Going hand in hand with the previous skills, your key account managers need to approach every customer relationship with a collaborative and strategic mindset. PERSONAL SUMMARY. Designed and implemented cross category sales plan to drive multiple/competing KPI's to achieve overall sales goals. Averaged growth yearly +10%, focus efforts on programs which produce positive ROI. Provided total account management through sell-in of national/channel-specific core programs and brand promotions. Created and delivered sales strategy presentations to 10 Sales Representatives to ensure consistency of communication. Increased account base 236% through intensive research, outside sales, marketing, and trade shows. Improved retention by working in conjunction with sellers to learn each business and assist them with marketing and sales goals. Worked with multinational technical teams in the design of new products for OEM's. However, in our experience working with Key Account Managers around the world we have identified eight core competencies that all KAMs must develop in order to be successful in their role. Elevated to position directly responsible for renewable energy product development and sales focus. Maintained and expanded the customer base while improving customer satisfaction. Led all facets of market research projects, including quantitative and qualitative research. Handled over 100-120 inbound/outbound calls daily to sell new products/services to existing & new customers ensure account compliance for client retention. Assisted Director of Retail in developing pricing strategies for all retail accounts. Administered medical equipment sales, formulated strategies to influence potential clients in a highly saturated market. This includes, in particular, matters relating to contract execution and, for example, the personal presentation of new products.The mere fact that there is a permanent contact person in the company shows the preferred customers the value of the company. Identified sales opportunities and presented product information to key decision makers of independent and regional accounts. Prepared and regularly updated Siebel (CRM system) account plans/opportunities/activities for Operator customers. Conducted training seminars for restaurant employees on product knowledge, sales techniques, and service details. Credited with developing and implementing an effective sales process methodology. Obtained Mutual Business Objectives in all accounts and analyzed business SKU using POS data. Increased authorized SKU count by 62% versus the starting position. However, in our experience working with Key Account Managers around the world we have identified eight core competencies that all KAMs must ⦠Implemented strategic planning, organization and administration tactics to achieve and exceed quarterly sales. Worked closely with product development and logistics managers on forecasting of promotional product and new product distribution. The role of a Key Account Manager will vary from company to company and from customer to customer. Expanded product offerings in Workplace accounts by adding 25 SKU's on average per account. Prepared monthly budgetary projections, utilizing data tracking and reporting tools. Managed 200 brokerage & corporate accounts. Developed account relationships & increase revenue for OEM software market, focusing on Fortune 500 companies. Partnered with Unified Grocers for a cross-dock program to reach many of the retail accounts I had set up. Curious to see how you can take your Key Account Management skills to the next level? Managed the life cycle of an entire product family of RF Conditioning equipment ($20M+ annual sales). Talk to us in the comments below. Here are the 3 Skills that every Key account manager Professional should have to do his job amazingly: #1. 7 skills youâll need to master in order to become a sales manager. Organized and managed the $14 million Kroger account. Developed firm's new business line licensing market research portals to clients across the financial services sector. Collaborated with Human Resources in 2010 to evaluate Sales Department infrastructure and propose a reorganization of staff and applicable responsibilities. Identified new market segments and significantly expanded my existing customer base. Used promotional activities such as exhibiting at trade shows. Assisted in organizing company participation in local trade shows. Developed and improved cross function collaboration to improve local operations and service to key customers to deliver customer and Pepsi objectives. Top 6 key account management skills. systems. Created a retail procedural manual, focusing on automatic inventory replenishment. They not only need top-notch selling skills but also strong leadership, communication, and management chops. Explore your options. A key account manager role is to make the client aware of other services and actions that may lead to greater success. Detailed sales forecasting, large project management, product mix planning, new release promotions, order fulfillment management, merchandising. Prioritized, planned and communicated new division/store openings for Kroger and Pilot. Partnered with customer to ensure execution against KPIs. Formulated optimal customer service and upgrade strategy, effectively presenting and selling service options, maximizing margin and revenue. Established and maintained retail channel customer accounts and implemented tactical marketing strategies in assigned territory. Facilitated timely customer support on complex technical matters by quickly absorbing and sharing considerable technical product knowledge for swift problem resolution. Created sales base including distribution and retail accounts. Promoted and responsible for grocery and C-store chain accounts in Kansas, Nebraska, North and South Dakota. Managed company's industrial organic / non-organic baking operators including all broad liners and distributors in Northern California and Northern Nevada. Presented marketing plans to senior management and retail partners during quarterly sales meetings and industry trade shows. Key Account Manager. Increased authorization of new items in chains by over 30%, increasing revenue. Managed and developed a sales territory that generated over $5MM in revenue in 2012. Ensured accuracy of CPT codes in preparing estimates for chemo/radiation therapies and inpatient/outpatient services. Introduced new items to customers by establishing a strong customer service approach. Identified prospective customers using lead generating methods while consistently reaching sales goals and targets. Authored marketing plan for introduction of new items. Managed northeast sales territory with 6 major distribution companies averaging 15 independent outside sales employees per company 90 in total. Managed the complete sales process from prospecting sale to shipping to follow up and support. After all, if your KAMs donât completely understand your industry or the products or services you sell, how can they truly provide your key accounts with the support and guidance they not only need, but expect? Conducted regular strategic and operational business reviews with customer to identify opportunities and resolve issues proactively. Coordinated and monitored product procurement through all Kroger Peytons' warehouses. Traveled to Detroit for 1-2 weeks a month to attend NPD meetings with customer. Provided complete solutions for every customer to boost top-line revenue growth, and profitability. Worked extensively in Category Management to develop fact based presentations for our customer base. Make sure your CV reflects that! Conducted Training Seminars for brand identification and product knowledge. Reported directly to the Head of International Key Account Management and worked in collaboration with the CEO for major decisions. Collaborated with selling operations teams to proactively communicate ad activity and provide flexible, solution oriented customer service when issues arose. Developed a wiring plan to sell the plan into all levels of management both internally and externally. Below we've compiled a list of the most important skills for a Key Account Manager. Served as Key Account Manager managing all sales activities for the company s special accounts and key accounts. If you want to grow key accounts, you first need to create a universal key account definition, and make sure everyone understands it, agrees with it, and lives by it. Let's find out what skills a Key Account Manager actually needs in order to be successful in the workplace. Developed and maintained business relationships with supplier/brokers and category managers. Coached new distributor's sales people to understand customer profile, customer needs, product knowledge/application and consultative selling techniques. Appointed Category Team Captain for several HBC categories for Kroger Southwest and the Randalls & Tom Thumb divisions of Safeway. Spearheaded new product development projects with existing OEM Accounts to promote continued sales growth for new business opportunities. Conducted hundreds of product knowledge/sales training seminars to gain store associate product recommendation. Created physician, technician and equipment paper and computerized schedules that balanced appointment mix and maximized patient and provider flow. Handled all aspects of job flow from beginning design, layout, project management, to execution. Developed go-to-market strategy for CRM product, spearheaded entry into Russian market. Designed, implemented and maintained mobility based CRM, sales reporting and expense Key Account Manager Interview Questions. Created and negotiated long term win/win business relationships. Negotiated business with Dairy Queen in the Middle East that generated over $1 million in annual sales in FY2000. Directed high-performing team of 8 market researchers and conducted 12-15 client visits per month. Communicated customer needs and competitive information to product development and marketing groups. Worked in FSE CRM system to enter all call information, and set up objectives. Conducted market research and competitor Introduced global counterparts to customer's global decision makers to expand partnership overseas leading to increased business within Europe and Asia. Secondly, you need your team to excel with both account management and sales skills. Maintained client relationships through financial performance presentations. Implemented, executed, and measured promotional efforts that maximized ROI. Coordinated and executed trade presentations, developing solid relationships with key restaurant and fine-wine retail accounts. Managed a territory consisting of 26 direct doors and 4 Kroger Headquarter Marketing Areas in 4 southeastern states. Identified the on-premise business objectives and strategic planks and created of tactics for a 10MM case market. As all effective account managers know, there’s always room for growth and new ideas. Executed the sales processes and worked to assist programs that are leveraged across the channel. Hiring Key Account Manager job description Post this Key Account Manager job description job ad to 18+ free job boards with one submission. Provided a one-on-one relationship with major distributors in waterproofing and roofing in the Southeast Texas region. However, identifying, cultivating, and maintaining those long-term relationships requires specific skills and a thorough knowledge of the resources available throughout your organization. Instituted new customer productivity tools that utilize software to track current products and expose excess or obsolete inventory. We ranked the top skills based on the percentage of Key Account Manager resumes they appeared on. Reported to VP Marketing, responsible for all sales activity with North American OEM manufacturers of engines and engine applications. CRM for Strategic Accounts, Privacy Policy Sales skills â Sales is a key element of account management so ensure that you add plenty of sales abilities, such as lead upselling, cross-selling, relationship management and closing Previous companies worked for â Summarise your relevant work experience, whether it's with major corporations, small agencies or not-for-profits. Developed account management plans and managed account relations. We are looking for an experienced National account manager to join our team. Developed and presented concise business reviews to support fact-based selling objectives. Chaired and sponsored grand openings of New Wal-Mart stores and implementing CRP milk. Executed revenue growth strategy and successfully negotiated sales for the top 15 client accounts. The tables in the previous section havin g described the role in some considerable detail, ⦠Designed account market share reports to best allocate product to licensed agents and subsequently maximize bonus compensation. Developed and implemented marketing and promotional programs. 5 Account manager skills you will need to … A blend of these attributes is required to successfully fulfill a Key Account Manager role. A confident, persuasive Key Account Manager who has a strong professional demeanor, and a proven ability to create, maintain and enhance client relationships. Delivered performance updates, quarterly business reviews and planning meetings. Acquired new customers/business through referrals from existing customers, product and industry expertise, and research. Key Account Manager Resume Examples Key Account Managers are a liaison between clients and the company, working on connecting what the client needs with the company's strategies and solutions. Partnered with management teams to evaluate internal operations to address opportunities to improve customer service. Developed and implemented detailed annual sales plans, incorporating competitive intelligence, achieving company sales goals and account profitability. Managed account services and sales for 10 of the largest book distributor & bookstore chain accounts. Identified and secured new B2B accounts and met weekly and monthly KPIs. Executed product training programs and seminars for retail accounts. Traveled to China for factory visits, new product development, trend styles and finishes, and packaging. Worked in partnership with team to ensure exceptional customer service within territory consisting of top supermarket accounts. Analyzed product sales and tailored SKU mix for stores, area demographics and needs. Focused on obtaining sales goals and maintaining high end service to all bakery manufacturing, distribution and retail clients. Ensured appropriate budget allocation of promotional activities. Supervised KPIs and training implementation. Developed a professional working relationship with store management to effectively meet company and key account objectives. Developed and maintained departmental KPIs and SOPs. Introduced and presented new items to buyers for placement. 1. Analyzed client needs and presented optimal product solutions for accounts such as CVS, Walgreens, Rite Aid. Established and managed key accounts and sales process in the Missouri/Kansas region. Enhanced sales to Wal-Mart by increasing product diversification leading to acquisition of new customers. Marketed and developed all L'Or al USA retail brands in Wal-Mart, Sam's Clubs and Amigo Stores. Gained back key distribution base that was discounted due to the SKU rationalization effort the LLC divisions experienced. Participated in speed selling tabletop shows and ECRM events (5-10 minutes per Executive/Category Manager). Participated in building customer relationships and analyzing customer business metrics. Ranked #1 KAM in West Coast Region Sales vs. Communicated and coordinated sales expectations to entire region encompassing 120 representatives to ensure account sales performance of promotions. Gained growth in sales by utilizing sales to space analysis that generated new SKU's while maintaining or increasing shelf space. Searched and found new customers in the areas. Cultivated existing customer relationships of top level house accounts driving sales laterally through organization. Penetrated key prospective accounts and succeeded in reversing poor perception of the company through positive relationship building. Managed issues related to product capability/delivery and product knowledge, maximizing the benefit to the client. Developed solid business relationships with numerous areas of the business within National Accounts. Developed, managed and implemented price package plans for Wal-Mart/Sam's Club. One of the keys to building solid relationships between your key account managers and their clients is clear, effective communication. Opened regional satellite office in Philadelphia, managed budget and staff of 5 in achieving company sales goals. Worked closely with key management levels within corporate accounts. Introduced new products while also implementing sell-through programs and strategies and participating in trade shows and other demonstration events. Ended year with $1.4 million increase and ranked #1 in the KAM group. Provided consultative services on product category with Sales Teams as well as with customers to achieve category goals. Developed and implemented annual sales plans and promotional activities for key retail customers. Coordinated distribution nationally across all PepsiCo bottlers, Frito-Lay and Quaker/Tropicana/Gatorade warehouses and plants. Exceeded sales goals 5 out of 6 years and promoted from District Manager to Key Account Manager. Implemented customer business plans, participated in trade shows, sales meetings to drive volume at distributor. Increased market share through the introduction of new products, promotions, price negotiation, and product development. Worked directly with Account Management in developing and implementing processes tailored for individual firms to increase sales. sessions. Managed customer relationships and resolved issues to maximize retention, ensuring high levels of customer service and satisfaction. Managed a sales territory of $40k per month. Worked closely with Customer Service Department to ensure inventory reached clients by scheduled delivery dates. Managed multiple key retail accounts including, Kmart, and distributors serving Wal-Mart and Target. Maintained and developed corporate accounts with wholesalers, retail chains, independent and mass merchant accounts. Developed all key account strategic plans including the business, marketing, action, and communication plans. Managed & Executed Business to Business presence at national trade shows and events to create awareness and generate new business. Coordinated with OEM support center to fulfill, activate, and service accounts. Established new large chain accounts by completing a personal goal of achieving 100% of all accounts within my geographical area. Your key account managers, above all, should be seen as an integral part of your key customersâ success. Targeted semiconductor OEMs and major end user accounts to achieve a five-fold increase in annual regional sales. Do they have what it takes? Increased dollar sales from 500,000 to 2 million 300% increase in volume sales at Kroger due to strong relations. Managed performance of non-direct reports, as well as customers. Enrolled (32) new customers in the program for 2015. Managed national and regional chain accounts in the Illinois, Wisconsin, and Northwest Indiana markets covering twenty distribution centers. Provided support for customer base both technical and administrative. Selected to act as brand ambassador to a range of markets as well as increasing visibility for product at trade shows. Directed all aspects of product launch including developing a corporate budget, establishing sales goals, and conducting informative presentations. Managed existing accounts and created new business within sales territory. Attend industry functions, such as networking events and conferences to promote B-Skill. Presented WalmartandSam s Club JBP, and CVS Business Review. Recruited to strategically manage and penetrate key corporate accounts to capture additional sales in non-core locations with non-traditional system solutions. departments to acquire new customers and expand used oil services to existing customers of other divisions. In this guide, weâre going to share some insights on key account manager soft skills and attributes. Developed, negotiated, executed and managed promotional calendars and trade funding for sales territory. Selected to participate on a national team that developed a training and product knowledge manual for all sales representatives. Improved customer satisfaction and client relationships through the development of streamlined systems and procedures that maximized efficiencies. Managed budgets, resolved disputes between customers and United Rentals branch locations, Managed customer accounts receivable. Presented cargo policy proposals to potential clients. Proposed international brand positioning and advertising communication strategy for the successful launch of Tylenol brand in Japan. Guide, assist and provide services to customers. Analyzed and restructured workflows/procedures of the Kontakt-Expert's project management department,which increased efficiency by 30%. Get to know the customer. Created new revenue streams through new sales and excellent client relationships. Promoted to manage key on-premise chain accounts to increase sales and distribution of A-B products. What are the top 3 traits or skills every key account manager must have to excel? And how can your key account managers play a valuable role in helping them to achieve those goals? built strong, lasting client relationships and earned the client's Planned travel, conference logistics, and represented company at trade-show conferences to maximize exposure of company. Compiled monthly sales forecasts and presented to senior management. A key account manager must have an intimate, sophisticated understanding of her account's strategy, market position, finances, products, and organizational structure. Developed and communicated new marketing, pricing and national promotional programs to Northern California and Northern Nevada distributor network. Created and implemented strategic plan to sell-in 256 Kodak Kiosk units in 2 Kroger divisions in 2004/2005. What are the top 3 traits or skills every key account manager must have to excel? Participated in several trade shows per year focused on the gift, textile, national housewares, and hospitality industries. This requires a tailored approach to suit the type of customer. Provided valuable insight and direction on various internal sales councils regarding new product development, sales process integration and corporate strategy. Target retail chains, independent and chain accounts for a selection of mid-sized customer accounts Kontakt-Expert! From prospect identification up to 16 key accounts, total volume $ key account manager skills million conducted periodic reviews! Achieved 13 % growth at Capri in 2009 thru new products knowledge regularly pursued strategic business plans, in. Skills of an organisation to meet sales goals 5 out of 100 key account manager focuses on the... 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