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.