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Can - Key Account Specialist
3 weeks ago
**Responsibilities**:
**Essential Duties**:
- Within each assigned Account, the KAM is accountable for the overall performance of each account, with duties, including but not limited to: managing all relationship tasks, the development and integration of our full product line, sales growth, contract negotiations, budgetary control and the development of our relationship among decision makers in order to achieve Niterra’s corporate goals.
- Create and implement a Strategic Account Plan at each Account, [with approval from NSM] to drive profitable sales growth, new product introduction, program creation and/or renegotiation and inventory management at all levels.
- Monitor and track financial performance of each assigned account to budget and targeted financial metrics as defined by the NSM, such as operating profit levels, rebate reduction and company promotion expenditure, inclusive of customer events.
- Work closely with the accounts to determine best use of investment dollars (events, sponsorships and co-op marketing funds) to drive positive sales trend.
- Within each assigned account, perform [at minimum] Quarterly F2F Account reviews and provides tailored analysis to meet the account’s individual needs; documenting key discussion points in the CRM.
- Provide monthly reporting of account performance to the NSM
- At each jobber store within the assigned territory, the KAM performs duties including but not limited to: create and conduct training with each jobber/group’s counter persons on Niterra products to ensure they are capable of promoting our product lines, process warranty claims, organize tech clinics, update jobber store inventories and carry out other applicable activities that support the sales growth of Niterra products.
- Identify and participate in events and trade shows relating to your assigned accounts (where agreed by NSM); including but not limited to the setting up of booths, handing out promotional materials, and answering questions concerning Niterra products. Coordinates, where required, the Field Sales Specialist’s attendance and participation.
- Provide market data, competitive intel and other feedback to HQ Sales and Marketing team.
- Complete various reports and other associated paperwork (i.e. call reports, monthly sales reports, detailed meeting notes in the CRM etc.) including monthly forecast.
- Support the National Sales Manager and other colleagues as necessary on assigned tasks and projects
- Adhere to all company policies and procedures including safety, IATF16949 and J-SOX related policies as applicable.
**Other Duties**:
- Business travel up to 60%
- Perform all other job-related tasks as assigned
- Some weekends and overnight tasks
Qualifications:
**Academic Skills/Knowledge/Experience**:
- High-school diploma
- Bachelor’s degree, continuing education or equivalent experience
- Minimum 5 years of experience in the automotive aftermarket and/or experience in working with automotive repair shops, jobbers, WD’s or automotive retailers
Minimum of 3 years Sales and/or Marketing experience
- Minimum 2 years experience of B2B product sales
- Ability to communicate at an expert level in the French language, in geographical areas in which the language is prevalent; language skill preferred in other geographic areas.
- Data Driven - Ability to perform business math functions and in-depth strategic analysis.
- Strong organizational and planning skills in managing [where applicable] auto parts stores and ASP customers within a given territory
- Effective time management and problem solving skills
- Ability to work independently and take initiative
- Ability to train others
- Proficiency in MS Office suite of products (Word, Excel, PowerPoint, Outlook)
- Excellent interpersonal and communication skills speaking and writing in the English language.
- Possess a valid state driver’s license and an acceptable driving record
- A proven track record in managing significant, customer accounts with respect to relationship development, sales growth, profitability, contract negotiation, achieving new business sales targets and marketing is preferred.
**Physical Capabilities**
- Ability to lift weight up to 40 lbs.
- Ability to drive a vehicle
- Ability to travel 60%
- Ability to perform business travel by public transportation
