Key Account Manager

Overview

At Xenon arc, we’re transforming how producers connect with their customers. We partner with leading companies—ranging from industrial chemical manufacturers to global food ingredient providers—to solve complex challenges in reaching and serving hard-to-access markets. By acting as an extension of our clients' brands, we help them grow sales, optimize operations, and embrace digital transformation.

Our teams bring technical expertise, innovative digital tools, and a customer-focused approach to drive exceptional results. We don’t just distribute products—we create solutions that strengthen client-customer relationships and build lasting success.

The Key Account Manager is the primary point of contact for a set of defined mainstay + strategic customers and responsible for identifying new business opportunities, building strategic partnerships, and expanding our market presence. The role focuses on nurturing existing relationships, driving new opportunity conversion with existing or prospective customers, addressing customer needs, and ensuring long-term business retention and growth.

FLSA Classification

Exempt

Reports to

Commercial Director

• Build and maintain long-term, trusted relationships with assigned customers & prospects
• Serve as a strategic advisor, understanding customer business goals and objectives while proactively addressing customer issues, concerns, or complaints with a sense of urgency
• Regularly meet with customers to review base performance and identify new growth opportunities
• Actively seek opportunities to expand wallet share within existing accounts
• Deliver biannual in-person customer business reviews on key strategic accounts

• Develop and execute a territory sales plan in line with company goals and market trends
• Develop and implement strategic account plans for key customers
• Maintain a deep understanding of industry trends, competition, and customer needs
• Utilize a consultative sales approach to identify customer pain points and offer relevant value-added solutions

• Prepare and present proposals, negotiate terms, and close deals to meet or exceed sales territory quotas
• Build long-term relationships with customers to foster loyalty and repeat business
• Handle customer objections effectively and turn challenges into opportunities

• Record all customer interactions, progress, and follow-ups in CE to ensure accurate data
• Maintain an up-to-date sales pipeline in CE
• Prepare sales forecasts & performance reports for the Commercial Leader
• Analyze sales data to identify trends & opportunities for improvement

• Maintain an organized pipeline of opportunities, ensuring all sales activities, communications, and progress are logged in CE
• Qualify leads based on specific criteria and prioritize high-potential opportunities
• Consistently follow up with prospects to nurture them through the sales process

• Prior sales experience in the food industry, required
• Bachelor’s degree in STEM disciplines or Business Administration, Management or relevant work experience in a technical field
• 5+ years of proven experience in one of the following roles: account management, business sales, business development or, required. Previous experience in a B2B environment is preferred.
• Proven experience in strategic relationship management, including effective communication and negotiation skills
• Experience in customer management and pipeline development
• Entrepreneurial spirit to drive strategic sales and growth
• Hands on experience with CRM software and Microsoft Office Suite, required. Experience with D365, a plus!
• Strong team player; motivated and extremely customer centric
• Must be willing to travel to customer sites
• We offer competitive benefits: 2 medical plan offering with generous employer contributions, 100% employer paid dental, and vision for employees, and 401k with company match.
• Vacation – Annual accrual is 108 hours, prorated based on start date.
• Sick Time – 1 hour for every 40 hours worked
• Paid Holidays - New Year’s Day, MLK Jr. Day, Presidents Day, Memorial Day,…