Key Account Manager

Job Purpose:

The Key Accounts team drives new business growth by identifying, prospecting, and securing customers.

Acting as a “hunter,” this role builds relationships with target accounts, converts competitive

opportunities, and manages early-stage development until an Account Manager provides ongoing

support. Success requires consultative selling—evaluating operations, identifying inefficiencies, and

recommending solutions that reduce downtime, improve throughput, and increase end-user

profitability. The Key Accounts Representative may stay engaged to pursue additional competitive wins.

KEY RESPONSIBILITIES

• Identify and research potential customers through market intelligence, referrals, and CRM tools

(Proton).

• Prospect, cold call, and schedule discovery meetings with decision-makers at target accounts.

• Conduct needs assessments and operational reviews to understand customer processes,

downtime risks, and productivity challenges.

• Recommend Richards Supply solutions and programs designed to improve efficiency, reduce

costs, and drive customer profitability.

• Present Richards Supply offerings in a consultative, value-focused manner that emphasizes

problem-solving and ROI.

• Develop and manage early-stage customer relationships, ensuring smooth onboarding and initial

order execution.

• Transition established customers to an Account Manager (“farmer”) for long-term support while

remaining engaged for competitive conversions and growth.

• Use Proton (CRM) and Profit21 (ERP) for activity tracking, quoting, pipeline management, and

forecasting.

• Collaborate with Inside Sales, Inventory, and Customer Service teams to ensure high service

levels for new accounts.

• Continuously monitor competitor activity and proactively pursue opportunities to displace

competitors.

PERFORMANCE STANDARDS

Be On Time

• Respond promptly to new lead inquiries and customer requests.

• Execute time and territory planning to ensure on-time arrival for all meetings and appointments

• Maintain consistent weekly activity levels (calls, visits, and prospecting touchpoints).

Do It Right

• Accurately document customer interactions, opportunities, and pipeline stages in CRM.

• Conduct thorough customer evaluations and present accurate recommendations that align with

Richards Supply’s capabilities.

• Provide customers with accurate, timely product and program information that demonstrates

operational value.

Work As One

• Partner with Account Managers to ensure seamless customer handoff and long-term satisfaction.

• Collaborate with Inventory and Purchasing to set up stock items that support new customer

programs.

• Share customer feedback and operational insights with Sales Leadership and peers to strengthen

team strategy.

CLEAR LINE OF SIGHT

Each role at Richards Supply supports our company goal: earning a “seat at the table” in our customers’

production and planning meetings. This section explains how the Solutions Specialist builds customer

trust and long-term value.

• Opens doors to new customers by demonstrating responsiveness, persistence, and value.

• Builds trust early through consultative selling—evaluating operations and recommending ways to

increase efficiency.

• Positions Richards Supply as a partner who delivers measurable financial impact, not just

products.

• Takes ownership to deepen relationships, driving long-term loyalty and profitability.

QUALIFICATIONS

Required

• Proven experience in new business and territory development

• Strong prospecting, cold calling, and negotiation skills.

• Proficiency in CRM systems (Proton preferred) and ERP tools (Profit21 preferred).

• Excellent communication, presentation, and relationship-building skills.

• Valid driver’s license and ability to travel daily within assigned territory.

Preferred

• Industrial distribution, MRO, or safety supply sales experience.

• Knowledge of Richards Supply product lines and supplier programs.

• Track record of competitive conversions and exceeding sales targets.

Physical Requirements

• Regular driving within territory and occasional overnight travel.

• Exposure to hot and cold work environments and inclement weather.

• Ability to lift up to 25 lbs. for product demonstrations or trade shows.

• Prolonged periods of standing or walking during customer visits, trade events, or facility tours.

WORK ENVIRONMENT

• Primarily field-based with daily travel to customer sites, industrial facilities, and offices.

• Regular use of laptop, CRM/ERP software, and mobile phone for communication and reporting.

• Occasional work in warehouse/industrial environments, requiring safety PPE.

• May involve travel to other Richards Supply branches or supplier locations for training and

collaboration