Key Account Manager (KAM)


1. The proposition: Temperature Controlled Solutions; optimising The Cold Chain

Exam is at a very exciting stage in its development; the Company is moving away from a product- based proposition and towards a solutions based commercial offering. The Company is profitable and enjoys well-funded plans for future investment and substantial future growth. The business has attracted new talent, from both inside and outside the industry, to join the team of experienced professionals who have brought the business much success to date. This is a great time to join Exam and the successful candidate can look forward to an exciting, rewarding and challenging career. The growth planned for the business points to sustained future professional development.

2. Business values
The company has a progressive and creative ethos and a culture of treating people fairly. It encourages a free and open exchange of information and values team-work. The mission is to always deliver a premium quality experience for the clients, and also the staff working at Exam, through the highest levels of professionalism and integrity. The company places importance on quality, dynamism and innovation in every aspect of its work and technical execution.

3. The role
3.1 Background
The business is very ambitious in seeking to lead the market in terms of solution development and delivery to market but also in terms of how clients are managed. The mission is to add value at he client interface through the deployment of intelligent account management strategies. The Key Account Managers are not there merely to manage the Exam revenues derived from a particular client; the objective is to become Trusted Advisers who will assist the client to optimise their entire Cold Chain.

3.2 Context of the role
The Board of Directors wish to concentrate their focus upon the expansion of the Exam proposition. This wish has created space for an experienced and highly driven "hands on" Key Account Manager who will help drive and direct the commercial dimensions of the business.


3.3 Scope of role

The scope of the role will encompass all aspects of Exam's trading activity with existing and prospective clients; solution scope and specification, pricing, technical, deal pitching, closing, implementation, training and account management. As the Company is building up an office based tele-account management capability, the primary focus of the KAM is new business development (NBD). NBD has two distinct strands; the first is expanding the Exam service and solution revenue from existing clients and the second is securing new revenues from new clients. The role is NOT office based and will run around a 4-week business month (twenty business days). The time allocation based target is spending 4 days per week in the field visiting clients with the remaining day being spent planning and preparing calls and handling all necessary administration.

3.4 Key internal relationships
The importance of internal relationships is key and critical to success in the role. The KAM must quickly establish rapport and constructive working protocols with all members of the Exam team.
The internal relationships will include:

  • The Inside Sales role (tele-account manager/telesales function)
  • The Production Manager based at the factory in Achene
  • The Support Administrator
  • The Head of R&D
  • The Quality Manager and the Head of Admin

 

3.5 Key [reporting] relationships will be
Exam has a flat structure and the relationship requirements reflect this. The Company culture is collegiate and collaborative. The KAM does not presently have any man management responsibility but it has significant internal relationship management responsibility.

3.6 Key responsibilities will include:

  • Delivery of the 2019/20 revenue plan from a revenue and profit perspective and reporting on same.
  • Implementation of Board trading policy/ies.
  • Guarding and promoting the reputation of Exam.
  • Completion of projects and tasks agreed with the line manager (Sales & Marketing Director)
  • Business relationships (internal and external).
  • Demonstrating Best Sales Practice at all times.
  • Planning and preparing a structured cycle of business visits to new and existing customers.
  • Planning, preparation and delivery of major business pursuits.
  • Documentation of sales activity.
  • Construction and maintenance of appropriate shared databases (customers etc).
  • Other responsibilities for the KAM will become apparent.

 

3.7 Accountabilities
The GM will be accountable to the Sales Director for the financial performance of the KAM business portfolio.

  • The delivery of up to date reports as required
  • The management of customer projects to a/ time b/ quality c/ budget
  • The keeping of comprehensive and up top date customer activity records
  • The close monitoring of competitor activity 

 

4. The candidate
NB This post is open to any person entitled to live and work within the European Union.

Qualifications.

  • Must have:
  • Fluent English; written and spoken to native speaker standards.
  • Fluent French; written and spoken to native speaker standards.
  • Fluent German and/or Flemish; written and spoken to native speaker standards.
  • Graduate level academic qualifications
Nice to have:
  • Financial qualifications.
  • Fluent in other language; written and spoken to native speaker standards.

 

4.1 Characteristics

 

  • A robust and resilient individual who is able to quickly assess situations.
  • Ability to make difficult decisions and implement them swiftly whilst engaging with all stakeholders.
  • Commercially astute and socially skilled with a focus on business item-line delivery.
  • Articulate with a clear desire to put quality and the customer experience first.

 

4.2 Skills
Must have:

  • Ability to maintain a consistent stance.
  • Uses evidence based and numbers backed argument.
  • Comfortable with all of the IT packages that go with such a role.
  • Communication and presentation skills.
  • Robust negotiation skills.
  • Demonstrable ability to plan projects and execute plans on time and to budget.
  • Ability to creatively construct solutions to client issues

 

Nice to have:

  • Web and digital media skills.

 

Experience
Must have:

  • Minimum of five to ten years experience with a known name or brand where the focus has been customer service, profit management and the driving of incremental revenue generation.
  • Probably from the Pharma, Packaging or Logistics Sector
  • Track record of success
  • Demonstrable experience of P&L management (and BOTH revenue AND profit improvement).

 

Nice to have:

  • Developed financial skills
5. Key early tasks
  • Learn the Exam business model
  • Clearly understand the present delivery mechanisms
  • Swiftly establish a positive in-customer presence


6. The recruitment process
Initial interviews with Exam directors either face to face to by phone/skype.
(All second interview candidates will be asked to prepare a short presentation "First 90 days").
NB. All candidates must clearly demonstrate high levels of thorough research and preparation

7. Package detail
To be finalised and subject to experience and skill set.

Base salary c.€60k+ with a meaningful performance related bonus.

Applications via email to alexander.keeling@exampackaging.com