Key Accounts Manager - ABC
TASKS AND RESPONSIBILITIES
Develops annual sales-volume and gross-profit plans by implementing marketing strategies and analyzing market trends and results.
Establishes sales objectives by forecasting and developing annual quotas for assigned regions and territories, including projected sales volumes and profits for existing and new products.
Implements sales programs by developing and executing effective field-sales action plans.
Maintains the required sales volume, product mix, and pricing by monitoring supply and demand, market trends, economic indicators, and competitor activities.
Establishes and adjusts selling prices by reviewing price lists, competitor pricing, market demand, and product availability.
Ensures the completion of sales operational requirements by scheduling and assigning responsibilities and following up on work results.
Builds and maintains an effective sales team by participating in the recruitment, selection, onboarding, and training of employees.
Maintains team performance by coaching employees, addressing performance or disciplinary matters, setting objectives, monitoring progress, and conducting performance appraisals.
Maintains professional and technical knowledge by attending workshops, reviewing relevant publications, developing professional networks, and participating in professional associations.
Contributes to overall team performance by completing other related duties and achieving required business results.
QUALIFICATIONS
Bachelor’s degree in Business Administration, Marketing, Engineering, or a related field.
Minimum of 7–10 years of sales experience, preferably within the construction chemicals or building materials industry.
At least 3–5 years of experience in a sales management or supervisory position.
Proven experience in preparing sales forecasts, annual budgets, sales quotas, and gross-profit plans.
Strong knowledge of territory management, market analysis, competitor monitoring, pricing, and product positioning.
Demonstrated success in achieving sales targets, increasing market share, and developing new business opportunities.
Strong commercial and financial awareness, including pricing, profit margins, profitability, and credit management.
Proven ability to recruit, train, lead, motivate, coach, and evaluate sales teams.
Excellent negotiation, communication, presentation, customer relationship management, and problem-solving skills.
Proficiency in CRM systems, Microsoft Office applications, and sales-reporting tools.
Fluency in English and the local language, both written and spoken.
Willingness and ability to travel regularly within the assigned area.