Key Account Manager

4 weeks ago

Boston, United States Abel + Schafer | Komplet Full time

For almost 130 years, Abel & Schafer has been producing baked goods in Europe under the KOMPLET brand name. In 1982 the company established a manufacturing facility in Ronkonkoma, NY to serve the fast-growing markets of the United States, Canada, Mexico, Central/South America, and the Caribbean. To support our continuous growth in these markets, we are currently recruiting a Key Account Manager responsible for Industrial accounts and Distributors in the Midwest.


The Key Account Manager (KAM) – New England is responsible for the development, growth, maintenance, and profitability of key industrial accounts in the New England / Northeast region and the development of a route-to-market strategy with regional distributors. The KAM maintains existing partnerships and develops new ones, identifies opportunities, and presents solutions. The primary responsibilities of the KAM are:


Key Job Responsibilities:


  • Develop a short and long-term strategic plan for the region.
  • Develop a short and long-term strategic plan for each key account individually according to the account’s specific needs and opportunities.
  • Build new business and maintain existing business with industrial key accounts to achieve the company’s annual sales targets for the region.
  • Define and implement the route-to-market strategy for the region. Develop relationships with distributors to service the region.
  • Provide product and sales training to the distributors’ sales teams.
  • Regularly meet face-to-face with customers to foster long-lasting relationships and identify needs and opportunities.
  • Embrace the use of the company’s CRM system. Record in CRM detailed information regarding customer opportunities and the status of on-going projects.
  • Lead cross-functional customer teams including R&D, Marketing, Customer Service, and Technical Support to resolve the needs and expectations of the customer.
  • Request and organize Technical Support for the region.
  • Define and organize support needed to close new opportunities and maintain existing volumes.
  • Embrace the use of any existing or new selling tool.
  • Prepare and present an annual sales budget for the region.
  • Identify opportunities in alignment with the company’s strategic goals and priorities.
  • Actively promote the e-commerce platform for existing customers.
  • Work closely with the finance department to establish and maintain appropriate credit terms for new and existing customers.
  • Manage customer complaints & complaint resolution with Customer Service, Finance, Technical Support, and R&D.
  • Organize, attend, and participate in regional trade shows.


Qualification:


  • Bachelor’s Degree in business administration, marketing, food science or equivalent.
  • Min 5 years sales experience with industrial key accounts in a B2B environment, preferably within the food or beverage industry.
  • Hunter mentality.
  • Experience with managing cross-functional teams.
  • Preferably working knowledge of bakery ingredients and bakery operations.
  • Able to work autonomously with limited supervision.
  • Great communication and interpersonal skills.
  • Proficient with Microsoft Office suite, including Outlook, Word, Excel, PowerPoint, and Teams.
  • Very good presentation skills.
  • Fluent in English. Knowledge of Spanish a plus.
  • Valid Driver's License and safe, satisfactory driving record.

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