Key Account Manager

Responsibilities

The Key Account Manager serves as the strategic lead for designated accounts, focusing on driving revenue growth, profitability, and long-term business objectives. They are responsible for identifying new business opportunities, conducting quarterly business reviews, and collaborating across internal teams to deliver innovative customer solutions.

Requirements

Candidates must possess a bachelor's degree in business, marketing, or a related field and have over 10 years of experience in key account management. A proven track record of meeting sales targets and strong communication, negotiation, and analytical skills are required.

Skills

• Strategic account management
• Business development
• Sales forecasting
• Relationship management
• Negotiation
• Communication
• Presentation skills
• Analytical capabilities
• Problem-solving
• Conflict resolution
• Strategic planning
• Pipeline management
• Performance analytics
• Cross-functional collaboration
• Market analysis

About this role

Our Company

Lancer Worldwide, a Hoshizaki Company, is an award-winning global leader in
beverage dispensing. Through innovation and a commitment to dedication in
action, we create products that benefit our customers worldwide, and give them a
distinct advantage in the marketplace. We offer our teammates the opportunity to
grow personally and professionally, to contribute to the success of a dynamic
organization, and to serve others in a manner that exceeds their expectations.
We welcome talented, passionate, and highly motivated individuals to join our
team.

Fully Remote (Home-Based); Candidates Residing in Texas or Georgia Preferred.

Summary/Objective 

The Key Account Manager is a senior sales professional responsible for leading
and growing Lancer's relationship with a designated key account. In this role,
the primary responsibility is to serve as the strategic account leader, ensuring
the achievement of sales, profitability, and long-term business objectives.
Additionally, the Key Account Manager is responsible for identifying new
business opportunities, developing relationships with key stakeholders, and
implementing strategies that drive revenue growth and increase market share.

The successful candidate will possess exceptional communication, relationship
management, and negotiation skills, along with a strong understanding of
strategic account management and business development. This individual must be
capable of anticipating customer needs, delivering innovative solutions, and
collaborating across the organization to create sustainable value.

Key Performance Indicators

* Grow assigned account revenue by 10% year-over-year while maintaining a
minimum 30% gross margin.
* Develop and maintain a qualified opportunity pipeline equal to 3x annual
sales target.
* Conduct quarterly business reviews with strategic customers
* Achieve 100% retention of designated key accounts

Essential Functions 

* Serve as the primary business contact and strategic partner for assigned key
accounts, building and maintaining strong relationships with customer
decision-makers.
* Develop and execute annual account plans that support revenue growth,
profitability, and long-term customer retention.
* Achieve sales, gross margin, and operating profit objectives for assigned
accounts through effective account management and growth strategies.
* Identify, qualify, and secure new business opportunities within existing
accounts while pursuing incremental market share growth.
* Conduct regular business reviews with customers to evaluate performance,
align priorities, and identify future opportunities.
* Collaborate with cross-functional teams including marketing, engineering,
operations, customer service, and finance to deliver customer solutions and
resolve issues.
* Forecast sales activity, monitor account performance, and maintain accurate
opportunity pipelines to support business planning.
* Analyze market trends, competitive activity, and customer insights to
identify opportunities and recommend strategic actions.
* Track and report key account metrics, including sales performance,
profitability, customer satisfaction, and growth initiatives.
* Proactively address customer concerns and coordinate internal resources to
ensure timely resolution of issues and a high level of customer satisfaction.
* Support new product introductions, promotional programs, and strategic
initiatives that enhance customer value and strengthen competitive
positioning.

Knowledge, Skills & Abilities 

* Proven track record of developing and executing strategic business plans that
deliver measurable growth and sustainable results.
* Strategic and forward-thinking leadership capabilities that drive business
growth, innovation, and long-term value creation.
* Ability to lead, influence, and collaborate effectively across
cross-functional teams, fostering a culture of accountability, teamwork, and
alignment while creating synergy across the global Lancer organization.
* Results-driven, innovative, and entrepreneurial mindset with a focus on
continuous improvement and business expansion.
* Exceptional planning, organizational, and negotiation skills, with the
ability to manage multiple priorities and achieve desired outcomes.
* Excellent verbal, written, and presentation skills, with the ability to
communicate effectively at all levels of customer and organizational
leadership.
* Strong analytical capabilities, including sales reporting, forecasting,
pipeline management, business insights, and performance analytics.
* Outstanding problem-solving and conflict-resolution skills, with the ability
to navigate complex customer situations, de-escalate issues, and deliver
effective solutions.
* Detail-oriented and disciplined approach to managing complex portfolios and
processes

Education & Experience 

* Bachelor’s degree in business, marketing, or a related field
* 10+ years of Key Account Management
* Proven track record of meeting sales targets
* Excellent communication, negotiation, and interpersonal skills
* Proficient in Microsoft Office Suite and other relevant software

Work Environment

This job operates in a combination of factory and professional office
environments. This role routinely uses standard office equipment such as
computers, phones, photocopiers, filing cabinets. While performing the duties of
this job, the employee is occasionally exposed to moving mechanical parts, fumes
or airborne particles, toxic or caustic chemicals and vibration. The employee is
exposed to outside weather conditions at the manufacturing site. The noise level
in the work environment is usually moderate.

Physical Demands

The physical demands described here are representative of those that must be met
by an employee to successfully perform the essential functions of this job.
While performing the duties of this job,...

About Hoshizaki America

Industrial Machinery Manufacturing · 501-1,000 employees · headquartered in Peachtree City, Georgia · founded 1981