Key Account Manager - Sani Professional - Northern California

PDI; San Francisco (CA); On-site; USD 105,000 - 115,000; Full time

Benefits offered by this job

Medical coverage

Health Savings Account (HSA)

Dental insurance

Vision insurance

401(k) with match & profit sharing

Life & AD&D insurance

FSAs

Disability (short & long-term)

Employee Assistance Program (EAP)

Health advocacy

Job summary

PDI is seeking a Key Account Manager to expand Sani Professional product market share in the foodservice channel, targeting operators and distributors in Northern California. You will present, demonstrate, and sell solutions while building relationships with key buyers and influencers.

The role requires a 4-year college degree preference, 3+ years of sales experience in foodservice, and strong Microsoft Office skills.

Qualifications

• Must have in depth knowledge of the foodservice industry including operator segments and distributors.
• Solid understanding of the sales cycle and sales techniques.
• Proficiency in Microsoft Office.

Responsibilities

• Develop, maintain and expand relationships with top operators and key purchasers.
• Report on sales activities and opportunities and review forecasts and budgets with National Account Manager.
• Coordinate with distributors, negotiate marketing plans, and conduct business reviews.
• Travel up to 50% and operate from a home office setup.
• Maintain comprehensive records of customers, proposals and supply agreements.

Skills

Sales leadership

Foodservice knowledge

Negotiation

Communication

MS Office

Education

4-year college degree preferred

Tools

Microsoft Office

Job description

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 Northern California area*

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

• $105,000 - $115,000 annually

BENEFITS

PDI is pleased to offer comprehensive and affordable benefits for our associates, which includes:

• Medical, behavioral & prescription drug coverage
• Health Savings Account (HSA)
• Dental
• Vision
• 401(k) savings plan with company match and profit sharing
• Basic and supplemental Life and AD&D insurance
• Flexible Spending Accounts (FSAs)
• Short & long-term disability
• Employee Assistance Program (EAP)
• Health Advocacy Program

PDI also offers many voluntary benefits such as: Legal services, critical illness, hospital indemnity, accident coverage, ID theft and fraud protection, pet insurance and employee discounts.

At PDI, we are also committed to helping our associates maintain a healthy and sustainable work/life balance and are proud to provide associates with paid time off programs including: sick & safe leave, vacation, company & floating holidays, paid parental leave, and depending on the position we also offer summer hours and flex place/flex time options.

Additional benefits for Sales Associates: All of our sales professionals are eligible to participate in a monthly car allowance, mileage reimbursement, company issued phone and laptop.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

This employer is required to notify all applicants of their rights pursuant to federal employment laws.

For further information, please review the Know Your Rights notice from the Department of Labor.