Key Account Manager

**Job Title**:Key Account Manager**

**Division**:Operations & Sales

**Department**:Sales

**Location**:various (Brookvale, Peakhurst, Blacktown, Dural)

**Reporting Relationships**:Reports to BDM or Group Manager Sales

No direct reports

**Review Date**:6 Sep. 23

Job Goal:
The **Key Account Manager** is responsible for providing exceptional personalised service to assigned customers, sourcing new customers and new sales opportunities and closing sales to achieve quotas. From time to time the role requires an element of working unsocial hours, including weekend work.

General Responsibilities / Key Result Areas (KRA's):

- Increase income and revenue by managing, negotiating and obtaining orders from clients, generating leads, qualifying prospects and managing sales of products and services
- "Get the sale" using various customer sales methods (site visits, cold calling, presentations etc)
- Forecast sales, developing "out of the box" sales strategies/models and evaluating their effectiveness
- Sell across all categories of products and services, striving to maximize sales on each building site
- Identify opportunities to sell "whole-of-house", utilizing the _Builders' Site Selection Checklist_
- Manage "_approved"_ accounts credit matters, such as assess and arrange appropriate limits or secure payments where accounts are overdue
- Liaise with business developers, store management, and specialist department staff in order to:

- Identify local sale opportunities driven by foot traffic,
- Facilitate quotes and orders for customers,
- Ensure quality, personalized service for each customer
- Liaise with other members of the Sales Team to ensure seamless service to customers
- Conduct dual-call visits with specialist partners with the business and/or preferred company suppliers or the builder's client
- Where the builder is not supplying products, walk homeowners through the process of selection, or facilitate the homeowner's introduction to an internal sales specialist (at store) in order for that customer to receive the personalized service needed
- Evaluate customers skills, needs and build productive long lasting relationships
- Meet personal and team sales targets
- Research accounts and generate or follow through sales leads
- Attend meeting, trade shows, other sales events and trainings to keep abreast of the latest developments
- Report and provide feedback to management using financial statistical data
- Maintain and expand client database within his or her assigned territory
- Other related duties, as assigned

KPIs - Key Performance Indicators
- Individual monthly sales budget - **KPI: target achieved or exceeded.**:

- Margin management of products sold to clients: a 30% Gross Margin (GM) is required across all Customers and Categories to provide a profit to H&G after cost of doing Business. **KPI: average GM 25%.**:

- Physical on-site visit to client work location or site at least 2 times per month. If the customer has multiple sites, each site should be visited twice as a minimum. **KPI: 2 visits per site, per 4 week period.**:

- Number of new accounts opened per month - **KPI: 2 minimum**.
- Number of calls made per day - **KPI: 6-8**.
- Status and accuracy of monthly sales within the H&G quote register - **KPI: quote register updated weekly.**

Technical Expertise / Education Required:

- 10 years of professional sales experience
- Track record of over-achieving quota
- Familiarity with different sales techniques and pipeline management
- Confidence in understanding and using data to support local store growth
- Ability to quickly evaluate, troubleshoot, follow up a problem and suggest a creative response
- Passionate about cultivating client relationships
- Excellent time management skills and attention-to-detail
- Competent in use of MS suite and managing sales pipeline with basic tools highly desirable
- BA/BS degree or equivalent desirable

Other relevant information:
Lifting requirements - 5kg