Key Account Manager
Job Summary
We are Newark, an Avnet Company, part of Farnell Global, the fast and reliable distributor of products and technology for electronic and industrial system design, maintenance, and repair. As a field sales executive, you will focus on customers to achieve revenue and margin goals in assigned accounts. You will identify customer needs and apply our value proposition to drive sales growth and improved profitability.
About the Role
Serves as the primary point of contact for the customer interface to the company's resources that drives and supports high levels of customer satisfaction and loyalty, as measured in surveys and share of wallet.
Develops strong, strategic relationships with customer(s) to identify and leverage the customers’ business goals, growth strategies and profit drivers to deliver the appropriate business value proposition sales solution strategy.
Provides leadership and guidance in critical customer planning and engagement.
Performs critical customer analysis to identify and leverage the partner’s marketing programs to achieve growth in their customer’s solutions capability.
Engages customer(s) in joint planning that integrates the company's services, programs and supplier partnerships securing customer commitment for the development of a comprehensive investment in strategies that advance the company’s market position, entanglement and financial goals.
Conducts regular business reviews with assigned accounts to track progress toward revenue and growth goals and owns execution of business plan.
Maintains and monitors pipeline and metrics for assigned customers, performs analysis and identifies improvement opportunities.
Supports supplier's strategies by aligning solutions with customer to maximize profitable growth, and customer expansion.
Prioritize customers and opportunities with greatest potential for success.
Closely manages profitability by minimizing profit leaks and maximizing gross profit.
Other duties as assigned.
Principal Responsibilities
Serves as the primary point of contact for the customer interface to the company's resources that drives and supports high levels of customer satisfaction and loyalty, as measured in surveys and share of wallet.
Develops strong, strategic relationships with customer(s) to identify and leverage the customers’ business goals, growth strategies and profit drivers to deliver the appropriate business value proposition sales solution strategy.
Provides leadership and guidance in critical customer planning and engagement.
Performs critical customer analysis to identify and leverage the partner’s marketing programs to achieve growth in their customer’s solutions capability.
Engages customer(s) in joint planning that integrates the company's services, programs and supplier partnerships securing customer commitment for the development of a comprehensive investment in strategies that advance the company’s market position, entanglement and financial goals.
Conducts regular business reviews with assigned accounts to track progress toward revenue and growth goals and owns execution of business plan.
Maintains and monitors pipeline and metrics for assigned customers, performs analysis and identifies improvement opportunities.
Supports supplier's strategies by aligning solutions with customer to maximize profitable growth, and customer expansion.
Prioritize customers and opportunities with greatest potential for success.
Closely manages profitability by minimizing profit leaks and maximizing gross profit.
Other duties as assigned.
Job Level Specifications
Solid understanding of business, financials, products/services, the market, and the needs of assigned accounts.
Understands emerging market trends and interdependencies impacting customers; leverages understanding to expand relationships with own customers.
May be recognized as an expert in one area.
Complexity is high (territory/account, products/services, sales or account management process).
Requires developed sales expertise across a defined portfolio of products.
Work Experience
Minimum experience required is typically 5+ years with bachelor's or equivalent.
Education And Certification(s)
Bachelor's degree or equivalent experience from which comparable knowledge and job skills can be obtained.