Key Account Manager III

OVERALL OBJECTIVE AND PURPOSE

The Key Account Manager is responsible for all aspects of managing effective relationships, strategic planning, excellence in execution and achieving sales growth with assigned Key Accounts. 

PRINCIPLE DUTIES AND RESPONSIBILITIES

• Serve as the primary point of contact to manage all aspects of the relationship professionally at the Key Account corporate level, with field management and across multiple departments
• Instrumental in the development and execution of strategic planning, including identification of annual and quarterly objectives, to maximize sales and achieve established goals
• Based on business plan pillars, identify opportunities and secure agreement for execution to maximize sales
• Prepare effective and compelling professional proposals, presentations, and reports 
• Communicate regularly with contacts via phone, email, virtual and in-person meetings
• Provide prompt follow up both internally and externally on all objectives, projects, and progress 
• Collaborate with Director of Key Accounts, Analysts and Marketing Team to develop and execute highly effective account specific promotions including point of sale collateral and social/digital partnerships
• Responsible for the sell-in and notification of all Sales and Marketing programs to assigned Key Accounts
• Dedicate time in the market with internal Sales Team and external customers 
• Plan and measure sales strategy results and identify trends with the Analytic Team 
• Establish and manage budgets for assigned Key Accounts
• Act as liaison in the exchange of information on Lottery policies and procedures, including resolution of issues
• Coordination and completion of all new and existing account licensing process and forms for assigned Key Accounts
• Provide and/or direct retailer training needs  
• Attend industry related workshops, trade shows, local business association meetings and seminars 
• Perform additional duties and responsibilities as assigned 

EDUCATION AND EXPERIENCE

Minimum Education

• Bachelor’s Degree in business, sales/marketing or related field or equivalent experience    

Years Experience

• 3 – 5 years of related sales experience, account management, business recruitment

SKILLS

• Results-oriented account management/sales experience preferably selling to regional and/or national chains with emphasis on retail (Convenience Store, Big Box, Grocery, Drug) 
• Proven ability to plan, execute and coordinate sales growth initiatives with keen analytical skills
• Outstanding consultative selling skills 
• Experienced at presenting and negotiating with Category Managers and key decision makers with a focus on capturing the customer requirements and providing solutions based on the mutual needs of the business
• Track record of demonstrable sales growth and goal attainment
• Exceptional organizational skill with the aptitude to manage multiple account management projects at a time, while maintaining sharp attention to detail with effective follow-up
• Strong sense of urgency in a fast-paced setting with the ability to prioritize workload 
• Commitment to working in a collaborative environment to maintain positive relationships with assigned accounts, colleagues, and company
• Ability to perform tasks with accuracy and efficiency
• Excellent communication (written, verbal, active listening) and interpersonal skills with a talent for building and leveraging relationships in all levels of an organization
• Proficient with Microsoft Office Suite, including Power Point, Excel, Word, Outlook, and Teams
• Results oriented with a high degree of personal initiative and leadership skills 
• Strong understanding of Indiana market conditions and the effects on Indiana Lottery Key Accounts 
• Adept at identifying potential business expansion opportunities 
• Ability to train retailer partners on aspects of the business

Geographic Requirements

• Must reside or commute to the Indianapolis area

Reports to

• Director of Key Accounts

Keys to Success

• Building collaborative relationships
• Decision making
• Drive results
• Foster innovation
• Personal energy
• Self-leadership