Key Account Manager

Key Account ManagerStatus: Exempt (salaried)Department: SalesPosition SummaryThis role is responsible for working with the sales team regarding pricing, proposals, business case analysis, processing purchase orders and various other administrative tasks for our largest customers and pedestal accounts. The Key Account Manager role is a pivotal position within our organization, responsible for cultivating and maintaining strong relationships with our key clients. As a primary liaison between our company and these strategic accounts, the Key Account Manager plays a critical role in understanding client needs, addressing concerns, and driving business growth.This position requires a dynamic professional with a strategic mindset, exceptional interpersonal skills, and a keen ability to identify and capitalize on revenue opportunities. The Key Account Manager will collaborate closely with internal teams to ensure alignment with client objectives, contribute to account strategy development, and deliver exceptional customer experiences.The successful candidate will be adept at analyzing market trends, leveraging industry insights, and translating them into tailored solutions that meet client requirements. The Key Account Manager will excel in communication, negotiation, and problem-solving, ensuring the sustained satisfaction of our key clients while fostering revenue expansion.This role offers an exciting opportunity to be at the forefront of client interaction, business strategy, and growth initiatives. The Key Account Manager will contribute significantly to the overall success of our organization by nurturing valuable client partnerships and driving business development in a competitive market landscape.The Key Account Manager will provide value added services for our field sales team. This role requires the ability to address a multitude of analytical and administrative support needs promptly and professionally while also requiring effective communication with other departments and customer contacts to achieve business goals. Critical thinking and problem-solving skills are essential to success in this role.Core Duties and ResponsibilitiesServe as the primary point of contact for designated key accounts.Develop a deep understanding of each client's business, industry, goals, and challenges.Develop and implement comprehensive account strategies to achieve business objectives and drive revenue growth.Collaborate with internal teams to align resources and efforts to support account plans.Identify and pursue upsell and cross-sell opportunities within key accounts.Work closely with the sales team to convert leads and prospects into key accounts.Anticipate and address client concerns, issues, or dissatisfaction promptly and effectively.Collaborate with internal teams to develop solutions that align with client needs.Negotiate and finalize contract renewals, ensuring favorable terms for both parties.Ensure compliance with contractual agreements and service level commitments.Analyze data to identify trends, opportunities, and areas for improvement.Communicate clearly and effectively with both clients and internal teams.Provide regular updates to clients on relevant industry trends, product enhancements, and company news.Stay informed about industry trends, competitive landscape, and market changes.Share insights with internal teams to refine products and services.Assist the sales team, with administrative requirements to help facilitate achievement of company and customer goals.Provide sales team with support for business case analysis and help prepare presentations that clearly demonstrate the value proposition and commercial structure.Prepare reports & recommendations for customers and internal business leaders outlining progress towards department goals and other related reporting as required.Advise sales rep team related to pricing; maintain documentation related to all standard and non-standard pricing scenarios.Has the autonomy to develop and structure price quotes for sales team and customers within predetermined parameters without higher approval.Review and process purchase orders while ensuring that appropriate terms, conditions & pricing are included as applicable.Maintains a positive relationship with the customer and can hold a purchase order if there are visible issues.Produce final sales proposals through a partnership with designated sales and product management team members.Process sale orders forms and work with operations team to ensure delivery dates and customer expectations are met.Maintain comprehensive and accurate department documentation at all times.Provide expertise to assist in the development of project schedules and budgetary parameters.Communicate regularly with internal project team members and end-customers in order to clarify project expectations and meet commitments.Always represent Plug Power in a professional manner.Perform all other duties as assigned.Willingness to travel as required.Education and ExperienceStrong track record of managing and growing key accounts.Bachelor’s degree in business administration, marketing, or related field is preferred, will also accept an associate degree required in business, marketing, communications or other related field of study with an additional 2 years of relevant work experience.A minimum of Three (3) years relevant work experience in sales, sales operations, marketing, or a related field.Computer and software systems skills as applicable to position including but not limited to: Word, PowerPoint, Excel (intermediate or advanced level required), Outlook and Salesforce.com (highly preferred).Excellent communication, negotiation, and interpersonal skills.Strategic thinker with the ability to solve complex problems.Ability to work collaboratively in a fast-paced, cross-functional environment.Strong analytical skills with the ability to derive insights from data.