Finance and Economics Management & Business Others Marketing and PR
3 - 5 Years
Key Account Manager
ROLE OF THE KEY ACCOUNT MANAGER:
Selection and analysis of companies with large account potential
Development and execution of a commercial account plan with respect to a defined and agreed selection of accounts
Development and Management of Fluke relationship and business, direct or through Distribution partners, with selected high potential or strategic customer accounts
Represent Fluke to these customers with the objective to maximize revenue with them and ensure satisfaction.
Systematic expansion of the collaboration with account (account analysis, account plan)
Maintaining relationship for long term maximum yield
Establish and grow relationships with customers within the account from a strategical, tactical and operational point of view.
Description of work required: - Hit or exceed sales targets managing a select number of key accounts in the region, building long term relationships with the aim to secure future years of growth in these accounts with our products - Use a strategic mindset to participate in the planning, coordination and execution of the key account growth business plan - Build up a network of contacts within the account, understanding the relationships and decision-making influences of parties involved in purchase - Carry out face-to-face sales, calls, customer meetings and operate independently under general supervision - Use a CRM system to organise general sales info, i.e. record opportunities, track the progress of leads, report the funnel and map the network of contacts built up over time - Demonstrate our products from a technical perspective to sell their features and benefits in order to solve customer problems and beat the competition - Regularly report against defined objectives to manager/other internal stakeholders, and complete administrative reporting accurately and on time and accurately forecasts revenue - Work closely with various internal departments, taking time to assist, support, follow up and give/get feedback (e.g. Marketing, Product Management, Customer Service) - Maintain a broad knowledge of the product line, attend relevant Trade shows and other significant market events related to the selected key accounts Desirable characteristics: - Experience handling key accounts with a large income and long-term influence (soft skills and networking skills needed) - Previous success selling into large corporate accounts with multiple sites and stake holders - Experience of building long term customer relationships with high stakes accounts Must have previous experience: - Face to face selling - Managing a large funnel - Selling in technical field, i.e. value selling USPs and demonstrating a technical product Full driving license, valid passport, fluency with Microsoft Office, and strong written and spoken English are all essential. Fortive is a diversified industrial growth company comprised of global businesses that are recognized leaders in attractive markets. With more than $6 billion in annual revenues, Fortive’s well-known brands hold leading positions in field instrumentation, transportation, sensing, product realization, automation and specialty, and franchise distribution.
Fortive is headquartered in Everett, Washington and employs a team of more than 24,000 research and development, manufacturing, sales, distribution, service and administrative employees in more than 40 countries around the world. Our team grows by tackling challenges that accelerate progress and further their careers. With a culture rooted in continuous improvement, the core of our company’s operating model is the Fortive Business System. For more information please visit: www.fortive.com .
Fluke Corporation is the world leader in the manufacture, distribution and service of electronic test tools and software. We are a dynamic market leader with sound financial health. Fluke has achieved the number one or number two position in every market in which it competes. The Fluke brand has a reputation for portability, ruggedness, safety, ease of use and rigid standards of quality. A wholly owned subsidiary of Fortive Corporation ( www.fortive.com ), Fluke is a multi-national corporation headquartered in the greater Seattle area. We offer an entrepreneurial environment that is team-centered, customer-driven, quality-focused, and growth-oriented. It is driven by the phenomenally successful Fortive Business System. Working at Fluke gives you access to a robust career development process and challenging, “stretch” opportunities