Bachelor's degree in business, sales, marketing, or related field preferred; equivalent experience considered.
Minimum of 5 years in sales, key account management, or similar role.
Experience in managing customer relationships and resolving issues.
Demonstrated ability in supporting account plans and pricing strategies.
Experience in a multi-location or cross-functional environment is preferred.
Responsibilities
Manage assigned Key Accounts, focusing on sales growth and customer retention.
Sell MFCP products and services, while identifying new account opportunities.
Develop strong relationships with key decision makers through regular communication.
Resolve customer issues and coordinate with internal teams for effective support.
Analyze customer needs and account performance to recommend solutions.
Provide guidance to less experienced employees on account processes and expectations.
Prepare and deliver sales presentations and proposals tailored to customer needs.
Benefits
Opportunity for professional growth and development.
Collaborative work environment with cross-functional teams.
Support for continuous improvement of account processes and tools.
Access to training and resources for skill enhancement.
Flexible work arrangements may be available.
Full Job Description
The Key Accounts Sales Representative manages assigned Key Accounts within MFCP and is responsible for supporting sales and profit growth strategies for assigned customers. This role sells MFCP products and services, services existing accounts, develops new account opportunities, resolves customer issues, and coordinates cross-functionally to deliver a consistent customer experience across MFCP locations. The position requires seasoned sales and account management experience, a full understanding of the assigned area of specialization, and the ability to resolve a wide range of customer, pricing, and account-related issues in creative and effective ways.
Salary: $70,000K - $150,000K | DOE
Primary Duties:
Manage assigned Key Accounts, including ownership of sales growth, profit targets, customer retention, and execution of short- and long-range account strategies.
Sell MFCP products and services to assigned customers, service existing accounts, identify new account opportunities, and support growth across customer business units and locations.
Develop and maintain strong relationships with key decision makers and influencers through customer sales calls, business reviews, presentations, and ongoing communication.
Field customer questions, resolve complaints or service issues, and coordinate with internal teams to ensure timely, consistent, and effective customer support.
Analyze customer needs, account activity, pricing, profitability, sales performance, and business trends to determine appropriate solutions and recommendations.
Independently resolve a wide range of account-related issues and escalate broader-impact or highly complex matters to management as appropriate.
Partner with customers, managers, branches, sales teams, Legal, Credit, Finance, and other internal stakeholders to support account growth, customer satisfaction, and profitability.
Provide guidance to less experienced employees on account processes, customer expectations, pricing approach, and sales support needs.
Develop, implement, and maintain Strategic Account Business Development Plans, including account growth initiatives, pricing strategies, opportunity pipelines, and profitability goals.
Prepare and deliver sales presentations, proposals, RFQ responses, and customer-specific business recommendations that support account growth and customer needs.
Manage RFQs for assigned accounts, including developing RFQ strategies that improve win rates, support profitability, and align with customer and business expectations.
Coordinate with Legal and MFCP management on contract terms, conditions, rebates, and other commercial requirements for assigned Key Accounts.
Provide regular communication, guidance, and direction to branches, sales teams, and internal stakeholders regarding Key Account pricing, contract requirements, customer expectations, and service approach.
Monitor customer sales, profit, volume, and activity results against budget; investigate variances; prepare activity and results reports; and recommend corrective actions to improve performance.
Collaborate with Credit and Finance to support customer payment within approved terms and resolve account-related financial issues as needed.
Support the implementation and continuous improvement of Key Account processes, tools, reporting, and quarterly business reviews that improve productivity, consistency, and customer value.
Other Duties
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.
Experience and Education:
Bachelor's degree in business, sales, marketing, industrial distribution, or a related field preferred; equivalent directly related experience may be considered.
Minimum of 5 years of related experience in sales, key account management, strategic account development, industrial distribution, or a similar commercial role.
Experience selling products or services, managing customer relationships, resolving customer issues, and developing new account opportunities.
Experience working in a multi-location or cross-functional environment is preferred.
Performs work with limited day-to-day instruction, handles a wide range of issues independently, and escalates broader-impact or highly complex matters to management.
Skills, Knowledge, and Abilities:
Must be 21 and have a valid driver's license, acceptable driving record, and ability to meet company driving requirements.
Full understanding of sales, key account management, customer relationship development, pricing strategy, contract coordination, and profitability management.
Strong customer service orientation with the ability to build long-term relationships and resolve customer questions, concerns, and complaints professionally.
Strong oral and written communication skills, including the ability to prepare and deliver effective sales presentations, business reviews, proposals, and internal updates.
Persuasive communication and influencing skills with the ability to support alignment between customers and internal stakeholders around account strategies, pricing approach, and service expectations.
Strong business acumen with the ability to evaluate sales, margin, volume, customer trends, and account performance to recommend effective actions.
Strong organization, planning, prioritization, and time management skills, with the ability to manage multiple accounts, projects, RFQs, and deadlines.
Strong problem-solving, deductive reasoning, and decision-making skills, including the ability to evaluate diverse factors, identify solutions, and escalate issues appropriately.
Detail-oriented with strong math aptitude, accuracy, follow-through, and a sense of urgency.
Ability to work independently and collaboratively across branches, sales teams, customers, vendors, and internal departments.
Ability to provide guidance to less experienced employees on account processes, customer expectations, pricing approach, and sales support needs.
Proficiency with Microsoft Office Suite and business systems used for sales reporting, customer activity tracking, order coordination, and account management.
Physical Demands and Work Environment:
The essential functions of this position require the employee to perform the following physical activities and work in the following environments:
Work environments may include warehouses with moving equipment, fluctuating temperatures, and varied storage arrangements, as well as offices, manufacturing facilities, machine shops, agricultural operations, and customer sites.
Ability to lift and carry up to 70 pounds is required.
Physical activities may include stooping, reaching above shoulder level, pushing, pulling, prolonged walking or standing on concrete flooring, and climbing ladders as needed.
The physical demands and work environment described here are representative of those employees encounter while performing the essential functions of the position.
Must be physically present in the office or branch as needed to perform the essential functions of the role.
50% or more of travel is required by automobile and/or air travel.
