Key Account Manager - Central Location

General Summary: 

The Area of Primary Responsibility (APR) for the wholesale Key Account Manager (KAM) position will be  to optimize our wholesale business  by strategically and tactically working with key and targeted national, regional and local wholesale accounts within their defined geographic territory.  This position will functionally report to the Regional Sales Manager (RSM). 

 

Principal Duties and Responsibilities: 

1. Works within a team concept with regards to all aspects of the regional territory business.

2. Work with the appropriate sales and business unit management to strategically define key national, regional and local account targets within their region of responsibility.

3. Execute national wholesale account strategies defined by the business unit within the key account manager’s region of responsibility.

4. Identify key decision makers (KDMs) at each of the targeted key national, regional and local accounts and develop relationships at all appropriate levels throughout the organization, inclusive of ownership, senior and regional management as well as sales, warehouse and counter personnel. 

5. Develop a written three year strategy plan for their territory as well as an annual tactical plan for each of the targeted wholesale accounts

6. Establish a product/technical training plan, coordinate and execute training program for key target account locations, including central office sites, distribution centers and branch office locations.

7. Work with regional sales management, GPU supply chain management and business management to establish and execute appropriate distribution center logistics and associated programs.

8. Identify key marketing programs and activities that will enhance key account relationships and accelerate sales growth.

9. Develop and execute an effective and consistent communication plan for assigned key account for Grundfos management team. 

10. Administers Grundfos' sales policies, programs, and terms of conditions.

11. Completes call reports, expense reports, annual market plans, territory evaluations, and competitive analysis as required by management

12. Works within a team concept with regards to all aspects of the regional territory business.

13. Attends Partners management meeting(s), open houses, and key functions.

14. Hosts and coordinate appropriate trade shows participation with key Regional and National Partners.

15. Maintains company vehicle, including routine maintenance and physical  appearance.

16. Duties and responsibilities may be added, deleted, or changed at any time at the discretion of management, formally or informally, either verbally or in writing.

 TEAM MEMBER

It is the defined responsibility of the KAM to work with the RSM and regional team to foster open dialogue,  develop a team environment and culture, create a strong morale and spirit within the team; promoting the sharing of wins, successes and challenges.   SOCIETYThe KAM will support the Grundfos objective of being a socially responsible company by participating in company sponsored events and activities that support this cause.  In addition, the KAM is encouraged to identify and support/participate in similar socially responsible programs, events and activities, with guidance and approval from their RSM.  It is the responsibility of the KAM to always present themselves in their role and in society in a manner consistent with the Grundfos Brand, including; maintaining personal appearance, vehicle cleanliness and condition and following customer entertainment guidelines.

 PERSONAL DEVELOPMENT

Using the Employee Development Dialogue (EDD) process the KAM will identify and document their personal development short term and long term growth objectives and in conjunction with their RSM measure their progress to achieving these objectives on an annual basis.

 

1. Required Knowledge, Skills, and Abilities:
Professional sales skills as taught at the PDJA, including key account strategies and plans

2. Knowledge of heating and plumbing products for the wholesale distribution market.

3. Ability to create and communicate key account strategies.

4. Ability to create and execute defined key account and overall business/territory strategies. 

5. Ability to develop relationships throughout all levels of a wholesaler organization, inclusive of counter personnel, all levels of management and ownership. 

6. Excellent oral and written communication skills for groups and individuals, with technical and non-technical participants.

7. Develop effective training plans, outlines and programs.

8. Ability to develop and deliver effective product presentations at all levels of management and for all sizes of audiences for both internal and external customers.

9. Excellent verbal and writing communication skills.

10.  Ability to manage individual expense budget and work with regional team to plan and stay within defined expense budget guidelines. 

11. Analytical and systematic approach to business processes inclusive of Grid & Capture techniques and principles.

12. Excellent PC skills with above average knowledge and use of Microsoft Office application programs (Word, Excel and PowerPoint) as well as a good aptitude for learning and applying new systems and programs. 

13. Cross functional team experience.

14. Effective time management and organization skills.

15. Ability to travel an average of 50+%.

Excellent listening skills. 

Comments: 

Must be able to maintain a valid passport

 

Education and Experience: 

A minimum 5+ year’s experience of heating/plumbing, wholesale/distribution sales or service. Bachelors degree preferred.