Key Account Manager

Job Summary

The Key Account Manager (KAM) is responsible for maximizing sales through the effective management and development of Key Accounts. This position will focus on the largest Contract Utility locator companies in North America. The KAM has the strategic responsibility to develop and grow our sales to these strategic accounts and to drive share gain. This includes developing a deep understanding of account objectives, building relationships with multiple stakeholders within each organization, and creating action plans and metrics to ensure achievement of all performance targets.

Additionally, the KAM must focus on the acquisition of new accounts in the industry and product focus areas of discipline. New accounts may be serviced through channel partners or directly, depending on account requirements. The Key Account Manager is the primary interface between the Company and the organization’s key accounts and must constantly assess and communicate market conditions and competitive activity to the Company.

Such intelligence is the foundation of effective forecasting and requires sustained effort and attention to detail.

• Promote and sell products to Key Accounts and execute against a sales action plan for defined accounts and/or product line, achieving defined bookings, revenue and margin targets.
• Target, recruit, generate and execute a sales plan with a focus on moving new Key Account customers to Radiodetection solutions within industry focus.
• Manage key accounts and maintain strong relationships with key decision makers and influencers to maximize sales.
• Promote and sell products across assigned territory/industry to execute against the sales plan for defined territory and/or product line, achieving defined bookings, revenue and margin targets.
• Create and develop new business relationships and opportunities with existing and potential customers, working to gain product approvals at key accounts within the assigned territory as necessary.
• Develop business in accounts currently buying competitor products and maximize the level of enquiries from within the defined region.
• Undertake key account planning to maximize sales and keep focus on advancing strategy at each account.
• Liaise between Customer and Technical resources for clarification on product specifications, application and performance.
• Interface with internal sales staff to support customer technical solutions and qualification of proposals.
• Monitor market trends and competitor activity in assigned territory and take appropriate action in determining priorities and strategies.
• Provide regular and accurate forecasts of projected bookings and margins based on current order and quotation activity.
• Regular reporting and forward planning together with input into the customer database and CRM.

• Pipeline (value and volume) of targeted Key Accounts and movement of targets through the pipeline
• Revenue and Order Intake by Territory, Product Line or Growth Initiative
• Profitability by Territory or Product Line
• Order Hit Rates

• Ability to demonstrate ‘value add’ to customers through the Radiodetection range of products, technologies and services.
• Ability to identify, build rapport and negotiate with C-level executives in large (Key Account) companies.
• Keen understanding of how to create, execute and manage a targeted growth sales plan focused on new account acquisition.
• Understanding of product features, functions and benefits delivery.
• Knowledge of technical aspects of product application and operation.
• Prepared to challenge performance and critically assess.
• Strong organizational and communication skills.
• Strong time management skills; able to prioritize multiple activities at one time.
• Ability to manage channel conflict and forge strong, positive business relationships with customer personnel.
• Teamwork abilities and persistence when dealing with customers and company departments.
• Ability to negotiate and arrive at creative win/win solutions.
• Self-starter ability with little supervision.
• Ability to travel more than 50%

• Business degree or technical degree (or equivalent)
• Extensive relevant experience in an external sales environment.

• Generous and flexible paid time off including paid personal time off, caregiver, parental, and volunteer leave
• Competitive health insurance plans and 401(k) match, with benefits starting day one
• Competitive and performance-based compensation packages and bonus plans
• Educational assistance, leadership development programs, and recognition programs

SPX is an affirmative action and equal opportunity employer committed to making selection decisions without regard to race, color, religion, sex, sexual orientation or identity, national origin, age, disability, veteran status, or any other legally protected basis.