Key Accounts Manager

Position Summary:

Vallen’s Lead Key Account Manager is an individual contributor management position responsible for developing and implementing sales strategies for increasing profitable sales growth in assigned strategic account customers. The Strategic Account Manager builds and/or enhances customer relationships in pursuit of selling the organization’s solutions, products, and services to achieve performance goals in areas of sales, gross margin, profitability, value propositions and/or other customer contractual agreements.

Essential Job Duties and Responsibilities:

• Responsible for profitable corporate account growth including customer retention
• Provides guidance to field sales organization including Field Account Managers (FAM) and Field Account Specialists (FAS) specific to strategic customer requirements
• Responsible for achieving annual cost savings goals/guarantees by customer
• Manages strategic account customer liabilities including:
  • Adherence to product / service pricing parameters (schedule A, B, C)
  • Price Roll Management
  • Margin Management (SPA Leadership)
  • Freight terms compliance
  • Payment term compliance and Accounts Receivables resolution
  • Volume incentive management, accruals and prompt payment
  • Service and inventory KPIs, and performance management
  • Audit management
  • Customer Implementation Management
  • Contract renewal leadership
  • Contract terminations leadership
  • Quarterly business review leadership (corporate level)
  • Field sales compliance (to contract paraments)
  • Problem escalation and resolution

Job Qualifications:

High school or equivalent; Bachelor’s degree in a related business, sales, or marketing field preferred. 5+ years relevant work experience or an equivalent combination of education and experience. Relevant experience should include:

• Ability to successfully articulate Vallen’s value proposition to a customer, internally and externally.
• Ability to manage large customer contractual requirements.
• Ability to provide leadership to a sales organization without direct reporting responsibility.
• Demonstration of industry, company product and/or service offerings.
• Ability to read and interpret various documents, including but not limited to contracts or other forms of customer agreements, safety and operational manuals, product specifications, etc.
• Solid knowledge of business financials and how to deliver profitable business.
• Working knowledge of MS-Office products.
• Working knowledge of company applications preferred.
• Must be willing and able to travel 50%-75% of the time

Work Environment & Physical Demands:

Reasonable accommodations will be evaluated and may be implemented to enable individuals with disabilities to perform essential functions of this position.

• The work environment may not be temperature controlled; must have the ability to work in extreme hot or cold environments; must be able to work in dusty environments.
• Long periods working on a computer and performing repetitive keyboarding activities.
• Extended day, evening, and weekend work may be required as job duties demand and may include little to no advanced notice.
• May be required to handle hazardous materials and wear various forms of protective equipment (shoes, gloves, protective eyewear, etc.).
• May be required to drive a forklift and/or operate other standard warehouse equipment.
• Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.
• May be required to pass forklift and/or other warehouse equipment certifications (written and/or driving).
• Must be able to handle and work physical inventory; required to lift up to 25 lbs or greater with assistance following standard operating and safety procedures. Other physical requirements including, regularly being required to stand, walk, kneel, bend, crouch, crawl, climb, and balance.
• Close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus are required.

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