Key Account Manager, WU

Would you like to work in an international, innovative organization, where we produce high-quality solutions and are constantly looking to enhance existing and develop new offerings? Are you eager to join a professional team and work directly with our customers? Then we have an interesting position in Grundfos for you.

 

What is the job about?  

A Key Account Manager’s (KAM) primary role is to manage partner accounts for the Groundwater and Irrigation sales team. The KAM’s primary responsibility is to grow Grundfos business by Defining, Measuring, Analyzing, Improving, and Controlling the activities within their area of primary responsibility with our partners.  This position reports directly to the Regional Sales Manager and will operate remotely. The selected candidate must reside in the Michigan or New England area. Relocation for this position cannot be supported and qualified candidates must have authorization to work in the USA without support.

 

Your main responsibilities:  

Territory Planning and Sales Execution

• Manage market plan and set annual KPIs, sales and profitability targets for partner accounts. 
• Set sales expectations, both in revenue and units, for partner for all Grundfos products, especially specially priced products.
• Act as escalation point for operational issues within Grundfos.
• Evaluate training needs and implement training plan to ensure branch staff is up to speed on products, selection tools, CSSC contact numbers, and E2E customer support.
• Organize and participate in branch open houses including managing discounts, customer targets at the event, and communication to TSE for future visits with high potential targets.
• Assess inventory levels, both Grundfos and competitive, and develop a plan to convert more products to Grundfos.
• Ensure Grundfos branding is properly displayed at the branch and work with Marketing to ensure we are properly branded, and literature needs are met.
• Develop new branch roll out including initial orders, marketing needs, staff training, and over onboarding plan.
• Set quarterly formal business reviews which include all the above mentioned and a deep dive into sales performance.  A detailed plan with actions should come out of the meetings.
• Communicate the needs from data from the field on future stocking needs for targeted dealers.

 

Forecasting

• The KAM will develop, maintain, and execute a sales forecast based on interactions with partners, targeted product promotions, and specially priced products. 
• The KAM will develop, maintain, and execute an expense forecast.

 

Reporting and Time Management

• The KAM will maintain data in the Customer Relationship Management (CRM) system including branch staff contact info, sales activities with the branch, phone calls, and other interactions with partners and customers.
• The KAM will manage expenses to an agreed upon level and provide reporting in accordance with specific Grundfos Policies and Procedures.
• The KAM will prepare a monthly report to review with their manager on their past 30-day activities and their plans for the next 30 days.
• The KAM will utilize sales activity reporting tools and ensure their sales plans are planned out at least 45 days in advance.

 

Market Analysis

• The KAM will keep track of competitive sales and develop a market share map based on Water System Council sales data.
• The KAM will ensure all markets are adequately covered but current partners and adjustments distribution coverage in the event we aren’t getting the coverage needed.)

 

Your background 

We imagine that you have:   

• BS or BA in business or engineering, in lieu of degree will accept 5+ years of field experience. 
• Field experience selling, servicing, or installing submersible pumps.
• Expert knowledge of Grundfos Groundwater products and pumping applications.
• Knowledge of pump calculations and energy estimating.
• Must possess the ability to create innovative solutions to meet unique applications.
• Sufficient education and experience to learn, troubleshoot, and train others in applications, the systems which use of Grundfos products.
• Ability to work with all levels of customers.
• Professional sales skills including key account strategies and plans.
• In-depth knowledge of the Groundwater market segment and a general knowledge of the other Grundfos target markets.
• Demonstrated knowledge of pumps and pumping systems, rotating equipment including electronically controlled pump systems (VFD, controllers, etc.) used within the Municipal / Water Utility market.
• Ability to develop and deliver effective product presentations for