Key Account Manager

JOB PURPOSE

Responsible for sales volumes and margin measurement of key customers

accounts and the identification of growth and development opportunities. The aim is to succeed in

building identified opportunities into long-term profitable business, through professional and

proactive relationships.

SPECIFIC RESPONSIBILITIES

• Build relationships and extend contacts with Key Customers
• Develop new and organic business
• Improve margin and organic growth with existing customers through a proactive sales/service relationship and a developed awareness of the customers needs.
• Implement Supply Chain Management initiatives to enhance margins and control of accounts
• Achieve agreed planned sales, added value, stockholding and payment targets to maximise results with each customer
• Manage and control levels of aged debt
• Ensure the customers’ needs are communicated to Sales administration, Operations, the Quality Team and the Management Team.
• Ensure customers operate in accordance with agreed contractual terms and negotiate terms where they do not exist or can be improved.
• Manage projects and developments within the business to support the relationship with the customer and ensure an appropriate level of customer focus is achieved
• Develop and maintain a professional customer relationship to improve the flow of communication, understanding and increase loyalty to the business
• Oversee a review of new order specifications with Sales administration and the Operations Team
• Presenting and reviewing our supply performance to customers
• To engage directly with all interfacing elements of our customers, either face to face or via the phone at every opportunity.
• Maintaining frequent site attendance
• Provide regular pipeline trackers as and when required.
• Provide other sales reports when required
• Develop additional business opportunities within your portfolio of accounts:

1. Ensure regular meetings are established with your customers.These meetings should include all areas of their business. These will include purchasing, packaging technologists, QA, manufacturing and accounts teams.
2. Liaise with our internal customer services teams in order to manage the daily requirements of the business. Provide supporting information when and where necessary.
3. Manage your customer’s expectations in order to maintain a positive and progressive supply partnership.
4. Effectively retrieve relevant information and prepare reports from the relevant MIS system.
5. Liaise with customers and QA on quality complaints; arrange return of goods, where appropriate, with the customer service team and warehouse manager.
6. Ensure good-working relationships with superiors, peers, customers and any 3rd party visitors at all times.

• Any other tasks associated with this role, which is suited to the individual’s abilities andlevel of training as directed by the Sales Director.

PERFORMANCE INDICATORS

1. Deliver existing business against a defined sales targets
2. Provide weekly call plans, monthly reports and prospect / account trackers on a regular basis.
3. Levels of Net Working Capital
4. Regular meetings and reviews
5. Maintenance of customer records

GENERAL RESPONSIBILITIES

MANAGEMENT

None

SUPERVISORY

None

BUDGETARY

Working to an agreed annual sales budget

HEALTH & SAFETY

General

CUSTOMERS

Portfolio of accounts to be agreed

3RD PARTIES

Auditors as required

TECHNICAL SKILLS/QUALS

1. Previous account management and customer service experience
2. Experience within a manufacturing environment (ideally print and/or packaging)
3. Commercial awareness
4. Computer skills including the use of Microsoft Excel, Outlook and Word
5. Computer literate able to use relevant systems (training will be provided)

INTERPERSONAL SKILLS

• Excellent communication skills essential, ability to give clear written and verbal instructions, clearly understand and explain technical and commercial issues to customers and have good understanding of procedures and processes.
• Able to identify areas of weakness within processes and customer specific procedures and help find innovative solutions.
• Highly responsible, reliable and flexible with a strong work ethic
• Able to effectively prioritise and adapt to a varied and changeable workload
• Punctual, presentable and with good attendance

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