Key Account Manager

  • Knoxfield location
  • Established Glass Organisation
  • $120k package plus car plus tools

Purpose of position

Manage & build on relationships with established customers and cultivate new customers to meet sales growth (revenue and Margin) targets.

Contribute to the development of the Sales and Marketing strategy.

Play a key role in implementing the agreed Sales Strategy.

Assist customers with product specification – advise alternative options, providing pros and cons.

Ensure integration and cohesiveness of the team.

Key Responsibilities:

  • Meeting sales targets outlined in the budget
  • Actively prospect for new customers, using various means to generate targets – discuss these with the Sales Manager and prioritise.
  • Conduct first visits and assess suitability
  • Plan customer engagement calls in order to maintain relationship and understand issues.
  • Assist with issues (e.g. product, processing, stock, deliveries, pricing etc.)
  • Market knowledge – understand market dynamics and react accordingly providing information to the sales team.
  • Ensure communication between customers and Customer Service is effective.
  • Manage pricing – list to be used, understanding of how to calculate pricing.
  • Contribute to the development of the Sales and Marketing Strategy
  • Implement the agreed sales strategy.
  • Effective & efficient use of provided sales tools – CRM, Compass
  • Ensure all activities are aligned to the strategy, feeding back any information that may change the assumptions of the strategy.
  • Promotion activity is undertaken including entertainment.
  • Project pipeline management – provide and follow up on all quotes in your project pipeline
  • Know what quotes are being requested direct to Customer Service and advise on pricing considerations
  • Assist customers with product specification – advise alternate options, strongly promoting key products providing pros and cons
  • Report on activity to Sales Manager
  • Provide information for weekly meetings and other reporting requirements.
  • Always present well to customers – clean vehicle, uniform, high standard of personal presentation etc.
Key Skills Required

  • Demonstrated experience in a role with similar scope and responsibilities.
  • Strong selling, persuasion and assertiveness skills. Ability to demonstrate integrity and trustworthiness with customers.
  • Strong time management and planning.
  • Strong understanding of products performance and glass application.
  • Understanding of entire glass supply chain, products, processes and end users.
  • Good commercial acumen, understanding the commercial targets across total sales and product sales mix.
  • Strong communicator and relationship builder.
  • High level of customer focus.
  • Good understanding of SFE methodology.
  • Works at a level of intensity and acts quickly, works well under pressure.
Key Behavioral Attributes Required

  • Strong communication and influencing skills.
  • Strong presence and establishes relationships in the business.
  • Influences across depts. Through strong relationships built on mutual respect
  • Self-motivated.
  • Passion for continuous improvement and wants to work for a committed team.
  • Professional presentation and preparation.
  • Moves fast with attention to detail under pressure.
Melbourne (Melbourne)
Juliet John