Position Overview

The Key Account Manager is responsible for all facets of sales and marketing between the Company and assigned existing and new target customers, as well as geographically focused new business development. The accounts assigned to the KAM will be Regional Accounts and present opportunities to sell WNA’s portfolio of products and may also involve working with independent Rep Groups.

The KAM is a “hunter” who cold calls prospects to obtain customer meetings to share the value proposition WNA offers to its customers and ultimately leads to new business. The KAM must understand the specific needs of the customer and provide solutions according to, and including, uncovering, and prioritizing customer requirements, competitive information and working closely with product management, sales, and operations to ensure revenue and customer satisfaction goals are met while ensuring support of the company’s overall strategy and goals.

An inside-sales team will support the KAM’s charge primarily with Shopping Carts enabling the NAM to pursue new opportunities for growth of WNA’s Access Systems, Shelving and Fixtures, Material Handling, and Service.

Company And Opportunity Overview

Wanzl North America’s (WNA) vision is to be a leading entrepreneurial player in terms of market share, agility, and game-changing solutions. WNA is a solution provider, creating value along the supply chain of our customers, from the online purchase to the delivery to their customers.

WNA, which includes the Technibilt and Cari-All brands, headquartered in Newton, North Carolina. With nearly 500 employees and 175 MUSD of sales, WNA focuses on the retail and distribution market segments with marquee customers such as Walmart, Amazon, and the majority of large grocers and retailers.

In addition to being the largest manufacturer of shopping carts in North America, WNA has three (3) additional main product segments as well as a Service business, providing turnkey solutions for customer guidance (Access Systems) and Shelving & Fixtures, as well as Material Handling/Rolling Stock products. Additionally, WNA is active in building a “digital” business line with products for shopping cart containment, smart exit gate technology, and solutions for autonomous and/or semi-autonomous retail stores.

WNA is part of the Wanzl group, headquartered in Germany, and has 12 plants in 8 countries, providing comprehensive, solutions-driven service and expert knowledge of local markets for customers across the globe through their 360° service.

Duties and Responsibilities:

Drive new account acquisition through cold calling and customer meetings
Identify opportunities in the marketplace through consistent customer outreach and the ability uncover customer issues and provide a WNA solution to meet their needs
Devote 80% of sales effort to growing WNA’s Access Systems, Shelving and Fixtures, Material Handling product categories, and Service
Build strong business relationships with prospective customers and manage the sales cycle by continually addressing their current, and anticipating future, business needs
Prepare and confidently present sales proposals, including pricing and product/service terms, to key decision makers. Influence, negotiate and close the sale with the best interest of the company and the customer in mind
Collaborate with and engage the operations team and product management to ensure the needs of the customer are attainable
Communicate regularly and prepare reports on key performance indicators and communication on sales progress within the sales cycle and achievements.
Intimately know the customer base and area activity and utilize information and data to capitalize on sales opportunities and recommend sales strategies
Diligently update CRM reflecting new opportunities and progress toward closure
Resolve any issues as they arise and involve subject matter experts and key decision makers as needed to remove obstacles
Provides overall account maintenance and customer service to ensure customer needs are met
In collaboration with Sales Ops Manager, indirectly lead the Inside-Sales Team dedicated for the assigned market to meet your targets
In collaboration with the Customer Service Manager, indirectly lead the Customer Service Representatives dedicated for the assigned market
Promote and represent Wanzl North America positively and professionally within the community and industry to all customers, competitors, and industry associates
Execute the Sales market growth strategy
Participate and provide meaningful input into the annual budgeting process

Skills and Experience:

Minimum 4-year BA/BS Degree is desired
Retail industry knowledge experience is desired.
Minimum 3 years’ experience in inside/outside sales role; proven field experience with frequent customer contact
Strong interpersonal/communication skills; negotiation and conflict resolution
Effectively work independently under minimal supervision.
Ability to rely on experience and judgment to plan and accomplish tasks and goals
Effective planning/organizational skills with a demonstrated ability to multi-task and set priorities
Flexible and proactive with ability to manage changing priorities in pressure situations
Proficiency in all Microsoft Office products
Understanding of CRM and Pipeline Management
Adaptive learner, ability to learn an ERP system (navigate, review/extract data, various data input)
Travel 50% or more as needed

Wanzl North America Jobs

Key Account Manager