Key Account Manager

Primary Function: The Key Account Manager (KAM) is responsible for achieving leading-edge sales success that reflects the University’s goals and aligns with the Corporate Value Proposition (CVP) within Corporate Learning Solutions.  This is measured by growing and expanding current stakeholder relationships and generating new business opportunities. In order to accomplish this, the Key Account Manager develops and manages various strategic and tactical plans for selected corporate client accounts. These plans are founded on the CVP and incorporate the various learning, funding and partnership solutions that bring the most value to the partner and to the University.

The KAM represents the face of the University to the partner as well as the voice of the customer to the University.  As a result, the KAM needs to possess a sense of ownership of that responsibility, and the emotional intelligence to evaluate and act on each opportunity that may arise with the sense of urgency appropriate for that opportunity.  This requires that the KAM exhibit the ability to build trust, actively collaborate, and innovatively connect the solutions with the opportunities for all stakeholders (internal and external) involved. Activities that might result, include project coordination, issue resolution, implementing new initiatives, and outreach tactics.

The KAM will function as the key interface between the customer and all relevant entities (internally and externally), will drive continuous business success in all relationships, and will provide continuous feedback to all relevant stakeholders. This includes customers, potential customers, solution partners and University leaders.

Essential Functions:

Responsible for continued account development and achievement of sales through expanding current customer relationships with new business opportunities.

• Plays an integral role in sustaining account development, which includes the generation of new business opportunities within existing accounts and tasks included to get to this goal.  
• Ability to analyze the needs within the account as well as assessing the level of competition and general market activities to better understand customers.
• Leads the onboarding of new business opportunities into the Key Account Management team.
• Engage within partner organizations to further the Bellevue University Brand. This includes presentations and outreach opportunities that are B2B or B2C focused.

Functions as the key interface between the customer and all relevant entities--establishing and maintaining strong, positive relationships with clients and internal partners while providing continuous high standard of customer service

• Create or request internal reports to analyze trends on student enrollment. Including Salesforce and google analytics.
• Create multifaceted corporate client evaluations and reviews to assess value of the partnership.
• Creates and leads, with Corporate Marketing, an annual strategy for the account and records in Salesforce.
• Partners with internal departments and stakeholders to collaborate on client solution and support needs.

Drives continuous business success

• Responsible for achieving or exceeding targeted goals within their accounts and for tracking necessary updates to internal departments and systems.
• This includes, but not limited to, having an awareness of funds spent on accounts and estimating the return on investment (ROI).

Provides timely and comprehensive feedback to leadership

• Provides quarterly analyses to leadership on the level of competition and general market activities.
• Organizes and arranges specified records and files in order to keep track of financial transactions ROI.

Qualifications:

• Bachelor’s Degree required, Master’s preferred.
• Previous Higher Education Experience preferred.
• Previous experience in account management or territory sales and displays a results oriented attitude.
• Displays maturity in decision making situations and in external and internal relationships.
• Strong account management and relationship skills.
• Experience in managing national accounts at “head of office” level.
• Highly self-motivated.

Key Attributes:

• Must possess a mix of a “hunter” and “farmer” mindset:  They must be dual-focused—on both short-term and long-term solutions in supporting their customer’s overall needs.
• Leadership: Is a visionary—someone who can help everyone see and be excited by what’s possible.  Able to respectfully challenge and direct the customer in the customer’s best interest.  Need to be able to have the respect of their team members.
• Communication:  Must be highly effective in communicating to all internal and external audiences in a clear, concise and convincing manner.
• Business Acumen:  Must be able to effectively see big picture issues for the client and help the client manage their business.  Must also endure that all business deals are profitable for both sides.
• Relationship Savvy:  Must be able to read people and connect meaningfully with a variety of personalities.
• Results Oriented:  Must have laser focus on getting results for the University. 
• Appetite for Learning:  Always open to training and development leading to continuous personal growth.
• Research Driven: Always looking to the marketing and trying to predict next trend for their clients when it comes to training and development.  At times, providing that feedback to the client.
• Self-Motivated/Pro Active: Ability to look for new opportunities within scope of job and suggest ideas to then take action.

Working Conditions:

• Incumbent would work in a typical sales environment—with both on-site and off-site support.  This will include normal office and out-of-office environments. Requires 40% travel.

NOTE:  The statements above are intended to describe the general nature and level of work involved for this job.  It is not an exhaustive list of all responsibilities, duties and skills required of this job.  This document does not create an employment contract, implied or otherwise, other than an “at will” relationship.

The Higher Education Opportunity Act requires institutions participating in federally funded financial aid programs to make information about the institution available to the public, current and prospective students, and current and prospective employees. The Bellevue University Consumer Information webpage, found at www.bellevue.edu/student-support/consumer-information/consumer-information, provides readily accessible information to help consumers make informed decisions about post-secondary education. Bellevue University’s Annual Security and Fire Safety Report (ASR), found at www.bellevue.edu/student-support/consumer-information/pdfs/annual-safety-report.pdf, provides information about campus crime statistics and institutional security policies and procedures as well as information about student housing fire statistics and fire safety policies. You can obtain a paper copy of these reports from the Bellevue Dean of Students office by calling 402-557-7028. In addition to this, Bellevue University is an Equal Opportunity Employer.