Key Account Manager

Job Scope

Manage designated key strategic accounts for the company on both a regional and global level. Revenue Responsibility greater than $40M USD/yr.

Job Summary

Develop, Drive and own the relationship, strategy and growth plan at designated Strategic Accounts within the Company. Develop and nurture in depth relationships across critical functions within the customer’s organization that helps establish a win-win relationship.

Key Accountabilities and Responsibilities

• Develops and owns the relationships with key personnel in assigned customer accounts from ground level to C-Suite.
• Develops, Drives and achieves growth and profitability plan
• Completes strategic customer account plans that meet company standards and ensures a high level of customer satisfaction ratings.
• Coordinates the involvement of critical company personnel, including support, service, and Senior Management resources, in order to meet account performance objectives and customers’ expectations. ·
• Proactively assesses, clarifies, and validates customer needs on an ongoing basis.
• Proactively leads joint company projects that support mutual performance objectives, financial targets, and critical milestones both short term and long term.
• Leads solution development efforts in NPD, Supply Chain, Customer, Service, etc. that best address customer needs, while coordinating the involvement of all necessary company support personnel.
• Partner with Regional teams (EMEA, AP, Americas) to support the growth of Strategic Account as needed.
• Continually monitor Customer performance in the market and their business strategy to ensure agility to adapt to their needs.
• Understand the competitive environment and offering to customers in order to competitively position Imerys products.
• Develop Account Performance Plan metrics and and report on a Quarterly basis to support bi-lateral communication between Imerys and Key Account.

Key Performance Indicators Associated with Role

• Clear, documented Key Account Plan that encompasses a strong pipeline of potential growth opportunities that are executable.
• Year on Year VMP (Volume, Mix, Price) improvements.
• Successful closure of new business that support growth programs
• Collaboratively work with cross functional teams globally
• Clear executive summaries documented monthly on the status of projects coordinated with regional teams.
• Qtrly Key Account Performance Plan

Education/Experience Requirements

• 10+ years of Account Management experience required.
• Strong technical background helpful.
• Bachelor Degree, preferred

Skills and Attributes Required

• Excellent business development, negotiating, financial, analytical and research skills.
• Proven ability to lead and coordinate teams comprised of many functions.
• Strong versatile presence, presentation (written and verbal) and interpersonal skills to positively interact with a broad array of professionals both internally and externally.
• Highly organized with strong ability to manage multiple projects with high visibility, high impact and tight timelines simultaneously.