Job Description

Job Title: Key Account Manager – US Based

Reporting to: Key Account Management Team Leader

Purpose of Job: To drive and accelerate growth of Specac’s business in line with revenue targets across our entire product range, through active management and selling to key accounts. This role is focused on a Business-to-Business sales approach and requires an in-depth understanding of the customers, business and the end user.

Principal Responsibilities:

1. To drive and accelerate growth to meet or exceed personal targets for the allocated accounts across the USA.
2. Actively sell all Specac’s products and services
3. To effectively manage all existing relationships within the key accounts.
4. Identify and develop sales with new B2B targets.
5. Effectively build networks within the account, by finding and engaging with new contacts, stakeholders and influencers across the key account
6. Carry out regular business reviews with allocated key accounts which will typically be conducted on a quarterly basis.
7. Actively establish, negotiate and review contracts, terms and conditions and any other business agreement such as quotations
8. To actively seek to understand the Key account’s business, their target customers and the ultimate end user needs and requirements.
9. Document and update all customer interactions and correspondence in Specac’s CRM system (salesforce.com)
10. To report monthly on the performance of sales relative to target including details, if performance is below target, on actions and initiatives to recover performance.
11. Deliver a weekly forecast, in line with the company’s requirement.
12. Develop and implement a Territory plan, reviewing the document and activities on a regular basis.
13. Collect and report on market intelligence, trends, opportunities and threats.
14. To work with the Product Managers and marketing to update them on market developments and trends.
15. pro-actively identify new business opportunities and feed this back into the NPD funnel.

Other Relationships (internal and external):

Internal: Sales and Marketing Department. Applications Specialists, Engineering Department. Finance. Production Department, Customer Services and Quality.

External: Key customers, key customer commercial teams, end user customers, Key opinion leaders.

Skill, Qualities and Experience Required:

The ideal candidate will possess the following attributes:

• Proven track record of exceeding targets in sales / Key Account Management.
• Knowledge of molecular spectroscopy techniques and market.
• Strong motivation and self-discipline to work with minimal supervision.
• Good level of practical aptitude in handling technical products.
• Demonstrable experience of working in customer focused account management
• Excellent relationship manager and ideally has experience of working with large multi-national accounts.
• Ability to use own initiative to achieve business results.
• Excellent analytical, communication and presentation skills.

Other Relevant Information:

Valid Driving Licence

Flexibility to travel abroad as per business needs.

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