Key Account Executive

Location: Green Lane, PA
Date Posted: 07-23-2018
Position Title: Key Account Executive
Full-time
Green Lane, PA
To apply: careers@mccloskeypartners.com / call: 215-716-3035  x 705

 
Position Overview 
Responsible for assessing client needs and objectives, developing account plans, managing day-to-day needs and upselling
of services for existing clients.
  • Coordinate with various departments to ensure high level operational issues are resolved completely and in a timely manner.
  • Escalate complex issues appropriately to maintain superior customer satisfaction.
  • Proactively prepare strategies to prevent recurring issues from impacting customer retention.
  • Assist in maintaining Procurement Tasks within Project Tracking.
  • Record new projects onto Project Tracking
  • Attend select Existing Client Trade Shows; coordinate all activities with KAE Manager
  • Travel as needed
  • Follow master calendar for Customer clients
  • Assist with tasks when other KAE(s) are out or on assignment
  • Use ARCA – Sales for all tracking of client activity as it relates to new sales.
  • Understand the sales pipeline and impact on Customer; whether new business or renewal opportunities, and the timing of each to
  • ensure the support teams are aware and prepared to execute at the highest level of service.
  • Follow expectations, tasks, benchmarks and priorities for existing client services.
  • Work with CEO and KAE Manager on contract expirations. Contact client, negotiate new deal; determine expectations and
  • build the relationships with the clients.
  • Communicate seamlessly and constructively across departments as well with all external resources to ensure clarity during the
  • entire sales process from RFP through contract completion.
  • Be held responsible for the collection of all data where new up-sell is concerned.
  • Attend all WFFR meetings and upload information into Special Instructions on the Corporate Page
  • Prepare all On-boarding forms sending out information to the respective Customer employees so they are prepared for the call 24-
  • hours in advance.
Daily:
  • Review client pending tickets and work orders.
  • With KAE Manager, review all high, emergency, OPS and SVD priorities daily and work towards completion.
  • Discuss concerns and set priorities with KAE Manager
Weekly:
  • Review regular updates on legislation, world and news reports, about the specific industry the client is in. Find out what the
competition is doing to keep the client informed.
  • Meet with Procurement Team weekly to determine up-to-date status on Existing Client research projects.
  • Meet with KAE Manager weekly to establish clear client priorities as they pertain to day-to-day and Procurement assignments
Monthly:
  • Review call ticket reason report the first Friday of each month for both the customer and the vendor to determine call activity
by location, damages and trends of service.
  • Review 13-month trench on all call ticket reasons
  • Send monthly reports to clients with interesting facts and information on Customer or our services
  • Send to client: white paper and/or education materials
 
Send to client: waste or other legislation information
Semi-Annually or Annually:
  • Provide a Report Card to customer
  • Work with KAE Manager to create annual strategic sales plan to upsell clients
Position Requirements:
  • At least 2-3 years in account management or relationship management
  • Minimum 2 years and ideally 5+ years’ experience leading a diverse team of direct reports
  • Exceptional relationship management and account management skills required; strong negotiating skills and escalation
  • management are critical.
  • Demonstrated ability in ensuring achievement of client objectives and company financial objectives through understanding of
  • client needs.
  • Directing teams to fulfill client objectives.
  • Excellent analytical, problems solving and troubleshooting skills – ability to define problems, collect data, establish facts and
  • draw conclusions.
  • Strong overall business and people skills, including planning, presentation skills and business acumen.
  • Excellent communication skills with the ability to effectively interface with all levels and departments (internal and external) on
  • a formal, informal, written and verbal basis.
  • Experience with the development of key personnel to ensure employee satisfaction, retention
Summary
The Key Account Executive will serve as a primary contact for Customers existing customers. They are responsible for understanding client
needs, delivering targeted advice/solutions, achieving client ROI objectives and maximizing revenue.
The KAE serves as the day-to-day primary point of contact with key client decision-makers, ensuring the development and
implementation of strategies, projects, campaigns, growth opportunities and retention efforts. The KAE team works with all Customer
departments to manage the relationship, ensure expectations and tasks are delivered, negotiate business outcomes, address
escalations and prepare innovative growth and retention strategies.
The KAE is responsible for high levels of client satisfaction, retention and account growth
 
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