SUMMARY:

• Job title: Key Account Manager

• Job purpose: Reporting directly to the European Sales Director, the Key Account Manager will be responsible for establishing new and managing existing accounts to maximize sales growth within assigned list of customers or prospects. The person will be expected to contribute to the vision, plans and direction of the companies sales effort.
• Job duties and responsibilities include the following. Other duties may be assigned:
• To meet or exceed the territory sales revenue forecast as established by the Sales Director and Business Unit management.
• To manage “project” activity, including competitive displacement, to recommend pricing levels and establish a sales strategy while following company policies and objective.
• Identifies high probability customer prospects within area of responsibility.
• Develops and maintains successful and professional relationship with customer prospects. Ensures that all customer needs are satisfied and that the company maintains a reputation for customer satisfaction.
• Qualifies and disqualifies opportunities, inquiries, & leads as appropriate.
• Develops accurate information concerning prospect and customer needs, and effectively communicates the information to company decision makers and team members.
• Provides order and customer shipment schedule requirement forecasts and competitive activity, sales strategy, and lost order reports.
• Participates in developing sales proposals and presents proposals as appropriate.
• Negotiates pricing and terms and conditions of sales within predetermined limits.
• Achieves or exceeds order and sales targets.
• Regularly visits customers, clients and prospects.
• Notifies customers of impending product deliveries and negotiates delivery schedules.
• Assists in obtaining customer acceptance of company products.
• Responds to prospects, customers and coworkers in a timely and professional manner.
• Actively participates in all customer support programs including concurrent engineering and development projects.
• To work with the Customer Care Team and Cost Pricing Analysis to facilitate customer needs.
• To build relationships with personnel across their organisation.
• To create an annual forecast for the territory; and to execute business plan elements designed to meet or exceed the annual product and service sales goals, and target account and market objectives.
• To develop and implement strategies for displacement of competition at new and existing targeted accounts with the goal of increased market share and penetration.
• To provide the company with new product and service ideas, market trends, territory market data, sales growth strategies, and competitive intelligence as well as to participate in New Product Development, marketing and sales teams as required.
• To participate in any local trade organisations that will help grow the business in the territory. To audit, attend or participate in trade shows.
• To network with other key (non-competitive) suppliers in the area to understand events in the market or at the distributor that may impact ability to service the territory.
• To coordinate and facilitate the implementation of e-business initiatives with designated channel partners.
• To continually develop personal sales skills via self-development courses, tapes, videos and books.
• Within the organization the person will work closely with other unit field sales management, other business units, , Customer Support Group (CSG), Applications and Product Engineering, Warranty & Repair, Information Systems and Accounting.

• Required qualifications:
• Currently operating in a similar role with a minimum of 5 years’ experience in technical sales (optical components, lasers and similar products in the optics field preferred ) and a 4/5-year degree in one of the following: Engineering, Industrial Technology with specific focus on optics.
• On a personal level the candidate must be self-motivated and will possess excellent planning, organizational and communication skills as well as oral and written formal presentation skills of the highest standard. They will have a proven track record of successful selling skills and of their ability to build up good customer relationships as well as building up a business network in the industry. They will be willing to travel, including 50% overnight stay.
• Ability to read, analyze and interpret general business periodicals, professional journals, and technical procedures. Ability to write reports, business correspondence, and procedure manuals in local language (if appropriate) and in English. Ability to effectively present information and respond to questions from groups of managers, customers and the general public.
• Ability to work with mathematical concepts such as probability and statistical inference, and fundamentals of plane and solid geometry and trigonometry. Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.
• Valid driver's license
• Other skills and abilities:
• Proficient keyboard skills.
• Familiarity with general scientific terms relating to light, optics, and/or lasers
• Ability to direct and motivate personnel to meet business objectives
• Good organizational and project management skills
• Excellent verbal and written communication skills
• Excellent interpersonal skills
• Proficient with Microsoft Windows based software
• Ability to work effectively with others
• Ability to work in a team environment
• Ability to simultaneously handle multiple projects
• Demonstrate strong leadership skills

• Preferred qualifications:
• Master degree in optics and/or Bachelor's degree or diploma in science or engineering

• Working conditions:
• Work from home or office
• Regular travel, including 50% overnight stay. They will be computer literate including Microsoft Office Suite products, Microsoft Outlook and sales force automation programs.