Key Account Manager

Scope

To create, maintain and maximize business opportunities within the assigned territory and to ensure business growth and margin maximization in line with business strategy.

Key Responsibilities

The responsibilities include but are not limited to:

Brand building /promotion

• Promote and create awareness of Interface brand & products, provide value added features & solutions for our whole product portfolio of carpet tiles, LVT & Rubber flooring.
• Support company's internal and external events and initiatives in market research
• Leverage on Interface’s leadership in sustainability in daily sales work
• Attend industry functions to develop broad market awareness and develop external awareness of Interface through networking at events. Attendance at industry and customer events might be required outside regular office hours.

Customer relationship management

• Maintain and develop relationships with existing and potential customers at all levels of the customer hierarchy, in order to provide support and develop awareness of Interface’s products.
• Sell and influence the sale of Interface products within margin guidelines and monitor sales levels to ensure the maximization of margin opportunity and business mix whilst ensuring billings targets are reached or exceeded.
• Identify & record, monitor and convert project opportunities within the marketplace to maintain and improve market share.
• Identify market and competitor information and feed it back to the business in order to ensure market requirements and competitor developments are incorporated into marketing and NPD plans.
• Conduct regular reviews to better manage key accounts and set objectives. Establishes productive and professional relationships across assigned accounts. Understands the specific needs and opportunity pipeline of the accounts. Identify product and service opportunities.
• Identify key buying influencers within each project and identify their role.

Project management

• Regular update project leads, contacts and account activities through the company’s CRM database, and submit all appropriate reports on a timely basis.
• Meets assigned targets for profitable sales volume with assigned accounts.
• Coordinates activities on projects with Account Managers as required.
• Use effectively and maintain accuracy of information in internal CRM tools and Interface Advance selling process to document status and progress on all selling opportunities.
• Timely and accurate use of the CRM and meet agreed KPI’s.
• Responsible for forecasting

Cross functional support

• Develop, in conjunction with the Regional Sales Manager, a territory business plan to proactively identify and target growth and development opportunities.
• Work closely with internal associates, such as Global Account Team, China & other countries’ counterparts, to better manage global/regional accounts, leveraging on the relationship for maximization of business opportunities.
• Coordinates the involvement of company personnel (e.g. finance, supply chain, custom design, other sales team members) to meet account performance objectives and customer’s expectations
• Work closely within the organization and with the distributor team to support the winning of business.

Cost management

• Apply appropriate strategies to optimize profits and long-term business opportunities for the company in the assigned accounts and market pricing structure for the client.

Job Qualifications

• Business Awareness - Knowledgeable about financial and commercial matters; focuses on costs, profits, markets, new business opportunities and activities which will bring the largest return.
• Relating & Networking – Establishes good relationships with customers & staff, builds wide & effective networks of contacts inside and outside the organization, relates well to people at all levels, manages conflict, uses humor appropriately to enhance relationships with others.
• Learning & Researching - Rapidly learns new tasks and quickly commits information to memory; Gathers comprehensive information and manages knowledge to support decision making; Embraces an organizational learning approach (i.e. learns from successes and failures and seeks staff and customer feedback).
• Entrepreneurial & commercial thinking – Keeps up to date with competitor information and market trends; Identifies business opportunities for the organization; demonstrates financial awareness; Controls costs and thinks in terms of profit, loss and added value.
• Persuading & influencing – Makes a strong personal impression; Gains clear agreement and commitment from others by persuading, convincing and negotiating; Promotes ideas on behalf of self or others; Makes effective use of political processes to influence and persuade others.
• Planning & organizing – Sets clearly defined objectives; plans activities and projects well in advance and takes account of possible changing circumstances; Manages time effectively; Identifies and organizes resources needed to accomplish tasks; Monitors performance against deadlines and milestones.
• Degree holder, major in business/marketing subject an advantage
• Excellent command in written & spoken English.
• Excellent negotiation/communication skills
• At Least 5 years experience selling in a team environment, preferably on specification sales, in flooring, furniture, interior or architectural products.
• Experience of project-based selling, as well as dealing with major projects, end-users and A&D firms. dealing with major projects, end-users and A&D firms.