Key Account Manager

Overview:

Business Title: Key Account Manager

Division: Consumer Product Services 

Entity: Cosmetics, Personal Care and Healthcare

Location: Cincinnati, OH

Reports to: VP, Sales & Commercial Excellence Americas

FLSA: Exempt

Hours Worked: Typically, Monday through Friday, forty-hours per week.

However, must be flexible to meet the needs of the department and complete other projects as assigned.

Position Summary:

The purpose of this position is to develop strong and sustainable working relationships with assigned clients while providing regional functional leadership for the management of client programs and develop plans and implement growth strategies for assigned client portfolio that includes both global KAM managed clients that have US offices and locally managed key accounts. Provide updates and overall account health status to Regional Leadership team.  

Duties and Responsibilities:

• Fully understand client organization, their business model, goals and strategies (including leadership personnel, key initiatives, news and financials) in the region to drive business development activities. Ensure alignment of BVCPS resources with client needs and expectations to realize client satisfaction. 
• In coordination with PL and TS, develop and manage the sale of “New Services” to existing accounts. Achievement of incremental sales. 
• Fully accountable to accurately forecast account revenue overall and by Product Line for regions where revenue is executed in US
• Grow market share of major OOA program clients
• Develop new US based clients for multiple service/location offerings
• Interface with clients to continuously calibrate their expectations with BVCPS performance and resolve or escalate issues that do not meet client expectations. 
• Identify and coordinate the development of additional BVCPS services offerings (IAC, SA, TST, etc) to fully maximize BVCPS’ engagement with the client.  
• Manage price negotiation, discounts, contracts, RFP’s between client and BVCPS related parties.  
• Monitor, identify and communicate to relevant parties any risk or opportunities based on continuous review of the health of the account. 
• Manage client meetings and presentations along with participating in training seminars and/or tradeshows. 
• Maintaining account activities in Sales Force.com (Accounts, Opportunities, Contacts, etc.) 
• Lead pricing discussions, contract negotiations, and RFP processes for new business. 
• Share market, sourcing, and client insights with internal teams. 
• Monitor account health, risks, and opportunities. 
• Lead quarterly account reviews (SBRs) and facilitate client meetings, presentations, and events. 

• Maintain accurate account information and account growth plan in Salesforce
• Prepare for and participate in client meetings and presentations, training seminars and/or tradeshows.
• Successfully address day-to-day client requests, problems, issues, and complaints.
• Participate in continuous training/education to keep abreast of current services provided by BVCPS.
• Complete other duties based on business needs and N+1 assignment

Skills & Proficiencies: 

• Knowledge of technical regulations, standards, and compliance for cosmetics, personal care and healthcare products
• Strong relationship-building and client engagement skills. 
• Understanding of product development and manufacturing processes. 
• Ability to translate technical information clearly. 
• Strong communication, presentation, analytical, and problem-solving skills. 
• Ability to manage multiple priorities and work effectively under pressure. 
• Skilled in negotiation and service-based selling. 
• Self-motivated, detail-oriented, and able to work independently or collaboratively. 
• Proficient in Microsoft Excel and PowerPoint. 
• Ability to travel up to 10-20%.

Education and Experience:  

• 4 year college degree in business administration or related discipline 
• 2 years related experience 

An equivalent combination of education and experience may be accepted in lieu of above.