Key Account Manager - Abel & Schafer Inc.

For almost 130 years, Abel & Schafer has been producing baked goods in Europe under the KOMPLET brand name. In 1982 the company established a manufacturing facility in Ronkonkoma, NY to serve the fast-growing markets of the United States, Canada, Mexico, Central/South America, and the Caribbean. To support our continuous growth in these markets, we are currently recruiting a Key Account Manager responsible for Industrial Accounts and Distributors in the Midwest.

Key Job Responsibilities:

The Key Account Manager (KAM) – is responsible for the development, growth, maintenance, and profitability of key industrial accounts in the region and the development of a route-to-market strategy with regional distributors. The KAM maintains existing partnerships and develops new ones, identifies opportunities, and presents solutions. The primary responsibilities of the KAM are:

• Develop a short and long-term strategic plan for the region.
• Develop a short and long-term strategic plan for each key account individually according to the account’s specific needs and opportunities.
• Build new business and maintain existing business with industrial key accounts to achieve the company’s annual sales targets for the region.
• Define and implement the route-to-market strategy for the region. Develop relationships with distributors to service the region.
• Provide product and sales training to the distributors’ sales teams.
• Regularly meet face-to-face with customers to foster long-lasting relationships and identify needs and opportunities.
• Embrace the use of the company’s CRM system. Record in CRM detailed information regarding customer opportunities and the status of on-going projects.
• Lead cross-functional customer teams including R&D, Marketing, Customer Service, and Technical Support to resolve the needs and expectations of the customer.
• Request and organize Technical Support for the region.
• Define and organize support needed to close new opportunities and maintain existing volumes.
• Embrace the use of any existing or new selling tool.
• Prepare and present an annual sales budget for the region.
• Prepare a monthly report of the regional sales status and any new opportunities.
• Prospect new accounts and generate account specific sales strategies.
• Identify opportunities in alignment with the company’s strategic goals and priorities.
• Actively promote the e-commerce platform for existing customers.
• Work closely with the finance department to establish and maintain appropriate credit terms for new and existing customers.
• Manage customer complaints & complaint resolution with Customer Service, Finance, Technical Support, and R&D.
• Organize, attend, and participate in regional trade shows.
• Travel regionally (+/- 30-50%).

Qualification:

• Bachelor’s Degree in business administration, marketing, food science or equivalent.
• Min 5 years sales experience with industrial key accounts in a B2B environment, preferably within the food or beverage industry.
• Hunter mentality.
• Experience with managing cross-functional teams.
• Preferably working knowledge of bakery ingredients and bakery operations.
• Able to work autonomously with limited supervision.
• Great communication and interpersonal skills.
• Proficient with Microsoft Office suite, including Outlook, Word, Excel, PowerPoint, and Teams.
• Very good presentation skills.
• Fluent in English. Knowledge of Spanish a plus.
• Valid Driver's License and safe, satisfactory driving record.