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Key Account Manager

Date: Jan 5, 2021

LOCATION: Knoxfield, VIC, AU

Company: Pelican Products, Inc.

 

Job Title

Key Account Manager - Vic/Tas

Department

Sales

Reports To

NATIONAL SALES MANAGER – Pelican-Trimcast Products Pty Ltd

 

SUMMARY

Develop, leverage and maintain strategic, long-term and dependable relationships with critical channel distribution partners to achieve the company’s sales objectives. Find new channel partners and explore/develop new direct end-user major customers & OEMs. Collaborative cross-functional teamwork is essential – especially with the National Sales Manager and the Territory Management team. Represent Pelican at industry forums, trade shows and other functions as required. Work within and contribute constructively to a team dynamic. 

PRIMARY DUTIES AND RESPONSIBILITIES

  • Sales: Achieve the assigned Sales Revenue Target.
  • Products: Develop an expert level of product knowledge of Pelican’s range, including an intimate understanding of the wide range of existing & potential end-user applications, and the commensurate sales pathways to reach these customers.
  • End-Users: Hunt for new end-user customers of Pelican products. These opportunities, when appropriate, may be serviced through a dealer channel, or become a direct customer where appropriate.
  • Channel Management: Represent Pelican into Distributor, Dealer and OEM customer organisations providing product information, updates, training and support. Manage every aspect of these relationships, leveraging Pelican’s resources to facilitate a smooth, successful and growth-driven partnership. Conduct regular visits to and activity with Distributor and Dealer organizations, deriving sales activity to generate demand and translate into sales revenue.
  • Channel Development: Perform ongoing research into and recruitment of potential new Distributors, Dealers, and OEM’s, including the potential migration of competitors’ channels.
  • Competitive: Determine competitive activity and develop counter initiatives, thereby ensuring the achievement of Pelican’s objectives.
  • Research: Perform Internet, catalogue and tradeshow research on potential clients and competitor products.
  • Tradeshows: Represent Pelican at trade shows involving, but not limited to, stand set up/pack up, providing product specialist expertise during the event, generating/recording & following-up leads, providing product information, and conducting competitive intel activities.
  • Prepare proposals & quotations as required for distributors, dealers, end users & OEM’s, consistent with Pelican’s sales guidelines & approvals process.
  • Administration: Assist other Pelican departments in resolving customer issues as required, commensurate with comprehensive account management practices.
  • Follows company policies and practices as outlined in the Employee Handbook and/or applicable employment agreement. Follows safety guidelines and procedures in accordance too the job.
  • Other duties and reporting as assigned by the National Sales Manager or Managing Director

 

JOB REQUIREMENTS                                          

  • Strong written, oral, and presentation communication skills. The candidate must be able to communicate technical sales information clearly and concisely to sales staff, distributor, dealers, OEM’s and end users.
  • Must be adept in use of MS Office, particularly Excel, Word, PowerPoint, and ideally Access (or similar database to basic level), Internet and email. Spelling, Grammar & Mathematics competence is essential.
  • Excellent organizational skills and be able to work unsupervised and/or remotely.
  • Min.3 years’ Sales experience, and sound understanding/experience in channel management.
  • Technical skills.  Must understand, or possess the ability to learn, the technical aspects of Pelican products.
  • Ability to travel in designated area on a regular basis.
  • Personality: Structured & Organised, Self-driven, Results-oriented, Attention-to-Detail, Positive Attitude, Profitability-Minded, and a clear focus on High Quality in everything we do. A natural forward planner who critically assesses own performance. Mature, Credible, and Comfortable in dealing with senior executives in large customer organisations. Reliable, Dependable, Flexible and Determined: able to develop alternative strategies if/when required. Excellent Listener and able to quickly ascertain customer’s needs and shape the conversation accordingly. Empathetic communicator who is able to see and acknowledge things from the other person's point of view. Well-Presented, Articulate, Respectful, Professional and business-minded at all times. Sufficiently mobile and flexible to travel.  Keen for new experience, responsibility and accountability. Able to get on well with others and be a team-player.
  • Business and Selling Skills: Must be an excellent face-to-face and telephone communicator. Able to demonstrate success and experience managing strategic account customers.
  • Management Ability: Although this position has no direct reports at this stage, any previously developed people-management skills, interpersonal skills, and internal selling skills will be well regarded and provide a professional advantage.

ADDITIONAL INFORMATION:

  • Actively supports and complies with Pelican’s objectives, guidelines and commitment to Quality and Safety, with an emphasis on continual improvement.
  • Must be able to interact effectively and cooperatively with employees at all levels.
  • Must have the ability to complete assignments within the timeframe specified
  • Must be flexible regarding working hours. Must be able to work evenings and weekends if/when required
  • Must be able to travel, nationally and internationally, as necessary.

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