Key Account Manager

About the role

The Key Account Manager is responsible for achieving sales growth, profitability, and maximizing account penetration within an assigned territory and designated strategic accounts by effectively promoting and selling the company’s products and services. This role focuses on building and nurturing strong, long-term relationships with commercial and industrial customers, securing new business while ensuring high retention of existing accounts. The Key Account Manager actively identifies opportunities to expand services, upsell additional products, and deepen the company’s footprint within existing accounts, leveraging insights into customer needs to tailor solutions that drive mutual success. You will consistently role model the company’s Core Values.

Responsibilities

• Set and pursue clear goals to increase revenue within assigned accounts and sales territory, focusing on growth targets through both new business and expanded sales within established accounts.
• Build, nurture, and sustain strong relationships with key account decision-makers, actively seeking ways to expand product and service usage within existing accounts to maximize customer satisfaction and retention.
• Organize and lead regular (quarterly or bi-annual) account reviews to discuss account performance, identify upselling opportunities, and align future growth strategies.
• Collaborate with the sales team and other departments to share valuable customer insights, strategize growth opportunities, and ensure seamless customer support.
• Anticipate evolving customer needs and proactively address them by aligning resources, planning effectively, and providing tailored recommendations.
• Respond promptly to customer issues and complaints, coordinating with all available resources to ensure satisfactory resolution and maintain strong customer relationships.
• Work with sales management, marketing, accounting, and operations to align sales activities and ensure a cohesive approach to customer satisfaction.
• Maintain a deep understanding of the company’s product portfolio, industry trends, and competitor activity, applying this knowledge to effectively address customer needs and drive account growth.
• Provide timely, detailed reports to management via CRM on customer needs, challenges, interests, competitive activity, and opportunities for new products or services.
• Develop and follow a personalized development plan (PDP), seeking feedback to enhance skills and attending relevant training to stay up to date with industry trends and personal growth.
• Actively seek feedback on personal strengths and areas for improvement, using this insight to enhance performance and refine relationship-building skills.
• Perform other duties as assigned by Manager or Supervisor.

Requirements

• Associates Degree plus 4 years of proven successful experience in a technical sales, solution-based, consultative selling environment. Or equivalent combination of education and experience.
• Valid Driver’s License and Clean Motor Vehicle Record.
• Proficiency using Microsoft Office Suite (Word, Excel, PowerPoint).
• Proficiency in using ERP and CRM software.

Preferred Qualifications

• Bachelors Degree in Business Administration or related field plus 6 years of proven successful experience in a technical sales, solution-based, consultative selling environment. Or equivalent combination of education and experience.
• Customer Relationship Management (CRM) certification.
• Business Acumen and Project Management skills.

Skills

• Demonstrated aptitude for problem-solving; ability to determine solutions for customers (consultative sales approach).
• Works independently with minimal supervision; ability to resolve customer issues and concerns independently when appropriate.
• Time management and prioritization skills.
• Results-oriented and able to work both independently and within a team environment.
• Comfortable interacting with high-level leaders in large corporations across functional disciplines.
• Innovative and creative with strong negotiation skills that build successful strategic relationships.
• Strong service-oriented skills for dealing with various types of customers.
• Pricing and contract negotiation.
• Excellent verbal and written communication skills.
• Up-to-date understanding of the industry and consumer behavior.
• Strong customer service and interpersonal skills.
• Exceptional analytical skills for interpreting customer data.
• Strong organizational skills and attention to detail.
• Highly organized with strong ability to multi-task.
• Able to assess competing demands and determine appropriate direction.
• Proven ability to learn quickly and adapt to changing environment; agile, flexible, and resilient.
• Technical skills and team player mindset.

Benefits

• Medical, Dental, Vision, and RX coverage.
• Optional Flexible Spending Account (FSA).
• Optional Medical Waive Bonus.
• Company-paid Life Insurance, Short Term & Long Term Disability, and AD&D.
• 401(k) with generous company match.
• Paid Time Off: 120 hours per year.
• 7 Paid Holidays.
• Working Holiday Pay.
• Paid Volunteer Hours.
• Employee Fuel Discount Account.
• Wellness Program Incentives.
• Recognition & Reward Program.
• Team Member Referral Bonus.

Schedule

This role operates in an office environment with frequent visits to customer locations. Physical requirements include standing or walking, driving a vehicle, repetitive wrist/hand/finger movement, and occasional lifting (up to 40 lbs).

Core Values

• Positively Impacting Others: Create positive energy using empathy and kindness.
• Adapt to Change: Embrace, encourage, and excel in a changing environment.
• Team Environment: Create synergy with common purpose and commitment.
• Honest Communication: Communicate to build trust and mutual respect.
• Safe and Strong Work Ethic: Consistently produce high-quality work in a safe manner.