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Key Account Manager

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Location: Michigan City, Indiana, United States
Job ID: 44636
Date Posted: Jan 10, 2020
Segment: Industry
Business Unit: Hitachi Industrial Equipment Systems
Company Name: Sullair, LLC
Profession (Job Category): Sales
Job Type (Experience Level): Experienced
Job Schedule: Full-time
Remote: Yes

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Summary of the position:

The Key Account Manager (KAM) is responsible to grow sales and exceed annual sales and territory objectives in support of Sullair's Sales Growth Strategy.  The KAM responsibility is to generate sales with identified key customers and to support distribution in their sales efforts.

  • South Texas (Houston or San Antonio)
  • East Coast (Boston to Washington DC)
Duties and responsibilities:
  • Develop and execute a business/sales plan to exceed the assigned sales and revenue targets.
  • Create and implement strategies to exceed sales objective for the territory.
  • Grow sales by directly developing and maintaining strategic long-term relationships with high volume end users to accomplish incremental growth in the territory.  Cultivate new customers that are not doing business with distribution through use of market research tools.  Sell new air systems and close the order and submit to distribution.
  • Utilize air audit and AirSuite programs to help identify opportunities.
  • Implement lunch and learn presentations to high volume end user groups.
  • Research and identify hard to penetrate customers and identify projects using market research tools.  Record and track in CRM program.
  • Maintain regular communication with Sales Management and Product Management.
  • Communicate and implement marketing programs & product updates end users and distributors/channel partners.   
  • Manage day-to-day sales activities, distributor/channel partner relationship.  Provide sales support to distributors/channel partners and end users. 
  • Drive performance of distributors to meet or exceed program and territory metrics, goals and objectives.
  • Communicate market trends, product ideas and competitive intelligence to sales and product management.


  • Bachelor's degree (BA/BS) or equivalent is preferred.
Professional experience:
  • 5-7 years of Business-to-Business Sales Leadership experience with a track record of achieving sales objectives.
  • Proven track record of achieving sales targets and growing market territory.
  • Air compressor experience is preferred.
  • Strong background in direct sales to industrial end users REQUIRED.
  • Background in channel/distributor account management and development.
  • Excellent interpersonal and communication skills, written and verbal.
  • Exceptional presentation and negotiation skills.
  • Proficient in Microsoft Office, PowerPoint, Excel and Word.
  • Use of CRM system like MS Dynamic or similar.
  • Ability to communicate professionally with all levels of the organization, including both internal and external customers.

Accustomed to frequent travel (Approximately 60%) and overnight stays.

Direct reports:
  • N/A

The successful candidate is responsible for complying with Sullair’s Code of Ethics and related policies. In performing the job, the incumbent shall take all steps necessary to comply with our safety rules and requirements and must actively support the organization's efforts to meet and exceed its goals of creating and maintaining a safe workplace.


This description is to serve as a guide. It is intended to be flexible and will continue to evolve over time with business needs and demands and may be updated periodically and at the Company's discretion.


Sullair is an equal opportunity employer and will not discriminate based on race, religion, color, age, gender, sexual orientation, national origin, genetic information, veteran status, physical or mental disability, or other protected categories under applicable law, whether in recruitment, employment, promotion, transfer, compensation, or other conditions of employment.

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