Key Account Manager Job Description

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Key Account Manager Job Description

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Sales

Job summary 1

The Key Account Manager is responsible for new business development, effectively communicating customer needs, and resolving customer issues. Additionally, this position will require teamwork and support for successful resolution of intercompany customer issues and will ensure the Company has a clear understanding of customer expectations.

Duties & Responsibilities 1

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Requirements & Skills 1

Bachelor's degree
- Experience in the sale of technical products
- In-depth knowledge in the areas of the product line (to be developed if necessary)
- Solid foundations in business processes, in particular costings, and cost accounting

Job summary 2

Key Account Manager manages resources to grow Company’s business. Builds and executes customer/category plans that support customer and BU goals and achieve net sales and POS sales growth targets. Ensures leadership and cross-functional company efforts are involved with developing the customer relationship and business strategy.

Duties & Responsibilities 2

Evaluate sales support resources to maximize effective business plan delivery
Support high-value sales process activities and problem solve best approach with the business team - opportunity identification/creation, negotiations, deal closure
Participate in demand planning GPS process to monitor forecast versus plans
- Identify when plan adjustments are needed based on monthly and quarterly sales volumes and trade spend versus budget
- Oversee trade spending, promotional programs, spending across the brands, etc. to ensure targets are met
- Review trade and shopper marketing spend versus plan and coordinate with Customer Planning Manager to adjust plans based on performance

Requirements & Skills 2

You will have 4 year of business degree
- You will have 2-5 years of experience in sales
- You will have exposure to other sales sub-functions (category management, shopper marketing, retail, etc.) preferred
- You will have proximity with customer and team

Job summary 3

The Key Account Manager meets with key clients to maintain relationships, make presentations to introduce products, provide service and solve problems, negotiate and increase sales.

Duties & Responsibilities 3

Conducts sales negotiations with key accounts. Sets up schedules and appointments to obtain new accounts and to service existing accounts. Fills out sales records such as expense or call and operational reports.
Surveys market area to detect business trends and opportunities for new products or new applications for existing products. Assists in the development of sales forecasts. Plans for sales activities by forecasting conditions, defining objectives and strategies, and securing resources.
Controls performance by measuring and reporting results, evaluating and correcting performance, and administering policies and procedures.
- Prepares and maintains required paperwork, reports, and records.
- May supervise one or more Sales Representatives.
- Job duties include working nights and weekends on promotional activities and other account activities.

Requirements & Skills 3

Four-year college degree, preferred; one to two years of management experience; or equivalent combination of education and experience.
- Have knowledge of Microsoft Office Suite software and order processing systems or the aptitude to learn.
- Requires a current, valid state driver's license, and ability to meet vehicle insurance requirements.
- The employee must regularly lift up to 50 pounds and will occasionally lift up to 100 pounds.

Job summary 4

The Key Account Manager is responsible for leading all activities. In this role, you will manage the overall account relationship/strategy and deliver upon growth and other business objectives.

Duties & Responsibilities 4

Requirements & Skills 4

BS Engineering or BA degree
Minimum of 10 years of direct sales, account, or team leadership experience
- Strong oral and written communication skills
- Strong interpersonal and leadership skills
- Ability to travel approximately 15%

Job summary 5

As a Key Account Manager you’ll be part of our Customer Experience team. You’re a curious problem solver who has the ability to bring big ideas to life. You’re creative and scrappy but can navigate a large organization with ease. You’re agile and adaptable but work with precision to ensure we deliver top-notch customer experiences, always.

Duties & Responsibilities 5

Manage all aspects of our various licensing businesses.
Responsible for establishing and maintaining business relationships with The National Retail Key Decision Makers.
Take full ownership of the sales cycle which includes listing presentations, execution, forecasting, POS reviews, and promotional planning.
Fully own the entire sales cycle which includes listing management, promotional plans, day-to-day activities, marketing plans, and execution.
Work cross-functionally with Global Licensee managers, Channel, Core Sales Team, and Brand to drive our annual Licensing Plans.
Work hand in hand with supply chain and operations for forecast planning, stock positions, new product rollouts, and fulfillment excellence overall.
- Continuously evolve and understand the online competitive landscape in order to secure new product placement opportunities.
- Interact weekly with channel marketing & core sales on new products and promotions.
- Understand financial P&L including working with finance and owning the sales and profit across all portfolios.

Requirements & Skills 5

Bachelor’s Degree in Business, marketing, or related discipline is required.
Knowledge of business with 4-6 years of sales/ marketing experience preferably with National Retailers.
Experience of working with retailers, buyers, and key decision-makers across multiple categories.
Excellent communication skills with the ability to communicate both internally and externally with business leaders.
Strong analytical skills and the ability to prioritize opportunities from different business plans.
Ability to implement projects with a high level of detail and complexity.
- Capacity to work in a fast-paced environment and manage multiple accounts simultaneously.
- Persuasive skills to influence others.
- Prepared to travel 25%.

Job summary 6

The Key Account Manager will play a key role in the growth and expansion of the Company’s offerings. This will be accomplished by two means, continued organic sales growth and leveraging existing client relationships within other parts of our business.

Duties & Responsibilities 6

Client retention and key account management – the main focus of the role is “farming”, where you will be required to retain and grow current or existing accounts in line with the growth plans for the business.
Development and execution of key account strategy/business plan
Create an account relationship map to identify & drive engagement with key stakeholders across the client’s organization.
Work with marketing & consulting teams to develop account strategy, leverage internal network, and drive strategic C-suite alignment with clients.
Client acquisition and reactivation – a part of the role will be to secure new business and find ways to reactivate dormant or lapsed clients.
- Client-centricity – one of our core excellence behaviors have a client-first lens and everything should be done with a client focus at the heart of all our business dealings and interactions
- Ensure alignment and adherence with the sales process from lead to presales, to closed/won.
- Work closely with presales, bids, and tenders team, managing the proposal development process and ensuring alignment with global operations excellence.

Requirements & Skills 6

5+ years experience in creating and delivering innovative solutions leveraging the expertise and product portfolio available to you.
7+ years experience providing a positive can-do attitude and an eagerness to spend time with clients, immersing yourself in their business.
10 years’ experience plus client-facing sales / new business development.
An ability to become a brand ambassador who excels in working in a dynamic, fast-paced changing commercial environment.
- Have demonstrated account management skills to have growth inside a client grow twice as fast as the other clients through strong planning and execution across a global client.
- Extensive experience in building accounts in terms of new product development and client development.
- Multiple years experience in working with a geographically widespread team.

Job summary 7

We are looking for a like-minded Key Account Manager who wants to win as a member of our Inside Sales team. You will be expected to partner with existing customers and drive new business disrupting customer thinking and building consensus to secure deals across multiple product lines in the dental industry.

Duties & Responsibilities 7

Creating effective territory growth and management plan – balancing your schedule to cultivate and grow current customer relationships as well as generate new business aligned to our growth strategies which include, but are not limited to:
Maintenance and growth of assigned accounts (cross-sell/up-sell) via regular telephone contact
- Acquisition of new customers via warm lead follow-up and cold-calling; re-activation of lost customers
- Manage both short and long-term sales cycles through customer partnerships
- Leverage customer insights to provide feedback on the creation of marketing and sales promotions to be executed by the Inside Sales team

Requirements & Skills 7

Bachelor's degree, preferably in business, marketing, or sales, and 2+ years of prior experience OR equivalent combination of education and experience
Strong computer and technological acumen
- Strong understanding of customers and the sales cycle to be able to help solve problems, and brainstorm solutions in support of our growth strategies.
- Strong ability to tailor the communication style to the audience to effectively partner with them, including understanding and articulation of technical and clinical product aspects. The right individual must have a strong phone presence.
- Excellent ability to identify new customer partnerships, maintain current partnerships and work well across the broader commercial organization

Job summary 8

The mission of the Key Account Manager is to help execute the channel’s sales strategy to reach the agreed profitable sales goals. The KAM should use the sales support tools to drive value-added product innovations to customers, as well as coordinate and provide operational demand needs to be able to supply customers to the highest levels.

Duties & Responsibilities 8

Develop and execute yearly commercial plans for assigned customers in line with company business development and marketing plans (incl. customer prioritization and key account planning).
Prospection of new customers, closing deals quickly to grow profitable sales.
Partner with the R&D team to select winning projects that have a high probability of succeed. Provide visibility across the Organization of the status of all projects via daily usage/updating of the CRM tool.
- Play a role in optimizing pricing and margin management with the support of the central pricing team in order to increase production margins and overall profitability.
- Participation in regional and/or national channel team meetings, providing updates from your territory - successes, hurdles, and market insights. The suggestion of corrective actions and support needed when relevant.
- It is necessary to live the values of the company and be a role model for the company culture. Given the size and strategic importance of the role, you will work closely with cross-functional resources to rally and grow your accounts.

Requirements & Skills 8

Bachelor’s degree is a minimum, an advanced degree is a plus.
Proven track record in key account management with 7+ years of experience.
Keen understanding of financial issues relating to sales and profit. Must be able to analyze and solve problems from a financial perspective.
An in-depth knowledge of Marketing and Sales to develop new concepts and ideas for connecting with the customer in creative and goal-oriented ways.
Excellent oral communication, written, and presentation skills.
- Excellent project management and organizational skills.
- Detail oriented with very strong analytical and problem-solving skills.
- Excels in personal computer software applications including Microsoft Word, Excel, PowerPoint, Outlook, SAP IBP & CRM.

Job summary 9

The Key Account Manager is responsible for acquiring and maintaining fruitful relationships with off-premise chains and companies relevant to their market. The primary function of this role is to sell in and influence our key retailer partners, through partnership, communication, and consistency. The Key Account Manager position must be critically aware of industry best practices, regional competition, and craft beer strategies.

Duties & Responsibilities 9

Requirements & Skills 9

Job summary 10

We are looking for a Key Account Manager.

Duties & Responsibilities 10

Grow sales and share with key on-premise chain account(s)
Provide total account management; sell-in programs and brand promotions
Utilize sales tools
Maintain active communications with field sales and wholesaler personnel
- Evaluate strategies and action plans against allocated budget; manage budgets
- Contribute to the development and management of the annual account plan
- Facilitate communication of wholesaler's pricing to chain account(s)

Requirements & Skills 10

Frequently asked questions

What are the duties of a key account manager?

A Key Account Manager (KAM) is responsible for managing and developing relationships with the most important customers of an organization, known as key accounts. Their main duties include:

Identifying and developing new business opportunities: Identifying new business opportunities with key accounts and working to develop those opportunities into long-term partnerships.

Managing relationships: Managing relationships with key accounts, building trust and understanding their needs and requirements.

Negotiating contracts: Negotiating contracts with key accounts and ensuring that terms are favorable for both parties.

Coordinating with internal teams: Coordinating with internal teams, such as sales, marketing, and logistics, to ensure that key accounts' needs are met.

Providing customer service: Providing excellent customer service to key accounts and ensuring that their needs are met in a timely and efficient manner.

Identifying and managing risks: Identifying and managing risks associated with key accounts, such as potential for lost business, and developing strategies to mitigate those risks.

Meeting sales targets: Meeting sales targets for key accounts and ensuring that revenue goals are met.

Gathering customer feedback: Gathering customer feedback and using it to improve products, services, and processes.

Keeping up-to-date with industry trends: Keeping up-to-date with industry trends and competitor activities, and using this knowledge to develop new business opportunities.

Reporting: Providing regular reports to management on key account activities, performance, and opportunities for growth.

Continuously Improving: Continuously monitoring and evaluating key account relationships, identifying areas for improvement and

What makes a good key account manager?

A good Key Account Manager (KAM) is someone who is able to effectively manage and develop relationships with the most important customers of an organization. Some qualities that make a good KAM include:

Strong relationship-building skills: A good KAM is able to build strong relationships with key accounts, understand their needs and requirements, and develop long-term partnerships.

Strong negotiation skills: A good KAM is able to negotiate favorable terms and contracts with key accounts.

Strong communication skills: A good KAM is able to effectively communicate with key accounts and internal teams.

Strong organizational skills: A good KAM is able to plan and organize their workload effectively to meet the needs of key accounts.

Strong customer service skills: A good KAM is able to provide excellent customer service and ensure that key accounts' needs are met in a timely and efficient manner.

Strong problem-solving skills: A good KAM is able to identify and solve problems and provide solutions.

Strong sales skills: A good KAM is able to meet sales targets and ensure that revenue goals are met.

Strong industry knowledge: A good KAM has a good understanding of the industry they are working in and is able to identify new business opportunities and stay up-to-date with competitor activities.

Strong ethics: A good KAM is able to maintain the highest level of integrity and ethical standards and avoid any conflicts of interest.

Strong strategic thinking: A good KAM is able to think strategically

Olivia Powell
Recruiting expert

Last updated Oct 14

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Key Account Manager Job Description

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Frequently asked questions

What are the duties of a key account manager?

What makes a good key account manager?

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