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Major Accountabilities
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Key Tasks
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Profitably grow the business with priority strategic Accounts by developing and successfully implementing Key Account Plans.
*Time Allocation: 40%
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- Complete a selection and prioritization process to determine the top strategic Accounts to focus sales effort and engage support resources.
- Schedule and conduct the annual Account Business Review, with priority accounts, and secure agreement on business results and opportunities to address in the annual Account Plan.
- Develop the Key Account Plans, securing support for actions on opportunities agreed-to in the Business Review, and review with Manager for input and approval.
- Present the recommended Account Plan to all priority Accounts and collaborate to secure agreement to the plan objectives and measures.
- Implement the Plan and conduct frequent performance assessments to monitor results against measures and to jointly define action steps to improve performance.
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Enable profitable decision-making through demonstrated knowledge of; general business principles, internal financial management and industry business practices.
*Time Allocation: 15%
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- Analyze business conditions, identify opportunities and recommend solutions to improve performance and influence growth.
- Develop and maintain cross-business relationships that enable timely decision-making to support the business/financial needs of strategic Accounts.
- Maintain knowledge of IP financial measures and the ability to assess volume/revenue trade-offs to achieve the annual Budget.
- Gain and maintain understanding of priority customer(s) business goals, marketing plans and operational practices to improve effectiveness of programming and projects.
- Utilize sales reporting tools to consistently monitor and improve performance against business priorities and Key Account Plans.
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Identify and implement Value Propositions with priority customers through knowledge and application of IP corporate/business capabilities and resources.
*Time Allocation: 20%
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- Segment priority strategic customers based on business practices/needs and identify resources required to support business development specific to customer type.
- Dialogue with customer contacts and industry associates to maintain knowledge of priority customer’s; operational practices, customer base, supply channels service expectations and financial requirements.
- Identify and communicate to IP resources, Value-Proposition concepts and compelling recommendations that will differentiate IP’s value from competitors.
- Collaborate effectively, with team resources, to help develop unique value specific to individual customers needs or adaptable across channels/segments.
- Successfully implement Value Propositions and measure performance against monetary commitment to validate “proof-of-value” with customer.
- Participate in creating, implementing and evaluating priority customer satisfaction surveys or interviews and recommend action based on survey results.
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Create IP advantage through continuous evaluation of market conditions, competitive environment and opportunities for innovation.
*Time Allocation: 10%
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- Knowledge of IP markets and market position and the ability to apply business strategies to achieve preferred position within the markets.
- Understand competitive product (features/advantages/benefits) in order to effectively communicate IP product attributes that provide added-value to the customer.
- Understand the competition’s approach to the market, and their performance within the market, so that performance gaps can be exploited.
- Objectively assess competitive strengths/weaknesses and use this information in establishing market objectives/goals.
- Document competitive pricing and services offered to insure IP awareness of changes and opportunity to respond.
- Identify product substitution trends (paper vs. plastic) to anticipate changes in purchase behavior and product demand.
- Identify potential competitive responses to our current market strategy. Document actual responses and take appropriate action to insure strategy success.
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