Key Account Manager

3 weeks ago

Dartmouth, Canada TCAT Div of Toromont Industries Ltd Full time

Toromont Material Handling is looking for a Key Account Manager to join our team Responsible for developing, executing and achieving the comprehensive strategic plans for assigned Major Accounts for all divisions and subsidiaries. Develops, maintains and leverages long-term relationships with key decision makers at all levels. Liaises between Customers and cross-functional internal teams to ensure the timely and successful delivery of our tailored solutions according to Customer needs. Is the Customer advocate internally, and ensures issues are addressed in a timely, urgency-based manner.

**As a Key Account Manager, YOU will experience**:

- Working within one of the safest organizations in the industry where your safety and well-being are our most important priority
- Working for the best in class equipment dealer and with premium brands to exceed our customer needs
- Opportunities to continuously Learn, Grow and Develop with our TMH team for your success
- Competitive total rewards including: wages, benefits, and premiums (as eligible)

**In a typical day, YOU will**:

- Along with Customer Solutions Manager, proactively leads a joint company/strategic account planning process that develops mutual performance objectives, financial targets and critical milestones
- Quarterly review of strategic plans with Management, reporting on progress to achieve KPI’s
- Adhere to and live the Toromont Health and Safety Values and Culture, embody and promote Health and Safety best practices during Customer visits
- Operate as the lead point of contact for any and all matters specific to your Customers, promote all relevant Divisional solutions, “Sell the House” (ex: Energy, Lift Truck, HRI)
- Develop a trusted advisor relationship with key accounts, Customer stakeholders, by proposing global solutions in order to maximize productivity and reduce operating costs (ex: fleet management, timing for fleet renewal, rebuild versus replacement)
- Have detailed understanding of the Customer worksites, challenges and opportunities
- Consultative selling, using Cat and Toromont value-added tools to develop best differentiated solutions per critical Customer requirement (ex: EMS, VET, financing, new machine, MPO’s, new production technologies, rebuild options)
- Build and maintain strong and productive relationships with Caterpillar at all levels; work closely with Sales Management and Caterpillar Corporate Account Managers to implement strategies and solutions, and include them in strategic Customer-facing discussions when required
- Demonstrate strong leadership through teamwork, maintain a positive, Customer-centric, solutions-based attitude, even in more challenging situations. Build and maintain a strong internal network to facilitate issue resolution and responsiveness
- Adapt appropriate and timely sales and negotiation strategies for closing profitable transactions
- Have a strong understanding of competitive products and marketing initiatives, and communicate shifts and trends to Management and Marketing on a regular basis
- Own the Customer Celebration Process to optimize the Customer experience for machine delivery
- Participate in and promote Customer representation at association events, Customer initiatives and Customer trips
- Work with other dealers to ensure constant Customer experience when the customer operates outside of territory
- Developing themselves and others: able to take ownership of their professional development and mentor others

**Must-haves for this role**:

- Bachelor's degree in Engineering, Sciences, or Business administration
- Minimum of 5 years in a similar role, or 7-10 years’ consultative sales experience
- Passionate about the industry, the Customer’s success, and the solutions offered by Toromont Cat
- Proven business development skills and ability to consistently achieve targets
- Dynamic, ability to influence at all levels, including C-suite
- Quickly understand critical Customer requirements and adapt solutions accordingly
- Tenacity, perseverance, urgency-minded issue resolution mindset
- Proven ability to manage multiple projects and initiatives while being attentive to detail
- Experience in partnering with and leading internal teams to meet Customer needs;
- Strong financial acumen
- Industry knowledge (an asset)
- Ability to work under pressure
- Share the values of Caring, Integrity and Commitment to the Customer’s and the Toromont Group’s success
- Fluency with MS Office software products and SAP (an asset), passion for new technologies
- Understand and support corporate strategy, act as positive change agent within the organization

**About Toromont Material Handling**
- Toromont Material Handling, a wholly owned subsidiary of Toromont Industries Ltd., sells, rents and provides after-sales service for the full range of Caterpillar, Mitsubishi, and Jungheinrich forklifts. We are also the authorized exclusive dealer for Kalmar lift trucks and container handlers,

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