Key Account Mgr 1

Join our team as a Key Account Manager. The Key Account Manager (KAM) executes strategy for selling Worthington's Building Products to designated strategic / key accounts. The KAM will be responsible for managing relationships with designated customers and drive business growth. Account strategies developed by this person support product family and portfolio objectives as defined by the Business and Sales Director to maximize revenue. The KAM position will be responsible for building solid customer relationships at all levels within these designated strategic organizations and markets and will play a vital role in growing and defending Worthington's business with the products and services sold into these markets. This position will involve significant travel time working with designated key accounts as well as require advanced negotiating, organizational and communication skills while maintaining a strong attention to detail.

Key Position Results

• Work directly with the customer to communicate and drive Worthington's strategy, pricing, product offerings, etc.
• Collect, interpret and communicate market intelligence.
• Maintaining win/loss data within Oracle Sales Cloud to help drive growth of gross on material and allow for proper allocation of company assets to support these efforts.
• Develop and communicate monthly and quarterly forecasts and maintain this information within Kinaxis.
• Identify new product development initiatives and work closely with the innovation department to support this development.

Responsibilities

• Relationships: Strengthen all current and potential customer relationships in the assigned areas of responsibility by building trust, valuing and collaborating with others and demonstrating the highest integrity in balancing the support of customer needs with what is best for the business in support of determining which customer(s) Worthington's Innovation team should approach and potentially partner with for new product development.
• Forecasting: Work directly with assigned customers to determine accurate forecasts and maintain this information with the Supply Chain team using Kinaxis to allow for transparent communication within Worthington to promote efficient planning at our production facilities, which result in our continuing ability to service our customers while providing for efficient execution in production facilities.
• Product Development: Identify and support future product-development initiatives based on unmet customer needs as well as assist in new product launches by directly supporting the commercialization efforts for successful implementation.
• Demonstrates technical selling skills and product knowledge in all areas that enable the ability to provide effective sales presentations of Worthington's product offering.
• Marketing Analysis: Maintain accurate records of all sales and prospecting activities within OSC for the assigned territory.
• Proactively establish and maintain accurate records of all sales and prospecting activities within OSC for the assigned territory.
• Strategic Planning: Develop annual business plans in conjunction with the Business and Sales Director detailing activities to follow during the fiscal year which focus on exceeding sales goal objectives.
• Voice of Customer: Demonstrate the ability to gather and submit detailed business information and problem-solving specific to pricing and market conditions relative to our customers current and future needs.
• Maintain professional internal and external relationships that meet our core values and leverage these relationships communicate our value to leverage price and to gather market intelligence and communicate this intelligence back to Worthington.

Desired Experience and Skills

• Bachelor's degree from a 4-year college or university, preferably with a focus in sales/marketing or a related field of study or equivalent experience.
• Minimum of 5 years sales experience preferably in an industrial sales/marketing position.
• Strong planning and communication skills. Ability to communicate at all levels of the organization and with customers.
• Proven experience in their ability to achieve sales goals.
• Strong negotiation skills as well as the ability to establish trust with key decision makers and influencers.
• Efficient computer skills in MS Office, Word, Excel, OneNote and PowerPoint
• Strong understanding of customer and market dynamics and requirements.
• Displays strong initiative and is a self-starter
• Previous voice of customer experience a plus