Key Account Manager - Rockford, IL

The Key Account Manager (KAM) is responsible for marketing Martin Bros. services and products using the counselor selling technique. The KAM will mainly work closely with Senior Living customers as well as the Martin Bros. Senior Living team but will also work with schools and restaurants. All effort and activities should be directed toward fulfilling the goals and objectives of customers and Martin Bros.

Expectations:

Develop and maintain relationship(s) with effective contact to ensure business needs are being exceeded.

• Performing business reviews with objective to solve challenges/issues & create opportunities.
• Increasing services and products used by the customer.
• Proactive behaviors to communicate ideas/trends, new products and solutions.

Work to identify opportunities for collaborative success amongst facilities/venues.

• Analyze and coordinate data for opportunities (consolidation, growth).
• Create a forum to share best practices.
• Facilitate meeting needs and orchestrate resources.
• Role of an expert in understanding business goals and financials.

Manage sales and profit goals at the group level to achieve 100% retention of groups.

• Manage customer base & product volumes working with internal merchandising.
• Manage relationships at all levels, individual and corporate.

Engage in customer care and growth strategies, expert in business model.

• Represent company perspective – communicate with higher level issues to ensure appropriate internal parties are engaged.
• Share distribution/product/segment expertise.
• Orchestrate and participate in industry events and meetings.
• Stay abreast of industry/segment trends, direction, and insight.

Job Duties:

• Maintain relationship at the corporate and facility level, effectively.
• Perform business reviews to proactively identify and solve challenges.
• Communicate effectively to the customers and team members.
• Monitor with pricing team to ensure contract compliance.
• Orchestrate and attend meetings and events.
• Active role in onboarding (off-boarding) customers.
• Generation of reports, for both customer and internal use.
• Contact customer base in person, unless otherwise authorized.
• Proactive in negotiations with pricing team to engage in deals with manufacturers.
• Engage additional resources effectively to provide customer value and satisfaction.
• Work with account representatives to ensure daily business is effective and efficient.
• Update and maintain customer profiles in the HQ/CRM site.
• Utilize on-going selling techniques to penetrate.
• Complete all trade specific tests and seminar questionnaires. Pass test and quizzes satisfactorily.
• Utilize tools provide to aid in increasing sales. (Some ex: specialists, vendor reps, video presentations, prime vendor presentations, spiff involvement, and up to date technology.
• Attend and support customer events, when necessary.
• Participate and work at: trade shows, lunch-n-learns, customer events, and other events as needed and requested by management.
• Follow company sales focus and direction.
• Responsible for care, upgrades and conduct proper backups to laptop computer. Laptop is expected to be kept in professional condition.
• Solve problems for customers whether it be credit memos, correspondence, or facilitating routing concerns keeping customers goals and objectives in line with company.
• Check voice and e-mail daily and respond.
• Provide service to customers by arranging, following up and facilitating samples, and special orders.
• Attend sales meeting and training sessions.
• Coordinate all time off requests with manager. Prepare, coverage to ensure good customer service.
• Sign a non-compete agreement and confidentiality agreement with Martin Brothers Distributing.
• Create and maintain a professional image for Martin Brothers. (Appropriate dress, car and computer equipment for the position.)
• Obey all traffic rules and regulations. Avoid cell phone use unless used with a hand free device, avoid texting, and computer use while driving.
• Assist in training of new employees if necessary.
• Interact and cooperate with all Martin Brothers employees in a respectful manner.
• Suggest positive changes and solutions to the department and company to promote more efficient work and positive attitudes at Martin Brothers.
• Responsible for proper care and treatment of all company property
• Responsible for duties assigned by Manager’s discretion.

Education:

Bachelor’s degree (B.A./B.S.) from college or university; or three to four years related experience and/or training or equivalent combination of education and experience. Prefer a Bachelor's degree in the areas of marketing, management, or public relations.

Skills and Qualifications

• Self-starting with customer initiatives.
• Versatility to connect with many different personality styles.
• Ability to solve problems and deal with a variety of concrete variables in situations where only limited standardizations exists.
• Organization skills in daily, midrange, and long-range projects.
• Ability to manage time in travel/customer visits, email, and all other correspondence.
• Valid driver’s license with corresponding driving record for insurance purposes and must carry a minimum of $1,000,000 in coverage.
• Traveling is required, from customer location to location (Overnight travel depending on territory; therefore, reliable and professional vehicle is required).