Key Account ManagerJOB PURPOSE•Responsible for building long-term account relationships, creation of an account plan and on-going business development in Utah.•Responsible for all business development activities.•Perform projects of complex scope. Involved in developing new processes to meet project needs, and for designing projects to suit the financial, operating, legal, regulatory and operating criteria elements of a project.MAIN RESPONSIBILITIESKey Performance Areas•Expands relationships to include as many relevant decision makers and influencers at the targeted accounts.•Creates and manages account plans.•Assembles, leads, and manages internal personnel as required to achieve the account plans and business targets.•Monitors and reports competitor activities and conducting relevant market research that enables the Company to maintain market competitiveness.•Provides input into strategic planning for the continued expansion of business within the Region.•Provides input to Business Line Managers to address product offering.•Develops sales opportunities for the Company's product lines with the assigned accounts.•Assesses customers' total potential with the Company's products. Performs opportunity analysis by customer and site.•Acts as key contact for account and liaises with appropriate personnel to communicate.•Maintains accurate customer records as prescribed by the Company.Business Development Responsibilities•Achieve market growth into Surface Drill market with existing and new customers delivering sustainable profitable growth of both Key Customer Account(s) and mid level accounts and prospects by driving the value selling team effort and the Company's complete surface drill offering.•Be the expert on the customer/ prospect and its needs, developing relationships with key stakeholders, and consider all of the Company's product and service offering, define the Company's potential position with the customer, create/identify opportunities - and set a winning strategy and action plan for the account team to implement to proactively offer valuable solutions that contribute to the customer's success, becoming a go-to-resource that is preferred over the competition.•Be the ambassador of the Company assuring quality communication. Contribute to a clear understanding of, and adherence to Compliance.•Lead the management and building of customer relationships within Surface Mining operations within customer and prospects, leveraging the internal Company team.Other Main Responsibilities•Build a sales opportunity pipeline with the goal of sustainable and profitable customer account business growth.•Create a yearly Business Development Action Plan and implement it•Manage sales opportunities in Salesforce - from scoping to negotiated agreement.•Coordination with all the Company's teams (Account team, Branch Manager, BLM's)•Manage relationships, and communication.•Maintain profitability of account and manage contracts.•Gather customer intelligence, e.g. fleet analysis by mine site; and input to BLMs to address product offering.•Monitor customer satisfaction•Drive Safety of work and promotion of the Company's Safety Culture•Perform other duties as assignedYour profileA Bachelor's Degree in business or engineering, or equivalent demonstrated knowledge / preparation / expertise, along with 5 years Business development or industrial sales experience with demonstrated growth results.Familiarity with mining equipment is highly desirable.Mining experience is required.You have excellent communication (verbal and written) and interpersonal skills, along with a high level of professionalism, honesty, and integrity.COMPETENCIESThe Business Development Manager should also possess:•Account Management experience•Excellent Business Acumen•A wide network of contacts within the industry and relationship management•Ability to work cross functionally with other internal teams•Entrepreneurial Mindset•Strong Accountability•Ability to work cross functionally with other internal teams•Relevant Industry Knowledge
