Key Account Manager (Durable)

Account Management
Own selected Customers - account planning, selling and negotiation, customer relationships
Responsible for all account activities related to the largest, most important client(s)/customer(s) in their designated territory.
Call on named major accounts to cultivate relationships, identify opportunities and increase sales. Often coordinates the organization's entire sales efforts toward these customers.
Develop sales plans and budgets for achieving sales goals in conjunction with subordinate sales positions.
Establish pricing programs and strategies. Secure optimum product positioning within target accounts - new products, price terms, bonus discounts, service.
Implement value-enhancing service initiatives which will strengthen customer dependency.
Uncover and assess customer needs and develop and execute Value Proposition (Aligning Value).
Sell and negotiate supply agreements, value added services. Manage Price and Mix, if required
Resolves issues at accounts as the one-up manager.
Evaluate and negotiate commercial complaints as necessary
Spend 50% of their time in the field to address customer and account management opportunities and issues.
Customer Management
Understand and communicate customer and end-user needs and wants.
Identify medium/long term trends that the Customer will focus on/investments that Customer is planning/implementing Co-ordinate the identification and development of new solutions (product/service) for Customer, based on strategic direction of customer
Maintain alignment with the local DC, if present, on service performance, quality, capacity/stocks
Provide exceptional customer experience for business partners and prospects to develop long-term business opportunities.
People Management/Development
Co-ordinate day to day activities of local teams- refer to BM (Regional BM) as necessary
Coach and mentor junior colleagues
Train and provide development opportunities for staff. Ensure annual goals are complete and communicated. Ensure Global Performance Management System is up to date and regular feedback is provided to staff members.
Monitor and evaluate team members, and adjust training where needed.
Attract, retain and develop high potential talent.
Act as a team role model and change-agent.
Positively lead and influence team members to partner together to achieve individual and business goals.
Coordinate team efforts, create and manage a regional strategy and team operating plan.