Key Account Manager - Home and Commercial

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BUILDING A WORLD CLASS TEAM STARTS WITH YOU

At the heart of CSA Group is a vision: making the world a better, safer, more sustainable place. It's been part of our mission for nearly one hundred years: from the first engineering standard for railway bridges developed in 1919, to more than 3,500 standards, codes & related products today.

Headquartered in Canada, with a global footprint of more than 30 labs and offices across Europe, Asia and North America, CSA Group tests, inspects and certifies a wide range of products - from every day househould items to leading edge technology-to meet exacting requirements for safety, performance and environmental impact.

Our employees take pride in making a difference in people's lives through the work that we do. We're looking for people like you to help make it happen.

Job Summary:

The Key Account Manager (KAM) promotes continued growth and superior customer service for current customers within an assigned territory.  Serves as an internal sales and customer contact for initial inquiries, quotes and service for assigned medium-sized accounts within an assigned area.  Follows-up on sales and marketing opportunities via e-mail, in-person and phone communications.  Supports and promotes continued growth of new business for CSA Group TIC services. Engages in proactive company research and customer outreach to increase business from assigned medium-sized accounts.

Principal Duties &Responsibilities

• Understanding the Business

• Initiates the sales process, providing preliminary and ongoing information to existing clients
• Manages the sales process by promptly responding to all inquiries and visits with clients as necessary to present information regarding CSA Group services
• Prioritizes work assignments and follow-up responses to client inquiries and proposals
• Manages the relationships with clients, identifying growth opportunities within the assigned accounts, and develops the approach to secure new business
• Prepares cost proposals of services for clients, using applicable questionnaires and worksheets
• Maintains accurate and complete client files, including the input of existing client information into the shared sales database

• Working Well with Others

• Works closely with the Sales team to support and promote continued growth of new business
• Works closely with customers to provide customer care on inquires, quotes and services with an assigned area
• Works in conjunction with the Marketing team to provide administrative and coordination support for events, including pre-work, scheduling, mailings, marketing materials, and customer contacts

Delivering Results

• Contacts current customers and promotes CSA testing services including, but not limited to, certification and SI/FE, and engages in facilitating the appropriate internal contact when other services are needed
• Prepares quotes for clients, using applicable questionnaires and worksheets
• Sends proposals to clients and conducts follow-up calls to provide further information, answers questions and documents these activities for further follow-up, including Notices and FIR Findings where applicable
• Maintains input of existing client information into Centra
• Regularly follows up on open quotations and sales opportunities
• Researches customer accounts, identifies opportunities for growth and generating leads and demand
• Expected to meet/exceed sales targets for assigned medium-sized accounts

• Concern for Safety

• Understands why HSE is important to self and the organization
• Knows the potential hazards and necessary safeguards in own work area(s)
• Immediately reports hazards, near misses, incidents, observed unsafe acts and conditions
• Demonstrates safe behavior and adherence to procedures
• Completes all assigned training events

Preferred Education & Experience

• Post-secondary education required
• 2-4 years of sales experience
• Understanding of Salesforce and Workday a plus
• Knowledge of the safety certification industry
• Computer proficiency in Word, Excel, PowerPoint, (Microsoft Outlook or an equivalent CRM application) and database applications
• Excellent verbal and written English communication skills
• Excellent phone and customer service skills
• Detail oriented and able to handle multiple tasks
• Able to maintain positive contacts within all levels of the organization to exchange explain and interpret information or ideas and follow-up on client requests
• Proven ability to consistently meet or exceed sales goals
• Ability to prepare cost proposals promptly to meet customers’ needs
• Strong organization and time management skills
• Ability to draft and deliver sales presentations

CSA Group is an Equal Opportunity Employer and is committed to diversity, equity, and inclusion.  We prohibit discrimination and harassment of any kind based on any grounds stipulated by applicable laws. We are an organization where opportunities are based on skills and abilities, and differences are respected and valued.  Please contact us at [email protected] if you require accommodation in the interview process.