Senior Account Manager

Senior Account Manager

Requirements

• 5+ years outside or inside sales experience; B2B sales preferred
• Experience working with distributors in the JanSan, hospitality/gaming, industrial/MRO, healthcare or related industries
• High school degree or equivalent required; bachelor’s Degree preferred
• CRM system knowledge – Salesforce Lightning, and pipeline management
• Experience in Digital, virtual and/or social selling platforms

Responsibilities

• Expertly use prospecting skills to identify large end users and end user markets
• Build and maintain strategic relationships with distribution partners
• Proactively use digital technology (video, AI, and social media, etc.) platforms to identify leads and business opportunities, build relationships, and represent KCP’s brand
• Regularly engage existing targeted end user customers to understand their business needs and identify buying behavior/value drivers in order to best position current and new products and solutions
• Develop & own exceptional relationships with Distributor Sales Representatives (DSRs) and serve as a proven selling consultant to help jointly close sales when relevant
• Collaborate with the Distribution Management teams and DSRs to initiate/build relationship with potential end-user customers
• Engage targeted distribution customers to understand their business needs/drivers and execute activities to support those needs.
• Utilize end user marketing insights, digital prospecting techniques, and centrally developed lead campaigns to generate opportunities and close new business
• Build and drive end user solutions to always maximize the customer’s experience while keeping KCP’s revenue expectations in mind
• Execute annual business plans to help maximize top-line and bottom-line growth and achieve volume, market share and profit/contribution objectives
• Maintain an active and accurate pipeline in Salesforce and meet sales financial and activity targets for respective position
• Continually improve selling / prospecting skills (e.g., Challenger) and develop expertise in relevant industry verticals

Preferred Qualifications

• Digital Selling: Digital technology platforms to identify leads, build business opportunities and relationships.
• Business Acumen: Ability to apply financial insights to guide decision-making; ability to use internal and external data to craft a compelling story to respond to opportunities.
• Results Orientation: Drive to win; makes courageous decisions to drive sales results with new and existing customers.
• Agility: Adapts to new situations quickly; takes calculated risks.
• Relationship-oriented: Builds broad network and strong relationships.
• Propensity for Action: Sense of urgency to get work accomplished.
• Proactive: Takes initiative; self-driven.
• Resiliency: Overcome obstacles; perseverance for long sales cycles.
• Competitive: Achievement motivation; driven to win.
• Active Learning: Ability & desire to learn quickly, fail fast and apply learning.
• Active Listening/ Emotional Intelligence: Aware of others’ emotions; uses emotional information to guide thinking and behavior.
• Analytical Reasoning: Data fluency; deriving insights from financial and market data.