Key Account Manager

As a Key Account Manager at Southerns Broadstock Interiors, you will play a crucial role in building and maintaining strong relationships with allocated customers and new customers. Your primary responsibility is to ensure customer satisfaction, drive revenue growth through Key account, A Account and Target account sales, and contribute to the overall success of the business. You’ll take a strategic and hands-on approach to managing assigned accounts, identifying new business opportunities, and achieving sales specific objectives. You will oversee the end-to-end sales process and work closely with other roles within the Sales function for effective account management.

Role Specification:

• Build and maintain strong relationships with key decision-makers.
• Conduct on-site and off-site customer meetings, both in person and virtually, and lead negotiations of contracts and agreements to ensure favourable terms for both the customer and the company.
• Gather accurate information to create project/design briefs from customers.
• Specify suitable products based on customer brief and budget whilst utilising GleanQuote.
• Verify the accuracy of proposals produced via GleanQuote whether produced independently or by the Sales Support team before they are presented to the customer or the procurement team in line with company standards.
• Maintain margin levels in accordance with business objectives.
• Coordinate responses to ad hoc inquiries from Key accounts, A accounts, and Target accounts, collaborating with internal teams as needed to ensure timely and accurate responses.
• Take responsibility for obtaining Mandatory Pre-Order information from customers of your allocated Key and A accounts.
• Develop and implement revenue growth strategies, including upsell and cross-sell tactics within existing accounts, while also ensuring retention and identifying new opportunities aligned with business goals.
• Generate appropriate key account plans and organisational charts for assigned accounts, ensuring alignment with account types and the necessary KPIs.
• Create regular reports for management review, including accurate forecasting and highlighting account performance, achievements, and areas that warrant improvement.
• Follow up marketing opportunities and work closely with the marketing team to maximise growth potential.
• Liaise with Design and Tender team to produce market-leading responses.
• Collaborate closely with internal teams to ensure seamless project execution that meets customer expectations.
• Update and maintain HubSpot CRM system to required standards for all proposals produced.
• Manage and maintain additional systems as and when required such as Concept.
• Promote our Aftercare department and assist with verifying the accuracy of issues to address and resolve all customer concerns while maintaining positive and professional relationships.
• Stay updated on industry trends, competitors, and market changes while attending trade shows, networking events, and team training days. Ensure product knowledge is current and plans are in place for ongoing refreshment.
• Create an annual business plan in line with target aspirations.
• Take ultimate responsibility for assigned accounts.
• Provide support and mentorship to the Sales Support Team.

Person Specification:

• Enthusiastic and energetic candidate with a positive, customer-first mindset.
• Proven experience as an Account Manager in the furniture industry or a related field, proficient in the concept and execution of Strategic solution selling.
• Experience managing key accounts in the higher education and government sectors is preferred but not essential.
• Strong sales and negotiation skills, with a track record of achieving and exceeding revenue targets.
• Excellent communication and interpersonal skills, both with customers and internal teams.
• Ability to think strategically and contribute to the development of long-term business plans.
• Strong problem-solving abilities, with a proactive approach to addressing challenges.
• Ability to adapt to changing business environments and priorities.
• Exceptional organisational skills, with the ability to manage multiple tasks and projects simultaneously.
• Excellent presentation skills and the ability to conduct product demonstrations.
• Ability to work independently and as part of a team.
• Computer literate, including proficiency in Microsoft Office and CRM software.
• Ability to regularly travel in line with business and customer requirements.