Key Account Manager

Employment Status:

Time Type:

BUILDING A WORLD CLASS TEAM STARTS WITH YOU

At the heart of CSA Group is a vision: making the world a better safer more sustainable place. Its been part of our mission for nearly one hundred years: from the first engineering standard for railway bridges developed in 1919 to more than 3500 standards codes & related products today.

Headquartered in Canada with a global footprint of more than 30 labs and offices across Europe Asia and North America CSA Group tests inspects and certifies a wide range of products - from every day househould items to leading edge technology-to meet exacting requirements for safety performance and environmental impact.

Our employees take pride in making a difference in peoples lives through the work that we do. Were looking for people like you to help make it happen.

Job Summary:

Primary Function

The Key Account Manager (KAM) promotes continued growth and superior customer service for current customers within North America primarily in the Wire and Cable Industry. Serves as an internal sales and customer contact for initial inquiries quotes and service for assigned small and medium-sized accounts within North America primarily serving Wire & Cabe Customers. Follows-up on sales and marketing opportunities via e-mail in-person and phone communications. Supports and promotes continued growth of new business for CSA Group TIC services. Engages in proactive company research and customer outreach to increase business from assigned small and medium-sized accounts primarily in the Wire and Cable Industry.

Working Relationships

• Reports to the Home and Commercial (HOCO) North American Commercial Manager for Lighting & Wiring and High-Tech.
• Works with VPs Directors Business Managers Customer Care Specialists (CCCs) Technical Specialists and Operations staff

Dimensions

• Manages existing CSA Group individual customer accounts primarily within the Wire and Cable Industry as determined by the HOCO Commercial Manager and Commercial Director for Lighting & Wiring and High-Tech.
• Accountable for Year over Year booking and certification revenue growth of assigned small and medium-sized accounts primarily within the Wire and Cable Industry.
• Responsible for customer care and maintenance as well as to bring new products and service offerings to market through the assigned accounts.

Principal Duties & Responsibilities

• Initiates the sales process providing preliminary and ongoing information to existing assigned clients.
• Manages the sales process by promptly responding to all inquiries and visits with clients as necessary to present information regarding CSA Group services.
• Prioritizes work assignments and follow-up responses to client inquiries and proposals.
• Manages the relationships with clients identifying growth opportunities within the assigned accounts and develops the approach to secure new business from the assigned accounts.
• Prepares cost and quote proposals of services for clients using applicable questionnaires and worksheets.
• Maintains accurate and complete client files including the input of existing client information into the shared sales CRM database.

Understanding the Business

• Initiates the sales process providing preliminary and ongoing information to existing clients
• Manages the sales process by promptly responding to all inquiries and visits with clients as necessary to present information regarding CSA Group services
• Prioritizes work assignments and follow-up responses to client inquiries and proposals
• Manages the relationships with clients identifying growth opportunities within the assigned accounts and develops the approach to secure new business
• Prepares cost proposals of services for clients using applicable questionnaires and worksheets
• Maintains accurate and complete client files including the input of existing client information into the shared sales database

Working Well with Others

• Works closely with the HOCO Commercial Unit Sales team to support and promote continued growth of new business.
• Works closely with customers to provide customer care on inquires quotes and services with an assigned area.
• Works in conjunction with the Marketing team to provide administrative and coordination support for events including pre-work scheduling mailings marketing materials trade shows and customer contacts.

Delivering Results

• Contacts current customers and promotes CSA testing services including but not limited to certification and SI/FE and engages in facilitating the appropriate internal contact when other services are needed.
• Prepares quotes for clients using applicable questionnaires worksheets and CRM Software (Sales Force).
• Sends proposals to clients and conducts follow-up calls to provide further information answers questions and documents these activities for further follow-up including Notices and FIR Findings where applicable.
• Maintains input of existing client information into the CRM (Salesforce).
• Regularly follows up on open quotations and sales opportunities.
• Researches customer accounts identifies opportunities for growth and generating leads and demand.
• Expected to meet/exceed sales targets for assigned small and medium-sized accounts.

Concern for Safety

• Understands why Health Safety Security and Environment (HSSE) is important to self and the organization.
• Knows the potential hazards and necessary safeguards in own work area(s).
• Immediately reports hazards near misses incidents observed unsafe acts and conditions.
• Demonstrates safe behavior and adherence to procedures.
• Completes all assigned training events.

Work Environment: Mental and Physical Effort & Working Conditions

• Extended periods of sitting during meetings and office work.
• Frequent visual and mental concentration of print and electronic data required to interpret and understand information and to analyze and act accordingly.
• Customer visits as necessary to promote CSA services to build lasting relationships and to expand new business with small and medium-sized accounts.
• Industry event participation for assigned HOCO Global Business Unit.
• Valid drivers license and proof of auto insurance.

Education & Experience

• Post-secondary education required
• 2-4 years of sales experience Testing Inspection & Certification is a plus.
• Ability to articulate and promote the CSA Group value proposition for Wire & Cable safety certification requirements as it relates to:
  • UL/CSA standards for North America including but not limited to:
    • FT1 Vertical flame test (CSA C22.2 No. 3)
    • FT4 Vertical tray flame test (CSA C22.2 No. 2556)
    • FT6 Horizontal flame and smoke test (CSA C22.2 No. 0.3)
    • UL 758 Appliance Wiring Material (AWM)
    • UL 83 Thermoplastic-Insulated Wires
    • UL 44 Thermoset-Insulated Wires
    • UL 62 Flexible Cords
    • UL 1581 Reference Standard
    • Flame Test Standards
      • UL 1061 Small-scale vertical flame test for appliance wiring.
      • UL 1666 Riser cable flame test for vertical installations.
      • UL 1685 Flame spread and smoke release for industrial control/power cables.
      • UL 910 Flame-spread test for plenum-rated cables.
    • UL 444 Communications cables
    • UL 854 Power cables for wet/cool environments
    • UL 1072 Medium-voltage power cables
    • UL 4703 Photovoltaic wire for solar panels
    • UL 2237 / UL 2238 Industrial cable

• CB Scheme (international certification)
• IEC standards (global electrical standards)

• Understanding and ability to articulate the CSA Group value proposition for and knowledge of a wide range of wire and cable types including but not limited to:
  • Medium Voltage Cables
  • Appliance Wiring Material (AWM)
  • Armoured Cable
  • Building Wire
  • Communication Cables
  • Flexible Cords
  • Machine Tool Wire (MTW)
  • Optical Fiber Cables
  • Thermoplastic Wires
  • Thermoset Wires
• Understanding of Salesforce and Workday a plus.
• Knowledge of the safety certification industry.
• Computer proficiency in Word Excel PowerPoint (Microsoft Outlook and Salesforce CRM application) and database applications.
• Excellent verbal and written English communication skills.
• Excellent phone and customer service skills.
• Detail oriented and able to handle multiple tasks.
• Able to maintain positive contacts within all levels of the organization to exchange explain and interpret information or ideas and follow-up on client requests.
• Proven ability to consistently meet or exceed sales goals.
• Ability to prepare cost proposals promptly to meet customers needs.
• Strong organization and time management skills.

Ability to draft and deliver sales presentations

This position requires regular attendance and punctuality in accordance with Company policies. Additionally the ability to interact well with other employees and work overtime as necessary is required.

CSA Group is an Equal Opportunity Employer and is committed to diversity equity and inclusion. We prohibit discrimination and harassment of any kind based on any grounds stipulated by applicable laws. We are an organization where opportunities are based on skills and abilities and differences are respected and valued. Please contact us at if you require accommodation in the interview process.