Key Account Manager

Job Description

Job Description

Serve as the Petzl Sales Manager for a portfolio of 4–6 named Professional Division key accounts, spanning multiple end-user markets (rope access, construction, tree care, telecom, and other work-at-height verticals). Own the relationship, in-field presence, and growth plan for each account, and act as the single point of coordination between the account and internal teams. This role is dedicated solely to existing key accounts - new account development stays with the Business Development Managers (BDMs). Final pricing and contract authority rests with the Senior Director of Sales & Marketing; the KAM recommends terms and negotiates day-to-day account needs within those guidelines.

Responsibilities:

House Account Strategic Planning & Execution

• Surpass annual sales goal for each account
• Own an annual strategic business plan for each assigned key account, aligned with Petzl Professional Division targets
• Build strong relationships with key decision-makers and field staff; spend regular time in the field with accounts to understand their business and identify growth opportunities
• Plan and lead Quarterly Business Reviews (QBRs) with each account, including building and presenting the review deck
• Act as the primary point of contact for all key account needs - routing requests to the right internal team and following through to resolution
• Review order and sell-through data to identify gaps and growth opportunities; recommend adjustments to Account Services, who own order entry
• Develop and track OTIF and QOS KPIs for each account, and identify cross-selling opportunities across an account's markets
• Represent Petzl at relevant industry trade shows and events tied to assigned accounts' markets

Interdepartmental Collaboration

• Partner with Account Services on accurate, timely order execution
• Collaborate with Marketing on account-specific sell-through tools and QBR support
• Coordinate training for key accounts with the Petzl Solutions team
• Work with Finance, Supply Chain, Legal, and After Sales to ensure compliance and efficient execution; communicate demand signals to Supply Chain
• Ensure adherence to vendor agreement terms

Manage To Plan & Budget

• Develop annual account-level budgets and revenue forecasts with the Senior Director of Sales & Marketing
• Manage expenses within the approved budget
• Recommend pricing and contract terms for assigned accounts; final approval rests with the Senior Director

Grow Professionally

• Pursue relevant professional development; maintain a working (not expert-level) technical knowledge of Petzl and competitor products across served markets

General Office / Additional Duties

• Stay organized and meet deadlines for account plans, QBR decks, and internal reporting
• Respond promptly to calls, email, and account requests, in-office and while traveling
• Be proficient in Salesforce, Power BI, and Google Sheets/Slides for account planning and reporting
• Manage demo/loaner equipment for assigned accounts, including tracking and return
• Maintain account documentation sufficient to allow coverage during PTO or absence
• This position is based in our Salt Lake City office. Petzl currently has a hybrid work model (subject to changes as needed).

Other Duties:

• Petzl America is a small company and there may be times that you are asked to do tasks & duties outside the general scope of your job in order to achieve our company goals.
• Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job.

Skills & Requirements:

• Mid-career sales or key account management experience
• Proven relationship builder with a track record of growing existing accounts - self-motivated and hungry for growth
• Working technical knowledge across multiple industrial, safety, or work-at-height markets (rope access, construction, tree care, etc.); deep expertise not required
• Comfortable building and delivering polished QBR presentations (Google Slides)
• Strong organizational and analytical skills; comfortable working with order and sell-through data
• Valid passport and willingness to travel domestically (~10%)
• Able to lift up to 50 lbs occasionally for trade shows
• Proficiency with Salesforce, Power BI, SAP, Concur, SPI/EDI, Microsoft Office, and Google Sheets/Slides is a plus

Job Posted by ApplicantPro