Key Account Manager

At the heart of CSA Group is a vision: making the world a better, safer, more sustainable place. It's been part of our mission for nearly one hundred years: from the first engineering standard for railway bridges developed in 1919, to more than 3,500 standards, codes & related products today.

Headquartered in Canada, with a global footprint of more than 30 labs and offices across Europe, Asia and North America, CSA Group tests, inspects and certifies a wide range of products - from every day househould items to leading edge technology-to meet exacting requirements for safety, performance and environmental impact.

Our employees take pride in making a difference in people's lives through the work that we do. We're looking for people like you to help make it happen.

Primary Function

The Key Account Manager (KAM) promotes continued growth and superior customer service for current customers within North America primarily in the Wire and Cable Industry. Serves as an internal sales and customer contact for initial inquiries, quotes and service for assigned small and medium-sized accounts within North America primarily serving Wire & Cabe Customers. Follows-up on sales and marketing opportunities via e-mail, in-person and phone communications. Supports and promotes continued growth of new business for CSA Group TIC services. Engages in proactive company research and customer outreach to increase business from assigned small and medium-sized accounts primarily in the Wire and Cable Industry.

Working Relationships

• Reports to the Home and Commercial (HOCO) North American Commercial Manager for Lighting & Wiring and High-Tech.
• Works with VPs, Directors, Business Managers, Customer Care Specialists (CCCs), Technical Specialists and Operations staff

Dimensions

• Manages existing CSA Group individual customer accounts primarily within the Wire and Cable Industry as determined by the HOCO Commercial Manager and Commercial Director for Lighting & Wiring and High-Tech.
• Accountable for Year over Year booking and certification revenue growth of assigned small and medium-sized accounts primarily within the Wire and Cable Industry.
• Responsible for customer care and maintenance, as well as to bring new products and service offerings to market through the assigned accounts.

Principal Duties & Responsibilities

• Initiates the sales process, providing preliminary and ongoing information to existing assigned clients.
• Manages the sales process by promptly responding to all inquiries and visits with clients as necessary to present information regarding CSA Group services.
• Prioritizes work assignments and follow-up responses to client inquiries and proposals.
• Manages the relationships with clients, identifying growth opportunities within the assigned accounts, and develops the approach to secure new business from the assigned accounts.
• Prepares cost and quote proposals of services for clients, using applicable questionnaires and worksheets.
• Maintains accurate and complete client files, including the input of existing client information into the shared sales CRM database.

Understanding the Business

• Initiates the sales process, providing preliminary and ongoing information to existing clients
• Manages the sales process by promptly responding to all inquiries and visits with clients as necessary to present information regarding CSA Group services
• Prioritizes work assignments and follow-up responses to client inquiries and proposals
• Manages the relationships with clients, identifying growth opportunities within the assigned accounts, and develops the approach to secure new business
• Prepares cost proposals of services for clients, using applicable questionnaires and worksheets
• Maintains accurate and complete client files, including the input of existing client information into the shared sales database

Working Well with Others

• Works closely with the HOCO Commercial Unit Sales team to support and promote continued growth of new business.
• Works closely with customers to provide customer care on inquires, quotes and services with an assigned area.
• Works in conjunction with the Marketing team to provide administrative and coordination support for events, including pre-work, scheduling, mailings, marketing materials, trade shows, and customer contacts.

Delivering Results

• Contacts current customers and promotes CSA testing services including, but not limited to, certification and SI/FE, and engages in facilitating the appropriate internal contact when other services are needed.
• Prepares quotes for clients, using applicable questionnaires, worksheets, and CRM Software (Sales Force).
• Sends proposals to clients and conducts follow-up calls to provide further information, answers questions and documents these activities for further follow-up, including Notices and FIR Findings where applicable.
• Maintains input of existing client information into the CRM (Salesforce).
• Regularly follows up on open quotations and sales opportunities.
• Researches customer accounts, identifies opportunities for growth and generating leads and demand.
• Expected to meet/exceed sales targets for assigned small and medium-sized accounts.

Concern for Safety

• Understands why Health Safety Security and Environment (HSSE) is important to self and the organization.
• Knows the potential hazards and necessary safeguards in own work area(s).
• Immediately reports hazards, near misses, incidents, observed unsafe acts and conditions.
• Demonstrates safe behavior and adherence to procedures.
• Completes all assigned training events.

Work Environment: Mental and Physical Effort & Working Conditions

• Extended periods of sitting during meetings and office work.
• Frequent visual and mental concentration of print and electronic data required to interpret and understand information and to analyze and act accordingly.
• Customer visits as necessary to promote CSA services, to build lasting relationships and to expand new business with small and medium-sized accounts.
• Industry event participation for assigned HOCO Global Business Unit.
• Valid driver's license and proof of auto insurance.

Education & Experience

• Post-secondary education required
• 2-4 years of sales experience - Testing Inspection & Certification is a plus.
• Ability to articulate and promote the CSA Group value proposition for Wire & Cable safety certification requirements as it relates to:
  • * UL/CSA standards for North America including but not limited to:
    • FT1 - Vertical flame test (CSA C22.2 No. 3)
    • FT4 - Vertical tray flame test (CSA C22.2 No. 2556)
    • FT6 - Horizontal flame and smoke test (CSA C22.2 No. 0.3)
    • UL 758 - Appliance Wiring Material (AWM)
    • UL 83 - Thermoplastic-Insulated Wires
    • UL 44 - Thermoset-Insulated Wires
    • UL 62 - Flexible Cords
    • UL 1581 - Reference Standard
    • Flame Test Standards
      • UL 1061 - Small-scale vertical flame test for appliance wiring.
      • UL 1666 - Riser cable flame test for vertical installations.
      • UL 1685 - Flame spread and smoke release for industrial control/power cables.
      • UL 910 - Flame-spread test for plenum-rated cables.
    • UL 444 - Communications cables
    • UL 854 - Power cables for wet/cool environments
    • UL 1072 - Medium-voltage power cables
    • UL 4703 - Photovoltaic wire for solar panels
    • UL 2237 / UL 2238 - Industrial cable

• * CB Scheme (international certification)
• * IEC standards (global electrical standards)

• Understanding and ability to articulate the CSA Group value proposition for and knowledge of a wide range of wire and cable types, including but not limited to:
  • Medium Voltage Cables
  • Appliance Wiring Material (AWM)
  • Armoured Cable
  • Building Wire
  • Communication Cables
  • Flexible Cords
  • Machine Tool Wire (MTW)
  • Optical Fiber Cables
  • Thermoplastic Wires
  • Thermoset Wires
• Understanding of Salesforce and Workday a plus.
• Knowledge of the safety certification industry.
• Computer proficiency in Word, Excel, PowerPoint, (Microsoft Outlook and Salesforce CRM application) and database applications.
• Excellent verbal and written English communication skills.
• Excellent phone and customer service skills.
• Detail oriented and able to handle multiple tasks.
• Able to maintain positive contacts within all levels of the organization to exchange explain and interpret information or ideas and follow-up on client requests.
• Proven ability to consistently meet or exceed sales goals.
• Ability to prepare cost proposals promptly to meet customers' needs.
• Strong organization and time management skills.

Ability to draft and deliver sales presentations

This position requires regular attendance and punctuality in accordance with Company policies. Additionally, the ability to interact well with other employees and work overtime, as necessary, is required.