Key Account Manager, High Performance Flooring, Protective & Marine Division

The Key Account Manager _ High Performance Flooring role is fully accountable for managing the account relationship and profit & loss for large customer accounts at a macro level and delivering on profitable sales growth and market share gain across the entire account. 

The customer profile serviced by the Key Account Manager level:

• Normally large in annual sales dollar volume ($2MM+) warranting a significant and focused account management resource investment
• Require coatings / flooring solutions at multiple locations (may be multiple countries but not multiple regions or global), and multiple accounts associated with national groups. 
• Require one or more coatings / flooring technology applications (liquid, powder, e-coat); highly customized coatings solutions based on deep insight into the customer’s segment and business challenges.
• Require a more complex and challenging qualification/buying decision process.
• Require several levels of decision approval up to and including C-suite
• Seeks to initiate and develop a limited number of “win-win” partnerships with one to a few strategic coating suppliers.
• Offers a high potential for strong and long-lasting strategic partnership

While the Key Account Manager – HPF is accountable at a macro-level, the role is also accountable for coordinating/providing direction for multi-site account management activity conducted by area/territory commercial sales and technical service representatives.  The Key Account Manager works in cooperation and conjunction with the sales and technical service teams in order to successfully service their accounts.

• More specifically the role is accountable for the following: 
• Full account P&L responsibility measured against annual financial targets
• Working with Marketing, Finance and Pricing, develops and implements pricing strategy and increases at the accounts 
• Deliver established annual sales and market share growth; successfully grow new technology application needs due to value added “solutions consultant” relationship with customer
• Develop and execute on go-to market sales strategy to grow the business; act as ultimate decision-maker on accounts
• Gain and leverage knowledge on competitive positioning, pricing and purchasing strategy; ensure company is positioned correctly against the competition.
• Position company strengths of technology, quality, speed and technical service so perceived by customer as a valuable differentiator from the competition.
• Effectively and cooperatively utilize/leverage all division level and local territory resources: sales, technical service, marketing and technology to meet/exceed customer expectations and achieve long-term sales/market growth; requires overseeing activity at multiple locations across multiple technologies. 
• Coordinate with area/territory sales management to secure business at major account sub-contractors. 
• Cultivate and maintain deep business partner relationships with critical/high-level account decision makers in order to meet/exceed customer expectations and gain additional market share opportunity
• Actively sell across multiple levels of the customer organization adjusting message to the audience.
• Ensure customer questions and issues are resolved and pro-active solutions are in place; carry voice of customer within the GI organization and ensure customer needs are met now and in the future.
• Fully understand strengths and weaknesses of all servicing facilities and communicate ensure that commitments made to the customers are within facilities capabilities and determine solutions where this is not possible.
• Handle critical/high-level customer complaints within the lines of authority and manage process to resolution; responsible for all account inventory flow through and carrying costs.

FORMAL EDUCATION: 

• Bachelor level education required; preferably in sales leadership, business management, sciences, engineering or liberal arts.

KNOWLEDGE & EXPERIENCE:

• Five or more years selling experience either in the Floor coatings or adjacent B2B industries required. 
• General industrial coatings and resinous flooring or some other B2B coatings segment selling strongly preferred.
• Experience with complex selling cycle experience strongly preferred; ability to think strategically and creatively with regards to complex selling situations.
• Exhibits strong business acumen and skill set.
• Ability and experience collaborating with high-level decision makers. 
• Significant ability to move initiatives and customer servicing needs forward within our organization as well as the customers’ organization and across multiple internal functions. 
• Exhibited ability to work cooperatively ac