Key Account Manager Ca 54.24

$90,000 - $120,000 Per year

General Purpose of Job:  The Key Account Manager [KAM] role is a field-based sales position primarily responsible for sales activities from lead generation through close of sale.  The KAM will be assigned to a specific store or stores and associated District or Region; however, the role is one where more than 75% of working time will be regularly spent in the engaging of selling Dunn-Edwards, its services, and products.  The customer base for a KAM will consist primarily of new residential construction and property management companies – commercial and residential; multi-family residential community managers, home owner associations, property owners, etc., including 3rd party specifiers of paint for these customers.  KAMs will develop detailed action plans consistent with the goals and objectives outlined by Sales Management, and, working in conjunction with field sales representatives, implement those action plans.

Essential Duties and Responsibilities:  The KAM is an integral part of the Dunn-Edwards sales team and, as such, must always keep in mind the objective of selling Dunn-Edwards products and services.

• Regularly conducts sales, service, relationship and prospecting calls targeted at new residential construction, commercial and residential property management companies, community managers, home owner associations, hospitality and health care organizations, general contractors, property owners, and other third party specifiers responsible for the selection of paint manufacturers and products for the purpose of ensuring that Dunn-Edwards products are used on their projects
• Actively negotiates pricing and rebates in conjunction with Sales Management
• Generates and updates reporting on his/her accounts to track progress
• Maintains detailed records regarding customer rebates and communicates progress regularly to customer base
• Actively participates in trade association and industry affiliated organizations and events for purposes of generating and developing business relationships and sales opportunities
• Maintains positive relationships with customers
• Demonstrates D-E product and substrate knowledge
• Conducts substrate, surface condition, and project assessments for the purpose of writing project appropriate specifications
• Writes substrate, surface condition, and project appropriate specifications
• Provides regular project leads to District Sales Managers
• Conducts “job walks” for purposes of reviewing specifications with painting contractors prior to bidding the project
• Maximizes all opportunities to close the sale
• Demonstrates competitor and industry research and awareness
• Conducts detailed sales presentations to a variety of groups of all sizes
• Provides and/or coordinates color presentation services
• Keeps detailed, accurate customer and project records

Supervisory Responsibilities:  There are no subordinate supervisors reporting to this position.  There are no other non-supervisory employees who report directly to this job.

Education and/or Experience:  Bachelor’s degree from an appropriately accredited college or university; three to five years of industry and role specific training and experience; or an equivalent combination of education, training, and experience.

Language Skills:  For safety reasons, ability to read, write, and communicate in English is required.  Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or government regulations; ability to write reports, business correspondence, and procedure manuals; ability to effective present information and respond to questions from groups of managers, clients, customers and the general public.

Mathematical Skills:  Ability to calculate figures and amounts such as discounts, interest, commissions, percentages, and profitability; ability to apply concepts of basic algebra and geometry.

Reasoning Ability:  Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists; ability to interpret a variety of instructions furnished in written, oral, diagrammatic, or schedule form; ability to define problems, collect data, establish facts, and draw valid conclusions.

Certificates, Licenses, Registrations:  Must have a valid driver’s license.  Certificates in color and design are a plus.

Additional Information:  Good project management skills; good organization and time management skills; good oral and written communication skills; good working knowledge of MS Office applications.

full time