Key Account Manager - Northern CA/WA/OR

Description

Position Title : Key Account Manager

Location : Northern CA / WA / OR

Reporting to : Regional Service Sales Manager

Open to Relocation : No

On-Site / Hybrid / Remote : Remote

Travel Required : 25%

The Key Account Manager (KAM) will be responsible for specific Investor Owned Utility (IOU) key accounts in the Pacific Northwest region of the United States.

This is a home-based role, with 50% of time traveling for accounts managed. The individual will develop and execute both long and short term strategies as required to achieve revenue, profit, and market share goals.

This position will be a significant contributor to our overall business strategy and will play an important role in providing the voice of the customer to the organization.

To be successful in this position, the KAM must develop a unique understanding of the target customers, how their business operates and how Terex Utilities can best support their needs.

The KAM will be involved in all aspects of account management including account and relationship development, problem solving, communication, training and product demonstrations.

The KAM will act as the primary representative for Terex to each assigned account and must be knowledgeable of the company, our industry, our products, and how to foster lasting relationships that develop Terex into a strategic resource.

The KAM must be comfortable and proficient at public speaking and have excellent communication skills.

Responsibilities :

• Use the Terex Proven Sales Process (TPSP) to develop robust sales strategies that drive profitable revenue and expanded market share for Terex.
• Develop customer business fits that will drive sales, grow market share, and balance inventories.
• Understand specification and design process to bring value to customer.
• Provide input on product and pricing guidance to business.
• Provide forward looking perspective to help manufacturing, engineering, supply chain, and finance teams anticipate business needs and trends.
• Partner with product managers and marketing to assist with NPD and sales promotions.
• Utilize Terex Financial Services to develop financial solutions for customers.
• Assist with coordination of index pricing & annual purchase agreements.
• Utilize CRM to manage business plans, objectives, activities, opportunities and sales cycle.

Basic Qualifications and Skills :

• Bachelor’s Degree
• 3+ years of experience in commercial sales
• Needs to be able to travel 50% or 2 of 4 weeks per month
• Proven change agent; results-oriented
• Must create a very open and transparent environment
• Business acumen including financial awareness
• Leadership; ability to influence internally and externally
• Operational expertise
• Negotiation skills
• Process development and management

Preferred Qualifications :

• 5+ years of experience in the principles and practices involved in new business development, product marketing and sales
• 5+ years of experience in initiating sales contacts and completing sales contracts
• Previous sales experience specifically with utility and / or tree products
• Proven experience in the manufacturing of heavy equipment, or in a related industry
• 5+ years of experience in heavy construction equipment sales
• Demonstrated ability to build strong business relationships
• Basic understanding of Equipment purchase financing
• Proficient in MS Office, MS Outlook and Excel.
• Knowledge of Oracle CX or other CRM System
• Ability to climb and lift 30 lbs

Salary : The compensation range for this position is $130k - $145k annually, based on experience. This role is eligible for a sales incentive plan / bonus.

Pay is based on several factors including but not limited to education, work experience, certifications, etc.