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Key Account Specialist (KAS)
Reporting to: Vice President of Sales
JOB SUMMARY:
The Key Account Specialist (KAS) supports the management of key accounts and the Key Account Management (KAM) program by building and maintaining strong strategic client relationships, acting as the primary liaison between clients and internal teams to ensure seamless service delivery, and proactively identifying revenue growth opportunities within existing and new accounts.
CORE POSITION RESPONSIBILITIES:
Customer Relationship Management - Key Accounts
• Support the development and implementation of customer retention strategies by assisting Regional Sales Leaders and Executive Management in supporting sales with implementing the Key Account Management Program (KAM)• Strengthen existing customer relationships by driving renewals, identifying upsell opportunities, delivering ongoing strategic support, and leveraging established partnerships to guide long-term customer success.• Monitor customer satisfaction and gather feedback to improve customer retention rates.• Support sales presentations by assembling quotations, proposals, videos, slide shows, demonstrations, and product capability booklets; compiling account and competitor analyses.• Ensuring coordination of all assigned Key Accounts-related communications and activities, including but not limited to meetings and conference calls• Face-to-face meetings with Key Accounts as defined by the Key Account Management Program• Assist in developing strategic plans for assigned Key Accounts• Assist in the coordination of TAB-related activities for assigned Key Accounts• Assist the sales lead in meeting Key Account objectives and quotas• Ensure compliance with strategic selling milestones and the discovery checklists• Other duties as assigned.
Revenue Growth - Key Account
• Proactively identify new revenue opportunities within existing accounts through account analysis, usage trends, and customer business objectives.• Develop account-specific growth strategies focused on expansion, upsell, cross-sell, and solution bundling.• Identify opportunities for new products, services, subscriptions, or value-added offerings that align with customer needs.• Translate customer challenges into commercial opportunities by mapping solutions to measurable outcomes (e.g., cost savings, efficiency, compliance, risk reduction).• Partner with customers to uncover future needs and planned initiatives that can drive incremental revenue.• Ensure ongoing communication with the Regional Sales Lead on key accounts regarding upsell opportunities.
SKILLS:
• Demonstrated ability to build and maintain long-term client relationships through effective communication, problem-solving, and cross-functional collaboration.• Ensure proficiency in strategic selling methodology and SalesForce completion for new opportunities• Ensure proficiency with market product technology, applications and systems configuration.
COMPETENCIES:
• High degree of initiative and self-motivation• Self-managed with a high degree of creativity and analytical ability• Strong priority management and time management skills with the ability to recalibrate quickly according to changing conditions• Develop a thorough understanding of:o Water metrologyo AWWA Standards and M6 manualo Water meter testingo MARS Company strategic selling methodology and terminology
Essential Physical Activities:
While performing the duties of this job, the employee will be required to stand, walk, and/or sit. Use hands to finger, handle, or feel, reach with hands and arms, stoop, kneel, crouch, or crawl, climb, balance, pull, and/or lift heavy objects, talk or hear; see up close, see far away, and be able to lift up to 15 pounds at times.
Travel required:
Yes. 50% travel minimum. Equal Opportunity Employer:MARS Company is committed to creating a diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. MARS Company is also committed to compliance with all fair employment practices regarding citizenship and immigration status.