Key Account Manager

  • Braeside
  • Diversey
The Key Account Manager will be primarily focused on driving the new business development process for the Food & Beverage business. The expectation is that the Key Account Manager will spend 50% of their time on new business acquisitions and 50% of their time on working with existing key accounts to keep track of evolving market trends and customer requirements. This spilt may shift from time to time.Location: Melbourne VictoriaRESPONSIBILITIES: New Business & Key Account Management:Continuously focus on sales growth execution and sales target achievement through new account research and acquisition planning, leveraging sector expertise and market intelligence.Take the lead initiative in developing a first class rapport with identified key customers/customer groups in the distribution markets.Through regular key customer contact, evaluate the current and emerging customer needs and assess the effectiveness of the current F&B business to develop and deliver a profitable return and meet AOP targets.Support key marketing and new product programmes (NPU’s) and gain business at targeted new accounts with pricing margin guidelines.  Maximise company profitability by margin maximisation and implementation of price changes. Gain business at targeted new accounts within pricing/margin guidelines.Able to influence and achieve maximum sales at highest margin returns.Continually evaluate key competitor activities, analyse effectiveness and prepare defensive strategic ploys.Develop business relationship with key decision makers to further our business interests.Accountable for the creation and management of tender presentations and documentation, involving key stakeholders as required.Sales Reporting:Maintain accurate forecasting of customer requirements via designated methods.Conduct formal quarterly reviews with appropriate key customer personnel.Plan daily, weekly and annual objectives and activities to maximise customer contact and effectiveness.Continuously update all sales activities (e.g. funnel) using Salesforce or other CRM systems.Provide a monthly update to direct manager on the following:  Tracking against KPI’s  Plans for coming month/quarterPerformance against previous plansInternal Stakeholder Management:Manage effective internal stakeholder relationships and ability to deliver the F& B strategy through matrix reporting structure.Work closely with Engineering and Application Specialists to identify and develop relevant value propositions for customers.Other and/or Site:  Ensure compliance to company policy including business ethics policy, Employee Health and Safety policy and guidelines, car policy, travel and expense policy, mobile phone policy etcIf driving a company motor vehicle ensure the vehicle is operated and serviced within the company car policy guidelines.Comply with travel and expense policy, policy for use for mobile phones, computers and all other company assets in the possession of the employee.KNOWLEDGE / EXPERIENCE / PERSON PROFILE:Demonstrated Food and Beverage Account & Sales Management experience.  Demonstrated proven ability to build and nurture customer relationshipsFood industry or hygiene/sanitation experience.Ability to interpret financial data, budgets and manage a P & LAble to travel for short / periods of time, interstate/overseas.Computer literacy in Word, Powerpoint, Excel etcExperience using CRM systems, such as SalesforceAble to demonstrate high level of decision making skillsAble to demonstrate self-management skillsExcellent time management skillsHave high level of strategic level planning and analytical skillsHigh level of communication and presentation skillsOrganised and systemic thinking skillsComfortable working in a large organization with a matrix organizational structureCOMPETENCIES1. Account Penetration and Customer Base Expansion Continuously networks throughout an existing customer’s organization to identify opportunities for expanding product usage, regularly audits customer requirements to uncover opportunities to expand the business. Expands relationship across different levels within customer’s organization, including users of the products, influencers and key decision makers.2. Provides service by empathizing with customer concerns Demonstrate a sincere desire to provide high quality service and to meet commitments made. Seek service solutions to resolve customer problems with ease and minimal disruption to their business. Maintains a positive mental attitude and uses enthusiasm and builds long term relationships which foster repeat business.3. Competitiveness Has the ability to successfully channel a competitive spirit into winning business tactics, thrives when challenged to succeed, and avoids backing away in the face of obstacles and customer objections.4. Practical Intelligence Absorbs new information quickly, is keen to learn more about the products and applications, understands the customer’s organizational dynamics and business situation and adapts approach accordingly.5. Operational skills Can work and train hands on with customer’s personnel on mobilizations, floor care maintenance, and floor care machines and general cleaning.6. Flexible working hours Due to the nature of our customers, occasional work after hours (night, weekend or Public holidays); might be required. This can be mobilization, training or site surveys.7. Negotiation and Persuasion Can negotiate with customers and with internal contacts to solve issues and implement business plans. Understands customers business, challenges and opportunities and is able to match what the company has to offer in an effective manner. Presents company products and credentials with confidence and credibility.EDUCATION/TRAININGTertiary qualification in Food Science, chemistry, engineering or degree relevant for this role.Certifications in chemical handling (preferred)Training Certifications (preferred)  Sales courses (preferred)Valid driver’s licenseWorking With Children CheckPolice CheckWhite CardAnnual flu vaccination