Key Account Manager - Canada

GENERAL SUMMARY :

To plan, organize, and control the total selling effort of assigned Key Accounts.

Manage price effectively through Finance to maximize Area and Company profitability.

Achieve sales budget objectives and plans as assigned.

Communicate effectively with contacts of key accounts assigned.

Control and monitor sales expense budgets conforming to the expense plan guidelines and policies.

Work with othe internal deptartments as needed for product development, claims resolution, marketing needs,

Work as key contact for any shared customers assigned.

Work as the company’s sales representative in all settings both internally and externally.

ESSENTIAL JOB FUNCTIONS :

• Responsible for implementing/controlling approved sales/marketing programs and procedures.
• Maintain excellent business relationships with key account decision makers by actual account calls fact to face, and virtual and through trade show functions.
• Look appropriate and professional in all internal and external functions.
• Work all sales records through Salesforce.
• Work with sales processes through The Demand Teams including Portfolio Management, Tech Management, Customer Care, Credit, and Production.
• Other duties projects as assigned
• Establish realistic C&R achievement levels based on company overall C&R’s Process.
• Control personal expense budget and manage expenses in accordance with company policy.
• Responsible for delivering combined product group sales in product portfolio according to approved sales budgets and marketing plans.
• Attend scheduled sales/operations meetings and calls representing the entire area of responsibility.
• Records are up-to-date, accurate, neat, and readily accessible.
• Achieve new account and distribution objectives as assigned.
• Attend trade events such as shows, seminars, and associations as needed.
• Regularly complete appropriate field reports and maintain records of assigned Area activities to be submitted as required.
• Initiate, monitor, and recommend sales programs which are realistic and measurable as well as a timetable for accomplishment to capitalize on opportunities.
• Timely submission of forecasts, sales reports & expense reports as required to meet monthly deadlines.
• Communication with your supervisor(s) about any and all factors or activities which affect your accounts directly or indirectly and also other various company departments.
• Ability to travel domestically and internationally on a routine basis.
• Properly handle all customer requests, problems, or special situations relating to our product and service performance.
• Exercise proper care in handling all company materials and assets so that the appearance and condition is such that it will create a favorable impression at all times.
• Focus to keep safety first and foremost in all activities.
• Participate in regional and Nat’l meetings to plan and analyze business strategies and activities.

KNOWLEDGE, SKILLS AND ABILITIES :

• Strong customer focus - includes the ability to balance the needs of the customer with the needs of the business as well as fostering a strong customer focus mindset.
• Motivates Others – Inspires people to excel by creating a work environment that allows people to do their best.
• Strong coaching skills – ability to assess talent accurately, make tough calls when needed and work with employees on development to ensure their success as well as continued achievement of organizational goals.
• Strong Fact Based Decision Making skills – supports decisions with data and uses data to solve problems
• Able to Provide Direction – sets clear objectives and develops KPIs to monitor work. Clarifies roles and responsibilities and monitors progress and results.
• Ability to Establish Plans – set clear, measureable goals, anticipating roadblocks and adjusts for problems, can accurate assess the length and difficulty of tasks.
• Computer skills a must, specific proficiency in CRM (Salesforce), Excel, Word, PowerPoint, Internet and email.
• Creates an environment that fosters process improvement and challenges status quo to eliminate non-value added work
• Fosters Teamwork – values all employee’s contributions, involving team in decisions that affect them and discourages “we” vs. “them” attitude.
• Change Champion – able to communicate changes, remove obstacles and understand who needs to be involved in driving changes.
• Understanding of Supply Chain function and interaction with other departments
• Strong execution skills – can provide support without removing responsibility, monitors progress to ensure achievement of goals, coordinate with other work groups.
• Strong Business Process Orientation ensuring strategic process alignment across functions consistent with corporate strategies and goals

EDUCATION AND EXPERIENCE :

• Proven record of achievements in horticulture or other sales-related activities.
• Experience selling and/or managing relationships with national retailers is preferred
• Professional knowledge and skills required and an appropriate comprehensive technical industry background.
• Adequate management & sales experience to perform all the necessary sales functions required.
• Bachelors degree or 3+ years of management experience or educational background in horticulture or equivalent experience gained through employment in a horticultural or similar related job.

WORK ENVIRONMENT:

• Home office, production plants, and customer sites as needed.

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