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Key Account Manager - Protein Tools & Equipment

Remote: 
Full Remote
Experience: 
Expert & Leadership (>10 years)
Work from: 
Oregon (USA), United States

Offer summary

Qualifications:

Bachelor’s degree in business or related field, 5-10 years of experience in sales, 3+ years selling at an executive level, Proven track record in managing strategic accounts.

Key responsabilities:

  • Drive revenue growth within key accounts
  • Develop and execute strategic account plans

Cantrell•Gainco Group, Inc. logo
Cantrell•Gainco Group, Inc. Machinery SME https://cantrellgainco.com
51 - 200 Employees
About Cantrell•Gainco Group, Inc.
Cantrell Machine Company and Gainco, Inc. joined forces in 2019, combining their market-proven strength and expertise to create a single company that offers more customer options than ever before. Both companies have Northeast Georgia roots and have been based in Gainesville for several decades.Cantrell was founded in 1972 as a U.S. firm devoted to supporting poultry processors improve their plant operations and effectiveness. Beginning in 2008, when industry veterans Tony Rice and Dane Woods acquired the company, Cantrell established a well-earned reputation for quality in evisceration equipment along with killing/picking equipment, wing segmenters and vacuum transport systems. Cantrell also built a significant precision machining business, along with supplying replacement parts for a wide range of poultry processing equipment and brands – a service that continues strong today.Gainco was established in 1984 as Gainesville Scales. At first, the company had a regional focus, with equipment emphasis in the early years focused on whole bird sizing and distribution systems. In 1999, a new chapter began when the company became a member of the Bettcher family of companies. With a legacy of innovation that dates from 1944, Bettcher is a leading name in the meat processing industry. It’s pioneering trimming and cutting products are used in processing plants throughout the world. Beginning in 1999, Gainco expanded its reputation for meat yield optimization solutions and systems for weighing, inspection, trimming and deboning applications. The company became recognized for its metal fabrication capabilities as well.Combined Expertise … Combined Strengths:The two firms coming together in 2019 created opportunities to complement and expand the range of equipment and expertise available to customers. The combined staff is made up of employees who are subject-matter experts in their fields of expertise, and who work with customers to come up with the m
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Job description

Primary Responsibilities:

  • Drive revenue growth within key accounts by identifying opportunities for upselling, cross-selling, and expanding services
  • Develop and execute strategic account plans to:
    • Map the decision-making process from the plant level up through corporate to identify key influence points
    • Develop and enhance relationships with key stakeholders in the decision-making process
    • Align PT&E’s solutions and value creation with the customers annual business objectives
    • Champion and facilitate collaboration between PT&E leadership and key stakeholders at the customer
    • Ensure customer successes (spreadable wins) are communicated and leverage across all plant locations
    • Ensure alignment and consistent messaging across PT&E businesses and regional sales managers
    • Identify and capitalize on cross-selling opportunities across PT&E businesses
  • Develop agenda and lead Quarterly Business Reviews (QBRs) with the assigned key accounts
  • Lead all contract negotiations including purchasing agreements, pricing agreements, co-development agreements, etc. ensuring to pull key stakeholders for PT&E into the process
  • Collaborate with internal teams (e.g., marketing, product, operations) across relevant PT&E businesses to ensure customer needs are being met
  • Lead monthly internal strategic account review(s) to ensure proper support and alignment across relevant PT&E businesses (& stakeholders) including:
    • Key Performance Indicators (KPIs) to understand if/where we are winning or losing
    • Progress/execution of key actions and milestones
    • Key issues/obstacles & countermeasure and issues requiring escalation
    • Critical actions to complete by the next review
    • Support needs to improve results
  • Develop reporting to track revenue, bookings, new funnel opportunities, funnel execution (win rate & conversion rate)
  • Monitor key account business performance, including public financial updates and translate into an executive summary for internal use
  • Stay informed about industry trends, competitor activities, and market conditions to provide relevant insights and recommendations to clients

Required Education, Skills, and Qualifications:

  • Bachelor’s degree in business, Marketing, or related field (or equivalent experience)
  • 5-10 years of applicable experience in Protein/Food Processing Equipment sales
  • 3+ years of applicable experience selling at an executive level within accounts
  • Proven track record of managing large, strategic accounts and driving revenue growth
  • Excellent communication and interpersonal skills, with the ability to build strong relationships at all levels
  • Strong negotiation, problem-solving, and decision-making abilities
  • Detail-oriented with strong organizational skills and the ability to manage multiple priorities.
  • Ability to work independently and as part of a team in a fast-paced environment
  • Proficiency in CRM software (e.g. MS Dynamics, etc.) and Microsoft Office Suite

 

Required profile

Experience

Level of experience: Expert & Leadership (>10 years)
Industry :
Machinery
Spoken language(s):
English
Check out the description to know which languages are mandatory.

Hard Skills

Customer Relationship Management (CRM) SoftwareAccount ManagementSales StrategyMarket AnalysisRevenue GrowthKPI Management

Other Skills

  • Negotiation
  • Relationship Management
  • Problem Solving
  • Decision Making
  • Organizational Skills
  • Teamwork
  • Communication
Are you interested?

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