Key Account Manager, Consumer Goods - Remote, USA

at  Bureau Veritas

POSITION SUMMARY

The purpose of this position is to develop strong and sustainable working relationships with assigned clients while providing global functional leadership for the management of client programs and develop plans and implement growth strategies for assigned client portfolio. Provide updates and overall account health status to Executive teams.

Objectives

• Fully understand client organization, their business model, goals and strategies (including leadership personnel, key initiatives, news and financials) to drive business development activities. Ensure alignment of BVCPS resources with client needs and expectations to realize client satisfaction.
• Fully accountable to deliver “Health of Account” reports to Executive Leadership and Operations. Ensure market alignments Metrics are achieved and soft issues are managed effectively.
• In coordination with PL and TS, develop and manage the sale of “New Services” to existing accounts. Achievement of incremental sales.
• Fully accountable to accurately forecast account revenue overall and by Product Line and by region.

Major Roles & Responsibilities

• In coordination with Product Line, Operations and Executive Sponsor develop and implement “Win-Back” strategies for accounts where BVCPS has lost market share. A process to bring existing client from dissatisfied to not dissatisfied / satisfied and recapture lost sales, move from OOA to Primary or exclusive.
• Manage the P & L for assigned accounts including accurate forecasting and budgeting.
• Interface with clients to continuously calibrate their expectations with BVCPS performance and resolve or escalate issues that do not meet client expectations.
• Identify and coordinate the development of additional BVCPS services offerings (IAC, SA, etc) to fully maximize BVCPS’ engagement with the client.
• Manage price negotiation, discounts, contracts, RFP’s between client and BVCPS related parties.
• Collect, monitor and disseminate data on sourcing and/or market trends along with client needs to feedback to the operations team.
• Monitor, identify and communicate to relevant parties any risk or opportunities based on continuous review of the health of the account.
• Ensure creation and execution of account reviews quarterly (SBR)
• Manage client meetings and presentations along with participating in training seminars and/or tradeshows.
• Maintaining account activates in Sales Force.com (Accounts, Opportunities, Contacts, etc.)

KNOWLEDGE, SKILLS, ABILITIES

• Must have an understanding and general competency in areas of technical regulations, standards, and compliance and requirements that relate to the consumer products market (retailers and brands).
• Must have, or be able to quickly develop, relationships at various levels in assigned accounts.
• Must have an understanding of product development and sourcing – how the process works and where BVCPS services fit in.
• Ability to interpret technical information and translate into common terminology.
• Excellent verbal and written communication and presentation skills.
• Strong analytical, problem solving, attention to detail and process improvement skills.
• Strong work ethic and excellent client service skills to ensure effective, responsive client interaction (internal and external).
• Ability to work well under pressure to handle crisis situations and balance several tasks simultaneously.
• Ability to prioritize, delegate tasks to appropriate staff (if assigned) and perform required follow up.
• Ability to negotiate and sell relevant services in a way that benefits the Company & the client.
• Must be confident, highly efficient, and self-motivated. Must be a “make it happen’ person who drives the process.
• Must be personable and work well independently, as well as in a team environment.
• Proficiency in Microsoft applications – including Excel and PowerPoint
• Travel required.

EXPERIENCE AND EDUCATIONAL BACKGROUND REQUIRED FOR THE JOB

Account Manager (MNGR1):

• 4 year college degree in business administration or related discipline, MBA preferred,
• 5 years related experience in a business environment preferably in the service industry, 5 years of experience in consumer products businesses.,
• 3 years related Supervisory experience

Senior Account Manager (MNGR2):

• 4 year college degree in business administration or related discipline, MBA preferred,
• 7 years related experience in a business environment preferably in the service industry, 7 years of experience in consumer products businesses,
• 5 years related Supervisory experience

Senior Account Manager (MNGR3):

• 4 year college degree in business administration or related discipline, MBA preferred
• 7 years related experience in a business environment preferably in the service industry
• 7 years of experience in consumer products businesses.
• 5 years related Supervisory experience

Compensation Range: $110,000 - $150,000 annually (e.g., the job posting is not necessarily reflective of actual compensation that may be earned, and actual compensation is subject to variation due to such factors as locations, education, experience, and skillset)

ADDITIONAL RESPONSIBILITIES FOR SENIOR ACCOUNT MANAGER:

• Develop and manage a more enhanced portfolio for larger accounts, while leading accounts more independently
• Higher level of engagement in client organization and BVCPS i.e. Executives, C-Suite, etc.
• Develop Strategic initiatives to enhance portfolio of accounts.
• Directly responsible for the P & L for assigned accounts including accurate forecasting and budgeting.

Key Performance Indicators & Metrics (Criteria for Performance Evaluation)

• CAT Objectives

Document and track all CAT opportunities and risk per client and review monthly.

• Client Mapping

Create a client map for all assigned accounts that includes a global or regional view of all decision makers

• New Stuff/Win Back

Manage/Identify and create a project plan for all new opportunities (expansion of core services or selling of new products) as well as “win back” projects as applicable for accounts. Measure the success rate of identified opportunities.

• Quarterly Business Reviews

  Manage/Perform Quarterly Business Reviews (or timing per client request) for all assigned accounts.

• Request for Proposals/Tenders

Manage/Complete documentation as required by client; predict win percentage and track it.

Major Roles & Responsibilities

• In coordination with Product Line, Operations and Executive Sponsor develop and implement “Win-Back” strategies for accounts where BVCPS has lost market share. A process to bring existing client from dissatisfied to not dissatisfied / satisfied and recapture lost sales, move from OOA to Primary or exclusive.
• Manage the P & L for assigned accounts including accurate forecasting and budgeting.
• Interface with clients to continuously calibrate their expectations with BVCPS performance and resolve or escalate issues that do not meet client expectations.
• Identify and coordinate the development of additional BVCPS services offerings (IAC, SA, etc) to fully maximize BVCPS’ engagement with the client.
• Manage price negotiation, discounts, contracts, RFP’s between client and BVCPS related parties.
• Collect, monitor and disseminate data on sourcing and/or market trends along with client needs to feedback to the operations team.
• Monitor, identify and communicate to relevant parties any risk or opportunities based on continuous review of the health of the account.
• Ensure creation and execution of account reviews quarterly (SBR)
• Manage client meetings and presentations along with participating in training seminars and/or tradeshows.
• Maintaining account activates in Sales Force.com (Accounts, Opportunities, Contacts, etc.