Key Account Manager - Oahu, HI

The Key Account Manager (HI) is an outside sales position responsible for managing an existing base of key account customers (that have an annual spend of $150K to $1.5M) by growing share of wallet and improving retention within these customer relationships. This role will have a matrix partnership team to include cross-functional experts on our office solutions customer success coordination support and an account executive that focuses on assigned portfolio in medium to enterprise customers including government and education.

This position will work towards strengthening the business relationship and maximizing the penetration opportunities by providing full potential with value-add solutions in all product categories.

Primary Responsibilities:

1. Account Retention and Growth: Engaged in sales activities outside of the office face-to-face including but not limited to creating relationships with decision influencers decision makers end users current buyers and new prospects within a company on a regular basis. Retain current customer base and expand footprint through cross/up sell opportunities. Ensure The Company can earn appropriate profitability based on customer profile in volume size and service requirements. This will require the development of and execution of pricing strategies and tactics. Present Company solutions that relate directly to key needs and business issues of customer. Negotiate and close sales campaigns to grow customer base 10% annually. Customer base is between $2.5M to $10M.
2. Customer Management: Network through organizations and industries of focus. Be proactive in all aspects of opportunity development. Identify customer needs and effectively understand and respond to customer objections. Provide guidance on customer and prospect strategic initiatives and expertise around particular areas of interest to discuss industry best practices and development of high-level strategies. Build and expand relationships with decision makers in prospect and customer accounts. Establish yourself as a Trusted Advisor to the prospect or customer.
3. Matrix Team: Bring net new and innovative ideas to both internal team and the customer. Assist in creating an environment of teamwork and continuous improvement. Demonstrate a commitment to excellence. Partner with sales and additional pre-sales engagement members to align goals and ensure ongoing refinement. Collaborate with peers and management around ways to continually improve the sales organization. Maintains customer information in The Companies CRM.

Qualifications

• High School diploma or equivalent Bachelors preferred
• Minimum 2 years of sales experience in business-to-business environment
• Ability to work in complex and consultative sales environment.
• Ability to get customer involved in creating business case and value propositions.
• Comfortable speaking with senior leadership about financial metrics calculations and assumptions in business case.
• Demonstrate an understanding of the industry the current trends and changes as well as leverage that information to the benefit of the company and the customer.
• Excellent objection handling and negotiating abilities.
• Ability to create strong customer loyalty.
• Driven to invest time in self-education that can be applied in a professional context.
• Excellent oral written and presentation communication skills
• Fluid organization agility (the ability to quickly learn understand and navigate an organization at the upper to lower levels.
• Previous experience within the office supplies industry preferred.
• Experience using Microsoft Excel Word Outlook; PowerPoint
• Working knowledge of Salesforce CRM a plus
• Must be personable and presentable at all times.
• Must be a self-starter and able to work autonomously timely manner.
• Able to take direction well and execute efficiently and effectively.
• Flexible with respect to change initiatives.
  

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.