Key Account Sales Manager

4 weeks ago

Lincolnton North Carolina, United States SIA Full time
Job Description

The Key Account Sales Manager is responsible for developing and growing sales to key customers in the USA and Canada. To work with other SPR Account Managers to develop sales strategies, establish growth plans and implement measures to reach the annual sales target.

Key Responsibilities
  • Sales of Private Label Products: Achievement of assigned sales budget by identifying and maximizing customer potential.
  • Profitability of Key Accounts: Responsible for the profitability of their key accounts within the private label business.
  • Monthly Sales Targets: Implement necessary actions to reach monthly sales targets as well as target profitability.
  • Quote New Products: Quote new products and expand current business with existing and new key accounts in North America.
  • Relationship Development: Develop, maintain and grow relationships with account base to support their growth and knowledge of private label/sia product lines.
  • Price Management: Price management incl. price definition and annual price increases.
  • Customer Communication: Communicate frequently with management team and key accounts on product innovations, market conditions and competitive landscape in a timely manner.
  • Quality Sales Service: Provide quality sales service to customers in all assigned tasks, while upholding sia Abrasives values at all times.
  • Customer Requests: Listen and review customer requests to find positive growth solutions
  • Customer Visits: Initiation and organization of customer visits and training
  • Customer Communication: Professional and effective customer communication
  • Internal Customer Projects: Initiate, develop and manage control of internal customer projects
  • Customer Advice: Customer range advice according to customer needs and target groups
  • Technical Support: Offer technical support in coordination with sia USA technical and operations team, manufacturing facilities and the global private label team to address any issues affecting customer satisfaction.
National Growth Strategy
  • Sales Plan: Establish detailed sales plan considering PL/OEM target group, competitive products and upcoming new product launches.
  • Competitive Strategy: Evaluate strategic position of the private label product portfolio and develop a competitive sales strategy
  • Annual Sales Targets: Work to ensure annual sales targets are reached.
  • Gap Analysis: Execute monthly gap analysis and define measures to meet or exceed goals.
New Customer Hunting
  • Potential Customers: Evaluate potential new PL/OEM customers
  • Customer Analysis: Analyze organizational and decision structure of customers
  • Customer Needs: Analyze customers' needs
  • Potential Qualification: Qualify the identified potentials according to private label attributes and Identify purchase volume through personal visits and collection of additional market intelligence data from internal and external sources.
Business Analysis
  • Sales Figures: Evaluate monthly sales figures in necessary dimensions (core segment, customer, product category, turnover, gross margin) and decide on measures
Stock Coverage and Service Level
  • Stock Coverage: Responsible to ensure with sales forecast and sales planning an optimal stock coverage for responsible series/grades/finished goods
  • Service Level: Coordinate all service level requirements for key customers and disseminate this information to all relevant internal departments
  • Sales Forecasting: Responsible for sales forecasting of all customers
  • Sales Planning: Responsible for sales planning of product series and customers
  • SIA RAP: Responsible for sia RAP (ROLLING SALES PLAN) process for dedicated customers/series
Administrative Duties
  • Sales Forecast: Develop sales forecast by customer, by sales period based on customer inputs and qualified assumptions
  • Expense Reporting: Expense reporting within guidelines outlined in sia Abrasives Travel & Entertainment policy;
  • Sales Call Reporting: Sales call and sales activities reporting on a regular basis
  • Conference Reporting: Reporting on conferences, trade shows and/or workshops within this segment
  • Regular Duties: Work with new and existing key accounts to evaluate launch of new products to the account.
  • Annual Price Review: Annual price review and execute annual price increases
  • Customer Support: Support existing partners and develop new key accounts as needed in territory
  • Customer Strategy: Establish and maintain Customer Strategy
  • Quote Submission: Submit quotes with PT-AC calculation tool and quotation generator
  • Sales Reporting: Report on sales activities to Head of sales monthly and as needed- report key actions and results
  • Sales Expenses: Monitor and report your sales expenses are requested by the company policy;
  • Decision Making: Act independently; Decision making within Company policy

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