Key Account Manager - Sani Professional - Chicago, IL

Driven by a commitment to research, quality and service, PDI provides innovative products, educational resources, training and support to prevent infection transmission and promote health and wellness. Encompassing three areas, our Healthcare, Sani Professional and Contract manufacturing divisions, we develop, manufacture and distribute leading edge products for North America and the world. We have several locations across the US and are looking for new Associates to join our team!

POSITION PURPOSE

The purpose of the Key Account Manager (KAM) is to build market share of Sani Professional products within the foodservice channel. This will be accomplished through product presentations and demonstrations, which leads to closed sales to target customers within the territory. This position acts as a direct voice to our customers and will build our business through the offering of Food Safety solutions.

*The KAM will cover the IL, IN, MI and WI territory*

ESSENTIAL FUNCTIONS AND BASIC DUTIES

Regarding End-User/Operator Development & Management (70%):

• Build and maintain relationships with top operators in market
• Focus on strengthening line by expanding assortment at key locations
• Develop, maintain and expand relationships with key purchase influencers (e.g., food safety, marketing) as well as economic buyers (e.g., purchasing, operations)
• Reports regularly on sales activities and opportunities and reviews progress against forecast and budget with National Account Manager
• Maintains sales activity files on all current and potential customers; Maintains pertinent documents. Maintains a complete inventory of samples of all products sold by the Company and provides those samples on an as needed basis to operator and distributor customers.
• Performs such other duties as assigned.

Regarding Distributor Development & Management (15%):

• Build and maintain relationships with key distributor management
• Negotiate marketing plans, conduct business reviews
• Resolve key distributor problems, including deduction reconciliation, leveraging inside teammates as necessary.
• Reports regularly on sales activities and opportunities and reviews progress against forecast and budget with National Account Manager
• Conducts distributor sales meetings to ensure Sani Professional's full product line is properly presented and sold.

Regarding Administrative Duties (10%):

• Plans and operates within established corporate guidelines to maintain expenditures within budget allocations. Acts judiciously in the use of company assets and resource
  Organization Analysis
• Review/analyze sales and trade spends reports (self, customers, etc.)
• Documents sales activities in a timely manner. Maintains profiles of all current and prospective customers and maintains pertinent documents such as proposals, supply agreements and memos regarding status meetings with distributors, brokers and key end users.

Miscellaneous (5%):

• Up to 50% travel as needed.
• Discipline to work out of a home office
• Adherence to corporate policies as required

PERFORMANCE MEASUREMENTS:

• Regional Top Line Sales Revenue vs. Budget
• Operator account development vs. Objectives
• Distributor growth vs. Objectives

EDUCATION / CERTIFICATION:

4-year college degree is preferred

REQUIRED KNOWLEDGE:

Must have in depth knowledge of the foodservice industry including operator segments and distributors. Must have solid understanding of the sales cycle and sales techniques. Must be proficient in Microsoft Office.

EXPERIENCE PREFERRED:

Minimum of 3 years of verifiable sales results in the foodservice industry working for leading Companies i.e. Pactiv, Hutahmaki, SCA, Eco Lab, etc. Must have current relationships with Key operator and distributor customers within assigned Region.

SKILLS / ABILITIES:

Must demonstrate strong written and oral communication skills along with strong negotiating skills, be a self- starter capable of working independently, as well as part of a team. Must take pride in results and accountability for performance.

SALARY RANGE

• $75,000 - $85,000 annually