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Key Account Executive Resume Samples
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6-10 years of experience
Engaged premier clients (startups to the top 20 of the Fortune 500), surpassing KPI goals for on-boarding and retention by building strong relationships with stakeholders. Promoted the value of our software/hardware/service products and built confidence as a trusted advisor.
- Managed project teams responsible for Multi-million dollar custom platform projects. Met client imposed timelines, keeping budgets in check and mitigating delivery penalties of up to $1.2M per project
- Effective matrix management of teams ensured service delivery of 99.999%. Mitigating 100% of 2013 and 2014 SLA penalties (up to $150K per incident), while improving client satisfaction year/year
- Executed business review meetings (QBR/JBR) to uncover “pain points.†Improving client satisfaction over 50%, driving revenue growth up to $10M+/year and achieving a 96% renewal rate
- Negotiated 100s of agreements, with values up to $70M/year, under “One-Time†and “As-a-Service†(Cloud/Enterprise) pricing models. Meeting or exceeding renewal KPIs 100% of the time
6-10 years of experience
- Increased sales from $250K to 1.25 million within 12 months.
- Maintained a total of 27 key accounts and 950 resolving accounts.
- Supervised sales teams and support teams on special assignments (peak season, hub operations and call center).
- UPS company liaison for the I.O.C., U.S.O.C., and the A.C.O.G., for the Summer Olympics of 1996.
- Established new accounts with substantial revenue growth, increasing the Atlanta’s downtown district by 150%.
- Participated on teams that launched national programs: Domestic and International Air.
0-5 years of experience
Evangelizing FileNet’s ECM solution to UnitedHealth Group, US Bank, St. Paul Companies, BCBSMN, Thrivent Financial, Target, TCF Bank, HealthPartners, Medica and Prime Therapeutics.
- Closed $1,950,000 in new sales to UnitedHealth Group in 2004
- Closed $1,100,000 in new sales to Prime Therapeutics in 2005
- Achieved 195% of 2004 quota and 110% of 2005 quota
0-5 years of experience
- Exceeded FY16 Sales Plan by $900k
- Averaged 33% growth year over year FY11 through FY14
- Grew yearly sales from $5.8M in FY11 to $17.2M in FY14
- Managed complex national accounts in special markets including, Barnes and Noble, QVC, Disney
- Development and execution of long-term strategy and annual sales plans
- Part of a 4 person team that pioneered the Vera Bradley Key Accounts team
- Spearheaded the introduction of value added services into standard distribution processes
- Management of cross functional teams, field employees and in-house support staff
- Short and long-term product and financial forecasting
- Developed and presented training programs for wholesale and special markets rep groups
0-5 years of experience
- [company name] is a global specialty polymers company and provider of biocompatible material for implantable and medical application. I oversaw and assisted accounts (Laboratories) with lens projects in [company name] material as well as working with labs on getting regulatory approvals for new products and lens designs.
- As an Account Executive I managed and developed the sales potential of customers within my North American territory.
- Responsible for sales growth and budgets for [company name] U.S. Vision Care.
- Implemented spiff programs for labs. All Labs showing growth, with one lab growing their [company name] business by almost 100%.
- Designed and implemented Performance Enhancement Plans (PEP). The PEP plans ran for 12-24 months and are custom to each lab. The plans are built from a co-op business model with support rebates based on volume. The co-op dollars earned could be used to support other projects in [company name] material.
- Required to attend exhibitions, trade shows and C.E. classes in U.S.A.
- Liaised effectively with and support other members of the sales marketing team. Organized, hosted and managed various customer meetings.
6-10 years of experience
- Managed a territory to identify opportunities and recognize new sales trends in order to increase sales of assigned products.
- Focus on Key Outlets.
- Check the display of product.
- Monitoring Supplies and warehouse.
6-10 years of experience
Account Manager/Administrator servicing full sales cycle for property development including design phase, contractor selection, construction management, monthly budget analysis, project completion, new business development..
- Perform competitive cost analysis, fair-value analysis and scenario modeling for negotiations.
- Prepare and analyze appropriate research in order to drive strategy and benefit negotiations.
- Prospect for new business, conduct presentations with new and existing clients.
- Thorough understanding objectives, able to identify obstacles, mitigate risk, and develop alternate solutions.
- Work collaboratively and build effective relationships with design team, builders, site operations and directly manage vendors.
- Prepare agendas and make arrangements for monthly team meetings.
- Communicate, collaborate, and drive work successfully by preparing in house and external written communications.
- Attend weekly project meetings preparing minutes for team distribution.
- Serve as liaison between Property Owners and RLS President.
- Prospect and close new business opportunities.
0-5 years of experience
Managed the cookie/cracker business for the Portland Division
- Attend buyer meetings to present promotions, innovation, etc.
- Build promotional calendars, enter in TPM/SAP (CRM) plannning
- Use Nielsen data, and work with category management, to effectively
- Use internal NOPA system to submit contracts.
Key Account Executive Duties and Responsibilities
The nature of the hiring organization and the specific needs of its clients determine the responsibilities assumed by key account executives. However, a look at job postings reveals some central tasks that typically go along with the position, including the following:
Maintain Relationships Employers expect key account executives to know their assigned clients inside and out. Execs fully understand their charges’ products, services, objectives, competitors, and brand image. They frequently check in with them to discuss needs, concerns, and satisfaction. If questions or problems arise, clients know exactly who to contact for a prompt response. That attention to and excitement for client growth strengthens bonds.
Sell Additional Services Knowing customers well enables key account executives to generate additional business. For instance, a key account executive at a photo distribution firm might work with a magazine publisher to add coverage of a royal wedding to its agreed-upon list of provided images.
Handle Contracts Spelled-out details provide an accurate record for both sides. Key account executives negotiate terms such as price and delivery, then draw up the appropriate paperwork. When accounts come up for renewal, execs draw upon past successes to draft new mutually satisfying arrangements.
Collaborate with Colleagues While the key account executive takes charge of a client’s account, others in the company are also involved in delivering results. An exec, for example, may interact with the marketing department to ensure their campaign is in line with customer requests. Key account executives also attend meetings with other leaders to offer reports and discuss company matters.
Network with Potential Clients With the goal of generating new business, key account execs attend events or connect with potential target markets. Looking for “ins” promotes interest. For example, someone a key account exec meets at an auto convention might express that his current parts supplier is hard to reach. This creates an opportunity to talk about how the key exec’s company prides itself on availability.
Key Account Executive Skills and Qualifications
Being trusted with valuable clients is a large responsibility, so key account executives need spectacular interpersonal skills. They must listen well, communicate clearly, and maintain a positive, polite demeanor at all times. Picking up the phone, dropping an email, or meeting face-to-face are all second nature to a customer-centric exec, whether the person on the other side is a regular employee or a CEO. Other factors critical to the job include:
- Organization skills – keeping on top of each account requires focus, prioritization, and excellent follow-through
- Attention to detail – mistakes cause clients to go elsewhere, so key account executives double-check everything and avoid letting anything slip through the cracks
- Salesmanship – looking for ways to increase business and getting clients to buy in to new ideas makes employers happy
- Self-motivation – key account executives are go-getters always looking for ways to grow business and operate more efficiently
- Computer competency – in addition to using standard Microsoft Office products, execs frequently input information into a CRM (customer relationship management) system, such as Salesforce.com, that stores valuable details about clients and interactions
Key Account Executive Education and Training
Key account execs possess a bachelor’s degree or higher in business, advertising, marketing, communications, or a related field. Proven ability handling smaller clients serves as the main gateway to moving up to this higher-level position. New hires spend a good deal of time learning about their organization’s products and services in order to become experts.
Key Account Executive Salary and Outlook
Compensation varies considerably in this career based on factors such as company size, location, experience, and expectations. The median annual salary for key account executives, according to PayScale, is about $68,000. Execs on the low end of the pay range earn about $37,000 per year, while the highest paid make more than $102,000. Common benefits include medical, dental, and vision insurance; paid time off; and retirement plans.
Helpful Resources
As you further ponder a career as a key account executive, these sources can provide valuable information:
The Handbook of Key Customer Relationship Management: The Definitive Guide to Winning, Managing, and Developing Key Account Business – hone your skills and learn more about the importance of CRM systems with this book written by a customer relationship planner and developer who has worked with nearly 400 corporations worldwide
Malcolm McDonald on Key Account Management – create better value between your company and its most important clients with this publication devoted to best practices
Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company’s Most Important Strategic Asset – reviewers like this book for its practical tools, examples, and step-by-step instructions
Account Manager Group: Sales Executives and Management – this large LinkedIn group of 200,000-plus members provides a platform for key account executives and similar professionals across all industries to connect and learn
Strategic Account Management Association – this nonprofit, known as SAMA, has offered training, networking, and professional events worldwide since 1964
AKAM: The Association for Key Account Management – from industry trends to what qualifications key account execs need, this website covers plenty of interesting subjects
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Key Account Executive
Last edited by: Gabriela Barcenas, CONTENT STRATEGIST -
Gabriela Barcenas
CONTENT STRATEGISTGabriela is a Certified Professional Resume Writer (CPRW) and career adviser. With 10 years of digital media experience and five years of resume writing expertise, her publication history includes fashion, education, travel, social justice, equitable design and career advice.
