The Key Account Executive (KAE) primary responsibility is to build, develop and generate new business revenue for Forney in assigned key accounts. The KAE will be accountable to build and develop the Forney business, consistent with Forney’s strategic priorities and objectives which are compatible with our customer’s goals. He/she will be assigned to one or more specific regional warehouse customers, being the primary contact for sales with these assigned customers. The KAE will insure Forney’s programs are implemented, aligned with Forney’s strategies, and annual growth is on-track to plan.
Essential Duties and Responsibilities:
Manage Forney product lines within the assigned account(s) consistent with our strategic priorities and objectives, while remaining compatible with our customers’ goals and meeting the needs of the markets they serve.
Assist DWS to negotiate favorable, sustainable contract terms for Forney at multiple account levels.
Properly document, communicate, execute, and maintain the agreed terms in account contracts.
Efficiently manages assigned accounts to attain Forney desired results.
Handles selling activities with all levels of decision-making including final decision-maker, influencers, recommenders and evaluators (buyer-down).
Promotes and insures company initiatives, new items, promotions and branding strategies are executed
Detailed understanding of key account strategies, objectives, and tactics.
Develop sales plans and strategies insuring consistent revenue growth and expansion of Forney’s products and services within warehouse and national accounts.
Perform quarterly business reviews including results versus plan (revenue, growth, inventory turns) and map of next quarter promotional and merchandising activities.
Maintains, updates and communicates one page annual account plan document
Responsible for revenue growth and expense management within assigned accounts.
Executes initiatives to grow existing account business.
Develops detailed strategies and objectives to achieve Forney revenue goals at key accounts.
Accurately forecast new product sales for assigned accounts and meet account penetration goals for those programs.
To work cross-functionally within Forney to achieve assigned account objectives.
Show & event coordination and attendance.
Develop and maintain effective business relationships with key decision makers, influencers and recommenders.
Maintain a detailed knowledge of company policies, procedures, and services.
Assist the Director in establishing revenue goals by account.
Assist the Director in providing competitive analysis information for new and existing programs.
Submits daily, weekly, and period reports on a timely basis.
Communicates daily sales activities via submission of call reports.
Submits travel expense reports on a weekly basis.
Perform all other duties as assigned or required.
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.
The requirements listed above are representative of the knowledge, skills, and/or ability required.
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Bachelor’s Degree in Business and at minimum five (5) years related work experience or six (6) years actual work experience without degree. Possess a track record of success at multiple levels within a sales team. Experience as a sales trainer / recruiter a plus.
Language & Skill requirements:
Strong organizational skills.
Working knowledge of Microsoft Office Suite.
Handle selling activities at the key decision maker level in key accounts.
Strong communication skills both written and verbal.
Ability to create and effectively present information to customers, top management and other key decision makers.
Ability to work with mathematical concepts such as probability and statistical inference. Ability to apply concepts such as fractions, percentages, ratios and proportions to practical situations
General work environment
Overnight travel required – 30% to 50% of time depending on the assigned locations and KAE home office location.
Use of personal vehicle required for travel.
Must possess a valid driver’s license and a clean driving record that meets Forney guidelines.
Must be able to sit/drive for several hours at a time.
Physically able to lift up to 50lbs on a regular basis.
Key Performance Indicators
Meets account revenue, assortment, and penetration objectives
Meets Forecasting/Achievement Levels
ROI on promotional events/show for assigned accounts (Scorecard, Investment)
Please send your cover letter and resume to email@example.com
Forney Industries is one of America’s longest operating family-owned welding and metal working product companies. Headquartered in Fort Collins, Colorado, the company was founded in 1932 and introduced the first publicly available arc welder in the 1940’s. Today, it offers more than 5,000 products for the automotive, hardware, farm and ranch, and do-it-yourself markets. Forney delivers products to... all 50 states though its extensive customer network. Forney is committed to providing the best product mix and most personal support services possible.
Forney Industries is seeking a motivated, professional to be a Key Account Executive. Looking for someone who deals with Consumer Retail.
Forney Industries offers base salary, potential bonus, and employee benefits including 401K and Profit Sharing, Medical, Dental, Vision, Life Insurance, Flexible Spending Accounts as well as other optional plans.