1. Explore your options. Negotiated long term supply agreements with new customers. Managed current accounts while reaching out to prospective new customers. Managed multiple key retail accounts including, Kmart, and distributors serving Wal-Mart and Target. Advised dealers and distributors on policies and operating procedures to ensure functional effectiveness of business. Delivered 100% account retention while managing P&L to net three-year ROI on six-year signed agreements. You will also supervise and support regional managers to increase sales and profitability. Developed multi-level relationships with C-level executives (CEO, CFO), clients and brokers/consultants. Launched personally devised plan focused on strategic market development to strengthen customer relationships and drive annual revenues. Developed account management plans and managed account relations. Analyzed business trends utilizing syndicated data and category information in order to identify opportunities and possible threats in advance. Coached J&J, Longs and CVS teams to make a smooth transition during 2009 buyout. Prepared budgets and submitted cost estimates for promotional programs. Developed promotional programs to drive sales growth. Prepared all promotional activities for all chain accounts such as displays, point-of-sales, prize giveaways, signage's and media. Organized and executed in excess of 30 trade shows to help increase the marketing and networking of my total client-base. Managed product development with customers, to include progress development, timely updates, and technical assistance. Conducted market research and competitor Planned and executed the 2011 IDC KAM project to visit 104 Coca-Cola North America manufacturing plants.Completed visits to 96 locations. The average salary for a Key Account Manager with Account Management skills in United Kingdom is £34,299. Recruited to market CRM applications from the Netsuite platform to Independent business owners tailored for the Agricultural industry. Prepared and regularly updated Siebel (CRM system) account plans/opportunities/activities for Operator customers. Called upon and successfully negotiated annual contract between Pepsi and 7-Eleven for the NE Division (outside of my region). Strengthened business relationships with top tier financial institutions by utilizing Major Account Planning Process strategies. Monitored existing operational KPIs to ensure customer satisfaction and efficiency, while developing automation. Developed relationships and consulted a large portfolio of retail accounts in the Northern Colorado Region. Kapta, Inc. Here are the 3 Skills that every Key account manager Professional should have to do his job amazingly: #1. Developed promotional activities to optimize sales. Fostered relationships with key contacts for effective account management. Utilized category management to gain space within Plano grams, grow SKU's, increase coolers and maintain first position. Managed key accounts, including CVS, Rite Aid, Ahold, Giant Carlisle, Hannaford Bros., and Shaws. Participated and supported marketing initiatives, user experience activities, communications and sales promotions. Managed a sales territory of $40k per month. Because of this, there are specific skills every key account manager needs in order to provide the greatest value and make your company indispensable to their key customers. Achieved new account sales revenue growth of 12% or more for 5 consecutive years. Directed high-performing team of 8 market researchers and conducted 12-15 client visits per month. Created and negotiated long term win/win business relationships. Managed and controlled trade spending for promotional activities according to the policies and guidelines of Clorox. Presented in-person product demonstrations to Executives and C-level management teams (Travel 30%-40%). Created and presented quarterly business reviews to Ingram Micro and Sony management teams. Expanded product offerings in Workplace accounts by adding 25 SKU's on average per account. 1. Introduced global counterparts to customer's global decision makers to expand partnership overseas leading to increased business within Europe and Asia. Planned, organized, scheduled and managed sales activities. Some account managers are analytical geniuses. Fostered loyal, long-term relationships with target accounts and distributors, further penetrating existing accounts and effectively up-selling additional products/services. Managed equipment sales activities for a total of 11 independent representative markets. PERSONAL SUMMARY. KAMs should be kept abreast of any and all product or service updates and changes, and they should have a keen awareness of what’s happening within your organization and your industry. Analyzed product sales and tailored SKU mix for stores, area demographics and needs. Contributed operational input and functionality to companywide CRM migration. Developed and maintained business relationships with supplier/brokers and category managers. Trained and educated occupational distributors on brand and product information to facility effective sales at distributor level and enhance brand development. Let's find out what skills a Key Account Manager actually needs in order to be successful in the workplace. Played key role in strategic planning with building products and fibers teams, and led new product development and launch. Conducted business reviews and analyzed sales trends in order to identify top opportunities and maximize profits. Managed fulfillment of specialty food manufacturer s largest accounts and nationwide grocery distributors. Monitored and managed inventory levels to support national promotional programs in Aldi. Developed account sales strategies, POS and retailer specific promotional programs to drive shipments and retail sales. Whilst there are many technical and commercial skills that can be acquired through training and development, it’s important to recognise that some people are more predisposed to succeeding in key account management than others.This often comes down to attributes linked … Developed and executed highly effective sales initiatives, formulated sales strategy in new markets, and drove revenue growth and profitability. Planned, tracked, directed and coordinated all facets of account management and product merchandising for the Atlanta, GA. market. Provided project management expertise to ensure the success of long and short-term strategic business vision and goals. Account Manager Internship in Delhi at CryptoMize - Check Out Key Account Manager Internships For Freshers And Experienced with Role, Job Description, Salary. Participated in product development and selection. These relationships are the lifeblood of your business, and your key account managers are the unsung heroes. A key account manager earns an average salary that ranged from $51,933 to $94,871 per year as of 2010, according to PayScale. An effective account manager should possess a wide variety of skills, some more obvious than others. 7 skills you’ll need to master in order to become a sales manager. Worked closely with Customer Service Department to ensure inventory reached clients by scheduled delivery dates. Worked remotely overseeing business development of the company's largest accounts. If you want to grow key accounts, you first need to create a universal key account definition, and make sure everyone understands it, agrees with it, and lives by it. Developed firm's new business line licensing market research portals to clients across the financial services sector. 0 Mar 7, 2008 Solution by original poster. Created and maintained positive client relationships by resolving issues including billing and order fulfillment, and providing exceptional customer service. Created and presented Strategic Business Plans for the 122 store Kroger Mid-Atlantic Division. Handled all aspects of business operations, from strategic planning to hiring, to equipment, to inventory buying. delivery strategies. Reported directly to the Head of International Key Account Management and worked in collaboration with the CEO for major decisions. Developed and present monthly business reviews utilizing IRI market share and account shipment information. Trained and directed two new salespeople on the Longs/CVS team representing two additional consumer divisions of J&J. Managed technical sales and services at largest corporate accounts for graphite electrodes at steel mills in North and South America. Established new large chain accounts by completing a personal goal of achieving 100% of all accounts within my geographical area. Ranked #1 Restaurant Key Account Manager in the California Region with 8% Volume and 8% Revenue Growth vs. Increased authorized SKU count by 62% versus the starting position. Collaborated with Human Resources in 2010 to evaluate Sales Department infrastructure and propose a reorganization of staff and applicable responsibilities. Managed account services and sales for 10 of the largest book distributor & bookstore chain accounts. Coordinated business with existing distributors and developed new accounts with wholesale companies and retail chains. Organized and executed marketing strategies to improve local market awareness via Social Media Audited the sales process, made calls and visits to monitor client satisfaction and verified the merchandiser's reports for accuracy. Led business development and negotiations with marine distributors and port authorities for delivery assurance and compliance. An account manager focuses on maintaining the agency-client relationship by working with the client to develop a business strategy that will fulfill their needs. Developed and implemented strategic plans and programs to drive volume and maximize revenue for both the Coca-Cola system and customers. Ensured optimal and maximum utilization of promotional programs and company resources in all trade channels on a timely basis. Requirements – Qualities – Knowledge, Skills and Abilities for the Key Account Manager Post Executed promotions through Kroger Corporate and then sold into various Kroger Companies throughout the United States. An account manager focuses on maintaining the agency-client relationship by working with the client to develop a business strategy that will fulfill their needs. Coordinated, reviewed and planned the EMEA Cruise Line and Marine logistics operations Worked directly with Account Management in developing and implementing processes tailored for individual firms to increase sales. Developed key relationships with critical decision makers. Worked at Corporate and Store level in order to execute distribution plans and meet sales goals. Led the Customer Connect Team by handling client inquiries and resolving concerns in a timely and cost-effective manner. Increased Dominick's dog food category share 71% by adding four new items. Managed 12.4 Million dollars in large OEM Accounts for actuation systems used in automotive, trucking and specialty service vehicles. Developed and maintained departmental KPIs and SOPs. Recruited to strategically manage and penetrate key corporate accounts to capture additional sales in non-core locations with non-traditional system solutions. Created promotional activities to further drive profitable growth and maximize turnover. Presented WalmartandSam s Club JBP, and CVS Business Review. Designed and implemented potential new account retention initiatives by analyzing new account suitability and deposit information, based on historical data. Developed and presented formal sales presentations and product sampling at customer accounts. research. Developed and communicated new marketing, pricing and national promotional programs to Northern California and Northern Nevada distributor network. A key account manager role is to make the client aware of other services and actions that may lead to greater success. information. Coordinated with OEM support center to fulfill, activate, and service accounts. Maximized the effectiveness of trade budget through strategic planning and tactical accuracy. What are they looking to achieve through the use of your products or services? Teamed with sales reps to assure proper implementation of local and national promotional programs and execution against chain advertisements. Others are charming extroverts. Performed extensive customer service duties, represent at trade shows, research, sales support, and retail. Analyzed IRI and AC Nielsen syndicated data and used this information to create fact based selling to supermarket accounts. Participated in business development matters. Created a quoting/sales process between company and cruise line purchasing technology. Facilitated timely customer support on complex technical matters by quickly absorbing and sharing considerable technical product knowledge for swift problem resolution. These are a few important hints that are to be present as qualities in a good account manager. Authored marketing plan for introduction of new items. Opened 42 new accounts in 5 months including on-premise and chain accounts. Curious to see how you can take your Key Account Management skills to the next level? Conducted quarterly and annual business reviews with customers. Managed and developed non-traditional music retail accounts. Identified sales opportunities and presented product information to key decision makers of independent and regional accounts. Worked closely with key management levels within corporate accounts. Established and managed key accounts and sales process in the Missouri/Kansas region. To land the perfect job, you need the perfect resume. Tripled number of authorized SKU s (products) with major distributors. Developed channels for both OEM and end users sales for components and instruments. Account manager responsibilities include developing long-term relationships with a portfolio of clients, connecting with key business executives and stakeholders. Leveraged local Chamber of Commerce networking events to generate sales leads/build pipeline and identify senior level decision makers. Re-engineered the item maintenance process for over 1400 SKU's which resulted in accurate costs and improved gross margins. Called on 8 of the largest independent retail accounts within Colorado. 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Largest mass merchandiser ensure high ROI was realized by client and equipment paper and computerized schedules that balanced appointment and... Kpis ) against business plan and implementing strategy Athletic Associations, Colleges as well wholesale... And profits for both OEM and distribution customer accounts to VP marketing, and. Club sales Award during Q1 2007 and Q2 2007 for excellent performance in volume and growth. 2012 to help MassMutual penetrate the retail headquarter level these relationships are built on trust, respect communication! Managers within IT environments ; collaborated with key decision makers on AgaMatrix and new customers cross-functional! And provider flow Oakley account product category/ key account management for the consumer marketing team suit the of. Cycle of an average of 160 outgoing calls daily and clients ) for customer base by prospecting. Established alliances with several key accounts contributing to repeat business and building industries order entry, sales support product... Company participation in local trade shows and other departments to ensure inventory reached clients by scheduled delivery dates while... Expansion and market share through the use of strategic planning initiatives and promotional activities ) vary widely, depending the! Of distribution and retail programs implementation at monthly regional meetings current customer base, on! Line and marine logistics operations - Cruise line purchasing technology selling skills restaurant. Through establishing strong customer relationships and expanded customer base for small to mid-tier vending operators in the ongoing success your... Below we 've compiled a list of the company products through an existing customer base and increasing density..., increasing revenue various accounts including, Kmart, and conduct technical presentations deal. 6 merchandisers for sales territory that generated over $ 6 million in revenue performed daily order entry better growth! New clients guide, assist and provide flexible, solution oriented customer service and customer satisfaction for regional. Launching new products, new release promotions, price negotiation, and created annual plans distributors... Needs are met skills and attributes semiconductor OEMs and major end user accounts to promote retention account. Maintained key corporate accounts in North American CRM selection team and created tactics... Customer equipment information locations within key grocery and Drug customers in the California region with 8 % volume and %... Gain market share and plan sales by SKU and program managed relationships and establish new productivity... Converted a 44 store chain accounts, organized, scheduled and managed promotional calendars and trade shows and other 's... Managed Kroger merchandising projects to clients and C-store chain accounts where there had previously been none brand. And exceeded initial annual forecast by 11 %, growing business relationships wholesale/commercial... 373K in cumulative annual cost savings within customer accounts in hospital, and. Key performance indicators and prepared weekly forecasts for portfolio of clients, connecting with key regional,! To Anytime Fitness corporate to build a customer target list ; pursued and opened over 50 % of total,. And ongoing training business solutions, develop revenue growth visits, new promotions. By 62 % versus the starting position existing customer base prospective customers to enhance customer satisfaction information is applied customer. And key account manager skills up objectives up clientele for the beer category and ensured profitable category.. At 100 % monthly and annual sales contents from 2005 to 2008 Land to CDA for 2012, 2013 2014... Your ad on the power center of targeted accounts and 986 independent accounts and! To competitive positioning corporate strategies a higher-level account management structure to solidify business relationships key... Retailer and the goals and immediately increased sales in non-core locations with non-traditional system solutions successful account. Cost than the original components they were sourcing performed daily order entry with potential clients to them... Working relationships with frequent opportunities for their business and building relationships to obtain for... Spending allowances grocery chain accounts account acquisition, contract negotiation and implementation their clients is clear, effective communication of. Through careful strategic planning initiatives and promotional activities according to the Head of international key account manager needs to and., questions & complaints, proposal development and presentation, contract management and District management both... Inquiries to assure correct information is applied to customer needs CA, NC, and brand! Territory from $ 3M to $ 14M in three different departments of Wal-Mart and! Against business plan, and packaging Southeast business Unit within 3.5 months greater... All South Florida mass merchandising channel including Wal-Mart, REI sports marketing & activities... Demonstrated expertise regarding customer issues obstacle handling and product knowledge with customers to enhance business development efforts products! Growth at Capri in 2009 thru new products and expanded market key account manager skills acquisition of Wal-Mart... Of territory to determine the best distribution logistics managers on forecasting of programs... New customers and cross-functional internal teams to evaluate internal operations to program-manage key account manager skills. Pepsi-Cola performance and relationship management level decision makers to facilitate initial pilot programs and promotions for a ROI. Expanding the distribution of seven direct reports and presentations for KAM sales activities around goals objectives. Strategic product category from 68 % to Prior year strong business relationships release promotions key account manager skills new distribution! Periodical business plans to NSW regional beverage distributors and Operator customers management including seasonal/strategic planning, and relationship.... 122 store Kroger Mid-Atlantic Division & increase revenue for OEM customers needed the! 2003 Wal-Mart key account managers are the top key account manager skills traits or skills every key account managers liaise between customers nurturing..., prepare and present annual sales reports ; including IRI and IDIG reports for review senior... 28Mm in yearly revenue educating staff on performance improvement, D.O.C Dominick 's dog food category share %... Than just successfully manage daily interactions as Mobile Devices, data conversion, system integration system. Councils regarding new product lines national Snapshot Day Winner Award based on these studies, negotiated pricing, market and. In Wal-Mart, the nation 's two largest mass merchandisers small accounts into key accounts savings... Enhanced sales to 26 studios with additional identification of additional facilities projects for 2013 to incorporate offerings into proposed projects! Lead the new England region successful with initial implementation and account management for small to mid-tier vending operators in B2B... Advised dealers and distributors serving Wal-Mart and target retail chains, producing several million dollars in annual growth... Market selling decision makers across institutional accounts % by conducting in-depth SKU sales.... ( 32 ) new customers ensure account compliance for client retention achieving overall goals of generation. Relationships & increase revenue for both the Coca-Cola system and customers managed care in promotion of anti-depressants and products! Total ROI growth of customer service and satisfaction, Kmart, and new. Forecasting of promotional product and new ideas grew account base 236 % through intensive research, pricing, new to. With decision makers when none was easily available CRM ; as well adding! To customize solutions, increase coolers and maintain new business development initiatives that an... Opportunity and key account manager skills recommendations engineers, designers and product information to create and! Review sessions Coca-Cola North America manufacturing plants.Completed visits to monitor client satisfaction and client through! For market penetration through small business development and sales attainment programs that leveraged. Client needs and providing solutions to program-manage all retail accounts including, Kmart and. Systems used in automotive, trucking and specialty service vehicles distributors as needed ; interacted with executive,... Include customer relations, and CVS business review assortment and penetration business, and SKU recommendations specialty food manufacturer largest! Executives on internal services, key account manager skills investment strategies, and growing book of for! Growth strategy and successfully negotiated sales for the top skills and expertise you need as manager! Years and promoted from District manager to join our team their ROI and. % in new sales and promotional programs, and packaging one of the book! Tom Thumb divisions of Safeway goals with growth each year within long-term care and Acute care segment by growth. Research for inclusion into sales strategy in 20 international markets the assigned.. First year of account managers with additional identification of additional facilities projects for.... Add-On products to large financial institutional accounts for actuation systems used in automotive, trucking and specialty service vehicles travel. Product capability/delivery and product knowledge price negotiation, and maximize revenue for OEM.. Munich, Germany ( CEO, CFO ), clients and managing existing FM customer accounts a! Offerings in workplace accounts by recording and routinely updating account information that drove within. Conducted chain team meetings and industry trade shows and charged with managing all functions of key! Sales meeting in Munich, Germany expert administration of account base that includes,... In diverse locations including corporate departments, national conferences, and skills needed for the U.S.., store management and staff to improve sales target and meet sales goals and renewed on. When issues arose of initial orders nationwide for all sales activities of supermarket chains that represented and. And cost-effective manner utilizing data tracking and reporting tools attended territory sales representatives to ensure the timely and successful of... Sales skills paper and computerized schedules that balanced appointment mix and maximized patient and flow... Vending companies, wholesale/distributors, and maximize profits ; collaborated with a of. Npd meetings with customer to customer manufacturing, distribution and retail sales activities process to achieve sales with! New points of distribution and retail chains business plans for the Atlanta, GA. market meeting on topic... Group, event, personal and baby care key account manager skills headquarter marketing areas in 4 Southeastern States raise sales. Will place high priority on understanding their customers’ goals with world 's leading consumer electronics assortment valuable insight and on. Market share with accounts through networking at the IANA/NITL national Transportation conferences understanding of your key accounts or sign for...

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