Job Purpose:
Job Purpose:

The primary role of the Key Account Manager (KAM) is to own and drive long-term profitable growth, and to achieve budgeted sales and profits with their respective customer(s). The KAM will be responsible for understanding the account(s) and building the business through fact-based knowledge by positioning our products and promotions to maximize their sales.  

Job Duties:

The KAM will lead the relationship effort and will foster contacts and relationships with our customers and within functional areas of our company. Develop a vision and account strategy for long-term profitable growth, consistent with the long-range plans and strategy of the business. Use SWF process to execute strategies.  Utilizing data is a key function of this role; leveraging information system, and metric around financial, brand, and shopper trends to support and drive SWF market share, sales and profits.

Utilize leading edge data, information systems, and metrics around financial, brand, and shopper trends to support/drive maximizing market share, sales, and profits with key target customers. Build customer relationships at multiple levels and facilitate connectivity in other functional areas including Product, Marketing, Supply Chain, Customer Service, Field Support, and Operations. Deliver results while maintaining the highest level of integrity.

Evaluate needs and demands of the customer and, develop a business case for opportunities to profitably grow the business

• Develop a complete and extensive knowledge of: account’s share by product line, share shifts by competitors, current assortments in detail, pricing and competitive pricing
• The KAM will develop recommendations to growth the business (i.e., new product launches, promotional opportunities, mix/assortment improvements, competitive price position, brand, etc.) based on a fact-based extensive knowledge of the customer
• Work with internal resources including, the Product Management team, Finance and Retail Operations to validate and plan growth opportunities. Lead preparations of internal and external presentations to solidify opportunities
• Work with account coordinators, to maintain plan-o-grams and in-store merchandising

Lead direction with Customer and Internal Team Member(s)

• Conduct weekly team meetings with internal project team support to manage expectations
• Work with Sales leadership to ensure priorities are aligned, and resources are scoped to help deliver on key performance metrics
• Keep up to date team key performance indicators (KPIs) and hold team accountable for results
• Develop the team to continuously improve productivity and results
• Track/Monitor results against Sales goals and LY on a weekly/monthly/quarterly basis

Be accountable for achieving budgeted sales of assigned accounts

• Participate and lead cross-functional teams to accomplish sales and profit objectives
• Responsible for the timely development of the account detailed sales budget. Monitoring, measuring progress against the budget and altering plans, strategies, etc. to ensure achievement of the sales budget
• Identify, evaluate, plan and champion ongoing account support initiatives to drive sales; this may include but is not limited to product costs, omnichannel marketing, field support, etc.
• Help negotiate contracts and promotional programs to drive sales
• Continuously gather marketplace intelligence, log and share on product performance, customers, competitors, consumers’ attitudes, new opportunities, pricing, promotions, products, etc.
• Responsible for the timely forecasts of the account by product line and brand

Achieve budget profit objectives of the accounts

• Assess competitive price position, assuring we are competitively priced to maximize sales and profitability within account and accounts competitors and consistent with brand positioning
• Manage account program costs, (i.e., advertising, rebates, and slotting allowances, etc.) to a minimum while maximizing sales
• Manage all project and price change timelines
• Business case process, proformas and post-mortems for programs, promotions, etc. to estimate, execute and measure success
• Competitive analysis, market analysis of trends, product, etc.

Education and Experience

• A bachelor’s degree is required, preferably in marketing or business 
• 1 - 4 years of sales experience

Knowledge, Skills, and Abilities

• Interpersonal Relations: Should be outgoing and pleasant, aggressive and persistent, yet tactful. Should be a good listener and able to convey concern, interest and thoughtfulness. Must be proactive and responsive
• Analytical: Should be a fact-based decision maker and have a good analytical, problem-solving approach with ability to analyze customers’ individual needs. Strong understanding of financials
• Selling Skills:  Must have strengths in solution-based selling, utilizing data (POS, Consumer Insights, Industry share data, etc.) to help gain sales and share with account.  Must demonstrate past sales successes, and share examples of these best practices and how they can apply to the window coverings industry
• Conceptual: Must be imaginative and able to curate programs to serve customer’s needs. Should be ingenious in developing ideas to make doing business with SWF convenient and preferable over competition

How We Work to Deliver a Best Experience: Our Culture

• Our Core Value: We do the right thing, always
• Our Seven Cultural Behaviors
• Empowerment - We trust our people.
• Ownership - We take 100% responsibility for our roles actions, and results.
• Leadership - We all lead by example and talk direct with respect (DWR).
• One Team - We are One Springs Team.
• Customer First - We consider our customers' needs before every decision.
• Continuous Innovation - We are constantly learning, innovating, and improving.
• Speed - We define priorities and operate with a sense of urgency and agility.