The purpose of the Key Account Manager is to develop and implement key national (regional) account sales strategy and execution for Wakefield’s specific focus channel (or regional) and growth. The incumbent is also responsible for delivering the sales prospecting activities against national (regional) opportunities, engaging Wakefield existing resources (sales, marketing, senior management) to effectively develop and close opportunities, and ensure excellence in partnering and servicing new national accounts to Wakefield. This position will work closely with the Marketing Department to ensure program offering and product positioning evolves appropriate to evolving marketplace for unique needs of national key accounts.
Drive revenues and market share from channel (region) by developing target key accounts, pursuit strategy for each key account, and identifying/navigating complex decision-making networks within accounts. Engage regional/field sales force to build visibility in regional target customer outlets during sales pursuit and/or implementation of program upon successful close of new national accounts. Participate in development of national sales strategy.
Partner with marketing, senior Wakefield leadership to develop and deliver compelling customer presentations, and/or unique offerings as appropriate to individual account pursuit. Ensure ongoing partnering with Inventory & Logistics to ensure clear plan for ability to deliver against sales commitments during proposal development.
Ensure consistent framework of legal contracts supporting general product offering, and accountable for engaging appropriate Wakefield decision-makers to adapt for unique circumstances as required.
Provide direction, feedback, and partnering support to Marketing in the development and execution of program offerings unique to national key account/prospects as appropriate to build market momentum and secure market share
Accountable for national/key account launch plan within Wakefield to ensure managed expectations with customer, flawless execution in distribution, communication, training partnership with national customer (both within Wakefield and customer organizations)
Ongoing oversight and key account management responsibility for national/key account performance, problem-resolution, broadening/deepening planning at highest levels of excellence, working collaboratively with Wakefield resources to ensure premium customer experience with Wakefield organization.
Special projects and participation as required.
Demonstrated seasoned key (national/significant) account development and management skills and abilities.
Strong presentation, written, and oral communication skills required for interaction with internal and external clients.
Strong financial acumen and negotiating skills.
Conceptual and strategic thinker.
Energetic, motivated, enthusiastic, and driven by results.
Demonstrated excellence in customer relations at all levels within complex organization.
Ability to creatively solve problems with a symbiotic solution for client and Wakefield.
Proven ability to multi-task, prioritize, and manage varied, time sensitive workloads.
Customer focused and dedicated to exceeding the expectations of internal and external clients.
Direct Managerial / Supervisory Responsibility
No direct reports; demonstrated ability to influence without authority and leverage sales resources reporting directly to Wakefield Sales Managers.
Education / Experience:
Bachelor’s degree in Business Administration with a specialization in Marketing or a related field.
Eight to 10 years industry specific experience in Sales complex key account pursuit positions
Demonstrated ability to develop and manage large B2B and B2C accounts.
Proven account development, onboarding, and management skills including strategic planning and execution, creativity, communication, and administration.
Proficient at generating specific customer-based opportunities through regional and national analysis.
Experience selling and implementing new initiatives with national fuel companies, national onroad trucking fleets, is strongly preferred
Excellent Microsoft Suite experience. Willingness to learn and manipulate customer specific software to provide insight into the business and identify gaps and areas for improvement.
This opening is closed and is no longer accepting applications