Key Account Manager (Refrigeration Industry)
As a business professional, you will be accountable by the goals and P&L related to your customers, and you will plan and execute your routine, aiming to improve their positive experience with us, as well as our financial results; You will lead the business with speed and sense of urgency, being the “owner” of your customers inside our organization, mapping new opportunities to increase market share and foster revenue growth; This position must have a good balance between business and refrigeration technical skills in order to deal with B2B customers, defining the strategy for your accounts and having the ownership to transform such strategy into reality. You must enjoy spending time to understand the market, their needs and finding innovative and profitable solutions; You will have clear sales goals and will be charged to make it happen according the business strategy, dealing with short and long term sales forecast, prices, opportunity pipeline management as well as managing new projects with your customers (timeline, scope, implementation and success criteria).
Responsibilities:
- Travel to assigned accounts to develop or maintain accounts;
- Generate interest in our products, quote, sample, and close on new business;
- Provide training related to our products to wholesalers and contractors;
- Properly size, specify and present products for different types of refrigeration equipment;
- Be part of trade shows (either as an exhibitor or attendant) and customer organized events;
- Work with and be able to effectively communicate with different groups (i.e. wholesalers, buyers, engineers, executives, etc.);
- Learn competitors strengths and weaknesses;
- Solicit forecasts and develop business plans for major accounts;
- Conduct failure analysis at end-user or customer locations;
- Handle special assignments;
- Follow-up and execute activities resulting from customer and internal meeting;
- Qualify, follow-up on sales leads, manage pipeline of opportunities;
- Respond to technical inquiries;
- Deep interface with Marketing, Engineers and Logistics (local and abroad);
- Be accountable for short and long term forecasts;
- Provide monthly market and call reports;
Requirements and qualifications:
- Background in Engineering or Business;
- Experience in technical sales (OEMs and wholesalers) and in the refrigeration industry;
- Ownership mindset, Problem solver;
- Business driven with “win-win” mindset;
- Customer centric personality;
- Well organized, good time management skills;
- Effective communicator, outgoing personality;
- Strong computer skills (Excel and PowerPoint);
- Strong technical writing ability;
- Travel up to 60% of time (business travels may need to start or end on weekends).
Desirable:
- Sales analysis, utilize CRM (i.e.: Sales Force) and other company related software programs;
- Write articles for trade magazines.