Key Account Manager Lifting and Mooring

Purpose and Mission

The responsibility of the Regional Sales Manager, North East USA, is to develop and execute new business opportunities as related to the defined territory as well as maintain and grow profitable sales with existing territory accounts.

Key Activities and Responsibilities

• Business Development

  The responsibility of the Regional Sales Manager, North East USA, is to develop and execute new business opportunities as related to the defined territory as well as maintain and grow profitable sales with existing territory accounts.  Some examples but not limited to are:

  1. Develop new business opportunities within the defined territory accounts – both existing and potential.
  2. Identify key opportunities and define and implement a joint BBRG / distribution strategy for product specification, opportunities for growth.
  3. Successfully maintain existing contracts with current accounts, including joint product development, implementing pricing increases, surcharge adjustments and changes to our terms and conditions with these accounts (freight, A/R, etc.).
  4. Continually increase our market share with all accounts through value added opportunities, best practices, technical support, product development, training etc. and regular in-person meetings with key distributors and end-users.
  5. Work across the sales, marketing and planning functions to ensure inventory levels are in place to create a competitive advantage of customer service, understand forecasting and demand needs, utilize support materials and training tools in place to maximize BBRG specifications and market preference.

   

  Information reporting.

  All reporting and databases unless otherwise noted, must be submitted to your manager on a minimum monthly basis within 3 business days after the end of each Month.

  1. Input and Maintain all required databases on a minimum monthly basis and update and submit in real time any additions/deletions/price changes
  2. Input and maintain all Key Account contacts by location and position within the databases for all relevant personnel. Update and submit in real time any changes.
  3. Track and report on a monthly basis all sales by each individual location, in feet, dollars and metric tonnes and vs. budget in feet, dollars and metric tonnes.
  4. Provide a detailed written sales activity summary by each account and location along with all new business captured as well as any lost business as per reporting in SharePoint.
  5. Submit a detailed rolling 4 week sales activity plan on a weekly basis by COB each Friday, including the location of accounts that will be visited, the person or persons to be visited, the reasons and objectives for visiting these accounts, and the date, time, and the expected duration of each visit
  6. Competitor Information. Gather and maintain a competitor matrix database, including share of wallet vs. BBRG, all competitor pricing information and competitor sales by item in feet, dollars and metric tonnes for each individual location.
  7. Maintain a distributor database for the territory by company and location. Included will be current and new production by make and model, the number of units to be produced on an annual basis, the quantity of rope required for each unit by diameter and construction, the estimated annual sales by feet, dollars, and metric tonnes, the wallet share of BBRG for each item and the wallet share by individual competitor for each item by feet, dollars and metric tonnes.
  8. Other duties as assigned and required.

   

  Qualification Requirements

   

  Education:  BS degree preferred or relevent sales and technical experience in product and application knowledge

   

  Experience:  Background in technical sales 

   

Skills

• • Excellent written and verbal communication skills.
  • Problem-solving.
  • Must be able to work independently to meet or exceed guidelines and tasks assigned.
  • Excellent leadership skills. Strong interpersonal skills to lead and coordinate activities with key distribution and the end users
  • Proven negotiation skills and ability to influence cross functional decision makers and owners; engineering, purchasing, planning, operators as well as work effectively with BBRG sales team and with key distribution sales teams and owners.
  • Ability to define and execute strategic plans to support the required segments and overall business plans
  • Ability to define and deliver the annual budget.

   

   

  Knowledge of:  Fluent in MS Office.

   

  Physical Environment:

   

  This position requires frequent travel of 50% to 70% of the time

Previous Experience

• Minimum 3 years of experience in sales or related roles

Qualifications and Education

• Bachelor’s degree in Business, Marketing, or a related field