Responsible for building, growing and evolving Black Diamond’s business relationships with its key accounts. Key accounts being those selected by Sales management based upon their need for special attention. This position is responsible for all aspects of reaching the stated goals, including, but not limited to, leading efforts to handle all their administrative/service requirements, traveling extensively to build strong personal relationships and conduct business, representing these customer’s needs in all appropriate internal capacities, and working with the external Sales force to see that these customers are exceedingly well served. Essentially the Key Accounts Rep is to do everything in his/her power to offer our key accounts the very best service that Black Diamond, Inc. has to offer.

Essential Functions

1. Authorized to answer incoming dealer calls and make outgoing calls to customers. Responsible to report problems and recommend solutions to the Sales Manager.
2. Responsible to take orders and sell product in accordance with BDEL ISO Contract Review Procedures. Also responsible for negotiating prices and dealer requests for delivery within the parameters of current terms, conditions, pricing, and availability. Sales Manager’s approval is necessary to meet any dealer requests outside of the current terms, conditions, pricing, and availability.
3. Responsible for communicating and coordinating with SCM to meet expected and unexpected demand of key accounts. This entails but is not limited to preseason, promotional and special request orders. Order tracking and follow up throughout the process is essential.
4. Authorized and responsible to issue Return Authorizations for any defective or broken product in accordance with the guidelines set forth in the ISO Returns Procedure. Responsible for obtaining the Sales Manager’s approval for other returns (e.g., overstocking and large order cancellations).
5. Authorized and responsible for maintaining, modifying and adjusting orders on the computer to maintain accuracy and current booked information. Sales Manager’s approval is necessary for any order cancellations over 20% of the customer’s total season order.
6. Responsible for allocating and administrating key account samples, promotional/event support and/or other monetary, product, or human resources.
7. Authorized and responsible for all aspects of developing, administrating, managing, and maintaining the “Key Accounts Program” as laid out by the Key Accounts Manager and senior Sales Management.
8. Responsible for working in conjunction with Key Accounts Manager and outside Sales Representatives to determine annual Sales goals and Sales initiatives for each of the key accounts. The Key Accounts Manager and senior Sales Management is ultimately responsible for finalizing these goals and initiatives.
9. Responsible for achieving sales growth, service goals, and initiatives for key accounts as identified and evaluated by Key Accounts Manager. Certain metrics are to be achieved in union with the outside Sale Representative; others will be the exclusive responsibility of the Key Accounts team.
10. Responsible for personally visiting these key accounts on a regular basis and on an “as needed” basis. This is to include travel to regional shows, demonstrations, and sales events as required by Key Account Sales Initiatives and/or Sales mgmt.
11. Responsible for participating in the organization and executions of a semi-annual Key Accounts meeting here at BD HQ. The purpose of this meeting is introduce these customers to the people and infrastructure of BD, to instill a sense of BD culture and to conduct business such as line showings.
12. Authorized and responsible for representing and presenting the viewpoint of our key accounts in all appropriate internal capacities. This includes lobbying on behalf of Key Accounts to see that the company is aware and adjusting to the changing requirements of these customers.
13. Responsible for conducting an annual customer survey and sales analysis and then reporting results to upper BD Mgmt. This purpose of this survey is to gauge the satisfaction level of Key Accounts across a number of predetermined metrics, to evaluate sales growth, and to review results of Key Account initiatives.
14. Responsible for working with The BD Dealer Sales Service Department, The Dealer Service Manager and Sales Department mgmt to assist in any Sales department related functions as requested by Sales Management.

Qualifications:

Education Required: Bachelor’s degree, any discipline
Preferred: Bachelor’s degree in Business
Alternative Qualification: An additional 5 years experience with sales in the outdoor industry for a total of 2 years retail plus 3 year
wholesale sales.

Work Experience Required: 2-5 years experience in retail or wholesale sales or customer service in outdoor equipment

Skills and General Experience:

Excellent interpersonal communication, teaching, sales, and marketing skills are mandatory. Product knowledge and experience in skiing and rock climbing is mandatory. Time management, account management, and advanced computer skills (word processing, spreadsheets, Internet, ability to maintain work station outside of BD Headquarters) are mandatory. Must be articulate, a good public speaker, possess a professional demeanor, and project the appropriate company image.

Alternative qualification: An active, on-going knowledge of company products or additional work experience would be preferable over additional education.

Required licenses: Valid Driver’s license and clean driving record; passport

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