National Key Account Manager

The role of the National Key Account Manager (KAM) is the critical link between the Strategic Insurance Partner/Client and the Fix Network (FN).  Fundamental to this role is anticipating and understanding the customer needs, and liaising and advocating within FN to manage and deliver on expectations that would satisfy those needs, at reasonable economic cost to FN. 
The KAM will be responsible for working with a specific Strategic Insurance Partner and be the lead point of contact for all key client matters, anticipate the partner’s needs, work within the company to ensure deadlines for the partner are met, and help the partner succeed. 
The successful KAM should be able to analyze data and sales statistics and improve business and marketing strategies.
 
Core Competencies
Adaptability
Analytical
Customer Focus
Communication
Decision Making
Negotiation
Networking and Relationship Building
Problem Solving
Results Orientation
Strategic Thinking
Team Work
Results-oriented
 
Job Duties
Development with Strategic Insurance Partner of a MAP (Mutual Action Plan) process which enables the performance objectives of both the Strategic Insurance Partner and FN.  This plan should include:
o   Annual Volume targets
o   Regional plans
o   Organizational development objectives
o   Training and learning objectives
o   KPI scorecards & performance targets
o   Rebate reconciliation
o   Team coordinate
o   Market prioritization
o  Strategic event planning
Develop and build relationships with the Strategic Insurance Partner’s leadership team, regional vendor management, market adjusters. Develop 3 X 3 relationship management plan involving key team members at FN (Operations, Marketing and development team) to secure solid long-term connections with the Strategic Insurance Partner. Develop and deliver sales presentations in a professional and effective manner by:
o   Making regular sales calls to develop relationships
o   Acting to close deals and finalize contracts
o   Meeting established KPIs
Scorecards & performances management, volume target review, Mutual action plan review & Update. 
Work with Strategic Insurance Partner to identify market gaps & opportunities based on volume versus actual market shares and present monthly/quarterly updates to RVPs to help identify potential growth market opportunities.

Coordinate and facilitate monthly, quarterly strategic review meetings between the Strategic Insurance partner & Fix Network. Market review & Analysis
Market Rate Benchmarking & Analysis
Consult with VP of Sales on new and existing initiatives regarding the Strategic Insurance Partner. Responding to Requests for Proposals and/or presenting customized value-based proposals to our Strategic Insurance Partner.

Working with account management and customer service teams on retention initiatives. Provide leadership that:  promotes interpersonal trust; encourages productivity and responsiveness for growth and department direction. Develop networks and build partnerships with senior/executive management; collaborate with other departments; serve as a consultant to business partners; and find common ground among the diverse interests of employees and business partners.

Communicate with Senior Management on Sales initiative, strategies, direction of program, products, and services. Guidelines updates on FN Hub through operation & communication to Strategic Insurance Partner. Visible leadership within assigned shops to understand market trends and challenges.

Respond in a timely manner to the needs of the Strategic Insurance Partner while maintaining a high standard of quality. Maintain confidentiality of records, files, and correspondences. Strive to continually improve the services and products of the organization; evaluate the organization’s practices to identify ways to operate more effectively and efficiency and address underlying customer needs.

Identify and develop positive working relationships with internal and external customers that are built on trust and integrity.  Manage difficult or emotional customer situations. Maintain clear focus on customer satisfaction; act when needed to meet the expectation of the customer and solicit feedback to improve service. As required, oversee the work of one or more employees indirectly based on market.

Other related duties as required.

Requirements

Bachelor’s degree in business administration or a related field will be considered an asset
Five to ten years’ experience of collision repair operations. Significant experience in managing key or complex accounts is mandatory. 
High level of initiative, dependability, and self-motivation
Collision operations experience/knowledge
Insurance collision repair knowledge
Understanding of Insurance/repair facility KPIs
Proficient in Excel, Power Point, Word usage
Sales experience with demonstrated negotiation and marketing skills
Ability to use long term perspective, acts as a trusted advisor
 
Key attributes/behaviors for successful execution of the position are:
Customer value oriented
Effective communication with wide and diverse audiences
Professional demeanor
Composed
Entrepreneurial
Bilingual capability  
Matrix /Relationships
Motivate/Influence
Leverage resources
Leader
Thinker / analytical ability
Perseverance
Passion
Challenges status quo

Work Conditions
● Travel is required for this role
Ability to attend and conduct presentations
The salary for this position starts at $105,000

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