (10%):Plans and operates within established corporate guidelines to maintain expenditures within budget allocations. Acts judiciously in the use of company assets and resourceOrganization AnalysisReview/analyze sales and trade spends reports (self, customers, etc.)Documents sales activities in a timely manner. Maintains profiles of all current and prospective customers and maintains pertinent documents such as proposals, supply agreements and memos regarding status meetings with distributors, brokers and key end users. Miscellaneous (5%):Up to 50% travel as needed.Discipline to work out of a home officeAdherence to corporate policies as requiredPERFORMANCE MEASUREMENTS:Regional Top Line Sales Revenue vs. BudgetOperator account development vs. ObjectivesDistributor growth vs. ObjectivesEDUCATION / CERTIFICATION:4-year college degree is preferredREQUIRED KNOWLEDGE:Must have in depth knowledge of the foodservice industry including operator segments and distributors. Must have solid understanding of the sales cycle and sales techniques. Must be proficient in Microsoft Office.?EXPERIENCE PREFERRED:Minimum of 3 years of verifiable sales results in the foodservice industry working for leading Companies i.e. Pactiv, Hutahmaki, SCA, Eco Lab, etc. Must have current relationships with Key operator and distributor customers within assigned Region.SKILLS / ABILITIES:Must demonstrate strong written and oral communication skills along with strong negotiating skills, be a self- starter capable of working independently, as well as part of a team. Must take pride in results and accountability for performance. Equal Opportunity Employer/Protected Veterans/Individuals with DisabilitiesThe contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)
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