Key Account Manager at Lancer Worldwide in San Antonio, TX

Job description

• Our Company
• Lancer Worldwide, a Hoshizaki Company, is an award-winning global leader in beverage dispensing. Through innovation and a commitment to dedication in action, we create products that benefit our customers worldwide, and give them a distinct advantage in the marketplace. We offer our teammates the opportunity to grow personally and professionally, to contribute to the success of a dynamic organization, and to serve others in a manner that exceeds their expectations. We welcome talented, passionate, and highly motivated individuals to join our team.
• The Key Account Manager is a senior sales professional responsible for leading and growing Lancer's relationship with a designated key account. In this role, the primary responsibility is to serve as the strategic account leader, ensuring the achievement of sales, profitability, and long-term business objectives. Additionally, the Key Account Manager is responsible for identifying new business opportunities, developing relationships with key stakeholders, and implementing strategies that drive revenue growth and increase market share.
• The successful candidate will possess exceptional communication, relationship management, and negotiation skills, along with a strong understanding of strategic account management and business development. This individual must be capable of anticipating customer needs, delivering innovative solutions, and collaborating across the organization to create sustainable value.
• Location: Oklahoma, Texas, Kansas, Arkansas, New Mexico preferred; Remote

Responsibilities

• Grow assigned account revenue by 10% year-over-year while maintaining a minimum 30% gross margin.
• Develop and maintain a qualified opportunity pipeline equal to 3x annual sales target.
• Conduct quarterly business reviews with strategic customers
• Achieve 100% retention of designated key accounts
• Serve as the primary business contact and strategic partner for assigned key accounts, building and maintaining strong relationships with customer decision-makers.
• Develop and execute annual account plans that support revenue growth, profitability, and long-term customer retention.
• Achieve sales, gross margin, and operating profit objectives for assigned accounts through effective account management and growth strategies.
• Identify, qualify, and secure new business opportunities within existing accounts while pursuing incremental market share growth.
• Conduct regular business reviews with customers to evaluate performance, align priorities, and identify future opportunities.
• Collaborate with cross-functional teams including marketing, engineering, operations, customer service, and finance to deliver customer solutions and resolve issues.
• Forecast sales activity, monitor account performance, and maintain accurate opportunity pipelines to support business planning.
• Analyze market trends, competitive activity, and customer insights to identify opportunities and recommend strategic actions.
• Track and report key account metrics, including sales performance, profitability, customer satisfaction, and growth initiatives.
• Proactively address customer concerns and coordinate internal resources to ensure timely resolution of issues and a high level of customer satisfaction.
• Support new product introductions, promotional programs, and strategic initiatives that enhance customer value and strengthen competitive positioning.

Requirements

• Proven track record of developing and executing strategic business plans that deliver measurable growth and sustainable results.
• Strategic and forward-thinking leadership capabilities that drive business growth, innovation, and long-term value creation.
• Ability to lead, influence, and collaborate effectively across cross-functional teams, fostering a culture of accountability, teamwork, and alignment while creating synergy across the global Lancer organization.
• Results-driven, innovative, and entrepreneurial mindset with a focus on continuous improvement and business expansion.
• Exceptional planning, organizational, and negotiation skills, with the ability to manage multiple priorities and achieve desired outcomes.
• Excellent verbal, written, and presentation skills, with the ability to communicate effectively at all levels of customer and organizational leadership.
• Strong analytical capabilities, including sales reporting, forecasting, pipeline management, business insights, and performance analytics.
• Outstanding problem-solving and conflict-resolution skills, with the ability to navigate complex customer situations, de-escalate issues, and deliver effective solutions.
• Detail-oriented and disciplined approach to managing complex portfolios and processes
• Bachelor’s degree in business, marketing, or a related field
• 10+ years of Key Account Management with large C-Store or QSR customers
• Proven track record of meeting sales targets
• Excellent communication, negotiation, and interpersonal skills
• Proficient in Microsoft Office Suite and other relevant software

Skills

Required

• Communication
• Relationship management
• Negotiation
• Leadership
• Collaboration
• Problem-solving
• Conflict-resolution
• Organizational
• Detail-oriented
• Microsoft Office Suite
• Sales reporting
• Forecasting