Key Account Manager

INNOTEX®; United States; Remote; USD 75,000 - 100,000; Full time

Benefits offered by this job

Flexible work schedule

Group insurance plan

401K with matching contributions

Competitive salary with bonuses

Paid vacation

Job summary

A leading protective equipment company is seeking a Key Account Manager to drive growth in the first responder market. The role focuses on strategic relationships with distribution partners and requires 5+ years in sales, preferably within PPE. This remote position necessitates significant travel (40%-60%) to engage with key accounts, ensuring customer satisfaction and delivering tailored solutions. A bachelor’s degree in business or marketing is essential, along with strong negotiation and communication skills. Competitive salary and flexible work-life balance are offered.

Qualifications

• 5+ years of experience in sales or account management.
• Experience with fire departments and PPE distributors.
• Technical knowledge of NFPA standards.

Responsibilities

• Develop and execute account strategies to increase revenue.
• Manage relationships with key dealers to ensure customer satisfaction.
• Prepare sales forecasts and performance metrics.

Skills

Sales experience

Account management

Communication skills

Negotiation skills

PPE knowledge

Education

Bachelor’s degree in business or marketing

Tools

CRM systems (e.g., Salesforce)

Microsoft Office Suite

Job description

Position Overview

The Key Account Manager is responsible for driving growth and maintaining long‑term relationships with strategic distribution partners and major end‑user accounts across the first responder market, including fire and EMS. This role focuses on delivering exceptional customer value through strategic account planning, consultative selling, and a deep understanding of the personal protective equipment (PPE) portfolio.

Remote (Must reside within the Southern US territory). This role requires significant travel, approximately 40% to 60% of the time, for customer meetings, events, and distributor support. When not traveling, the employee works from their home office.

What You Will Do

• Develop and execute account strategies to increase market share and revenue within assigned key accounts and territories.
• Manage relationships with key dealers and large municipal or regional departments to build loyalty and ensure customer satisfaction.
• Conduct regular business reviews with key accounts to assess performance, growth opportunities, and forecast future needs.
• Coordinate product demonstrations, training sessions, and joint marketing activities with channel partners.
• Collaborate with internal teams, including Product Management, Marketing, Customer Service, and Technical Support, to deliver tailored solutions for key customers.
• Identify opportunities for upsell or cross‑sell across multiple PPE categories (e.g., turnout gear, gloves, helmets, boots, and station wear).
• Maintain competitive intelligence and market insight to anticipate trends and inform strategic decision‑making.
• Prepare sales forecasts, reports, and performance metrics to support organizational planning and resource allocation.
• Ensure all customer activities align with company pricing policies, margin targets, and service standards.
• Represent the company at trade shows, industry events, and regional meetings to promote brand awareness and strengthen relationships.

What You Need

• Bachelor’s degree in business, marketing, or a related field (or equivalent experience).
• 5+ years of proven sales or account management experience, preferably in PPE, safety equipment, or first responder products.
• Experience working with fire departments, EMS agencies, and PPE distributors.
• Technical knowledge of NFPA standards and compliance considerations.
• Strong understanding of the fire service or emergency response purchasing process and funding mechanisms (e.g., AFG, SAFER grants).
• Excellent communication, negotiation, and presentation skills.
• Proficiency with CRM systems (e.g., Salesforce, Microsoft Dynamics) and Microsoft Office Suite.
• Ability and willingness to travel regionally approximately 40-60% of the time to visit customer sites, distributors, and events.

What You Must Demonstrate

• Account Strategy & Execution: Proven ability to develop and execute comprehensive account plans, drive growth, and manage complex sales cycles with large distributors and end‑users (Fire/EMS). Proven ability to manage complex sales cycles and multi‑stakeholder relationships.
• Deep Market Acumen: Strong understanding of the first responder purchasing process, funding mechanisms (e.g., AFG/SAFER grants), and technical knowledge of relevant standards (e.g., NFPA) to act as a consultative expert.
• Ability to Build Strong, Sustainable Relationships: Capacity to build strong, sustainable, and professional relationships on the ground, focusing on dealer influence and field activities (riding along/meeting FDs), while maintaining high ethical and political standards.
• Organizational Excellence: Ability to manage a high‑volume territory, maintain meticulous records and timely follow‑ups, and effectively utilize CRM systems for opportunity management and accurate forecasting.
• Demonstrated Ability to Design and Implement Value‑Added Solutions: Tailored to dealers’ needs. Ability to work in a cross‑functional environment and drive consensus toward common goals.
• Effectively Interpret: Supply chain trends and industry dynamics to anticipate risks, optimize decisions, and identify opportunities.

What We Offer

• Dedicated and passionate team
• Flexible work schedule and work‑life balance
• Remote position
• Group insurance plan
• 401K with employer’s matching contribution
• Competitive salary with bonus opportunities
• Paid vacation
• Access to an employee assistance program

How to Apply

Send your application to the Human Resources at: [e-mail]