Key Account Solutions Manager -- Food Service Accounts

Summary:

The objective of the Key Account Manager – Food Service position is to achieve revenue and profit plans/goals. This position is required to cultivate long-term business relationships with the Company’s largest national account customers with the goal of retention and growth inside a defined base of existing customer accounts.

Essential Duties and Responsibilities:

• Perform other duties as required or assigned which are reasonably within the scope of the activities enumerated above.
• Build and maintain strong relationships with the field operations team and corporate support staff. Work within the Company’s Policies, Procedures and Handbook guidelines.
• Responsible for the creation, delivery and presentation of Quarterly Service Reports and Company updates to the assigned account base.
• Develop, update, maintain and execute an approved territory sales plan that includes developing target account prospects, their sales cycle plans, their projected revenue, their projected decision dates, and their projected implementation/first service dates.
• Negotiate contracts and contract renewals.
• Complete and submit a weekly sales call plan, a weekly sales call results report, a weekly target account update and a monthly sales plan update.
• Develop enhancements/updates to an existing LES services management program to meet the identified needs of current or prospective customers.
• Responsible for the leadership/management of implementations of new locations and/or new lines of business to effectively manage and communicate customer expectations throughout the LES organization to insure a successful rollout.
• Work within Company CRM tool to document all sales activity and manage pipeline.
• Ensure all customer calls and emails are returned within 4 hours of receipt of customer communication.
• Schedule sales appointments to maintain a weekly average of 6 in-person sales meetings with specific objectives that start, continue or close a sales cycle and/or start, maintain or further develop the business relationship with a current customer.
• Prepare and present LES value proposition, services management program proposals, presentations, price quotes and RFP responses that demonstrate an understanding of the customer/prospect needs, that illustrate features, advantages and benefits of LES services as an answer to the customer/prospect needs, and that profitably position LES services to address the identified customer/prospect needs.
• Utilize consultative selling skills to learn about the customer’s business and marketplace, the existing service needs of the business, and the decision maker’s individual, corporate and/or departmental needs to position LES products and services as the answer to the existing needs and develop additional applications for current or future LES products and services. Motivate and move the decision maker(s) to desired decisions, next actions or next steps in the sales cycle.
• Work within the pricing, products and services guidelines established by the company.
• Create and maintain outstanding professional business relationships with key executive level decision-making contact(s) and multiple/various coaches, implementers and influencers within current national account base.

Knowledge, Skills and Ability Requirements:

• Experience in the creation and execution of annual, quarterly, monthly and weekly sales territory plans.
• Conversational approach with prospects and customers.
• Experience and comfort with, and an ability to utilize consultative sales skills.
• Attention to detail and highly organized.
• Experience and demonstrated success in managing a blend of large accounts from both an annual revenue ($100,000+ per account) and number of locations (15-500+ per account) perspective. Significant experience working via appointments and demonstrated success in getting appointments via the telephone.
• Experience achieving weekly sales activities guidelines.
• Experience in creating and leading successful account growth and management strategies/plans including account penetration, service, maintenance and retention, as well as being the primary manager of the business relationship with the contact(s) and customer.
• Thorough understanding of, and previous formal classroom environment training in, Consultative Selling Skills, Professional Selling Skills, Strategic Selling Skills, Tactical Selling Skills, Account Management and/or any other formal business to business sales skills (not product) training (must be able to name them).
• Strong proposal and presentation development, and delivery skills. Strong written and oral communications skills.
• A strong understanding of the sales cycle required to sell large multi-location accounts. ·
• Professional appearance and demeanor.
• Demonstrated successes in short, medium and long business service sales cycles.
• Demonstrated successes in leading new sales program implementations in multi-location accounts.
• Experience and success in account penetration sales (departments/locations/divisions, and products/services).
• Exceptional listening skills.
• Team selling experience where the candidate was the selling team leader.
• Experience managing accounts in a national sales territory demonstrating strong time and territory planning skills.

Education and/or Experience:

• Four (4) years of outside business-to-business sales experience with at least two (2) years of multi-location/regional/national account sales experience within: Restaurant, Grocery, Retail Industry (Required)
• Bachelor’s degree or equivalent (Required).
• Must be able to demonstrate a consistent history of attaining monthly, quarterly and annual revenue plans/goals. Must have had, and attained actual annual, quarterly and monthly revenue plans/goals.

Liquid Environmental Solutions is committed to employing a diverse workforce. Qualified applicants will receive consideration without regard to race, color, religion, sex, national origin, age, sexual orientation, protected veteran status, or disability.

Equal opportunity employer M/F/disability/veteran.