Key Account Representative
Location: Home-Based Position
Openings: Ottawa (1) and the GTA (1)

Role:

Reporting to the Manager, Key Accounts, the Key Account Representative will execute a key account strategy including specific account plans, proposals, and customized solutions for major clients as defined by the Key Account Program.

The successful incumbent is responsible for identifying, growing, and maintaining assigned customer accounts and industry areas to achieve injury and illness reduction and revenue margin targets.

Responsibilities:

• In collaboration with the Manager, Key Accounts, the Key Account Representative will represent the organization to senior management of strategic and major national accounts and will build credibility to assist in driving WSPS’s market share and revenue objectives.
• Develops and maintains effective relationships with strategic clients, including the planning, implementation, and delivery of customized, value-added prevention solutions for major national accounts.
• Liaises with the Manager, Industry Relations and the Manager, Strategic Alliances to develop and maintain working partnerships with key stakeholders such as, Trade Associations and System Partners to assist and enhance health and safety within Key Accounts.
• Develops and nurtures a network of external and internal contacts to support the achievement of the WSPS’s Key Account Management Program goals.
• Ensures the development and maintenance of effective relationships with strategic clients (large provincial and/or national clients), including the planning, implementation, and delivery of customized, value-added prevention solutions for key accounts.
• Prepares and presents effective proposals to the Senior Leadership Group of potential or existing clients.
• Ensures the Senior Leadership of key accounts are actively committed to reducing injuries and illness, and ultimately to creating a culture of health and safety within their organizations.
• Ensures the effective implementation of provincial or national programs either by managing and coordinating regional consultants or by coaching key account management.
• Consults with Business Developer Managers to leverage organizational contacts and initiatives to engage regional market or assigned key/strategic accounts.
• Contributes to the identification of industry trends and leading practices, and assists with the application to stimulate advancing practices and performance of member firms and WSPS’s business unit; coordinates the sharing of health and safety solutions among key accounts.
• Develops the business plans and sales strategies for assigned key accounts and participates in the development and implementation of business unit marketing plans and targeting initiatives.
• Collaborates with the Manager, Key Accounts to develop and maintain working partnerships with key stakeholders and external business associates to advance WSPS’s objectives.
• Assists with WSPS activities that identify, recruit, and work with volunteers through structures such as the sub-sector advisory committee, in order to provide input to product, program and service development; promotes WSPS’s key account promotional events and speaking engagements and identifies opportunities to leverage relationships with volunteer networks.
• Effectively communicates the strategy, engagement plans, priorities and opportunities of assigned key/strategic accounts to internal and external stakeholders; communicates the prevention system focus and strategic plan to senior decision makers of key accounts, including large provincial and/or national clients.

Span of Control:

This role will report directly to the Manager, Key Accounts. No direct reports.

Required Competencies:

The successful candidate will demonstrate a high degree of competence in the following areas:

• Demonstrates an understanding of competing and divergent interests of all parties in order to create win-win solutions.
• Proven ability to analyze, organize, interpret, and summarize complex information, data, and documents.
• Builds trust and credibility among colleagues and clients through the use of candour, honesty, and integrity.
• Proven ability to effectively manage and maintain internal and external stakeholder relationships.
• Demonstrates an ability to balance competing priorities and interests in reaching decisions then making decisions assuredly using sound principles, values and business acumen.
• Demonstrates knowledge of health and safety policies and procedures; informs the manager of any identified hazards and concerns outside of their immediate control.

Additional Knowledge, Skills, and Experience:

• Degree in Business, Commerce, Health and Safety, Industry Relations, or other related discipline; or equivalent combination of education and/or experience. Certified Management Consultant (CMC) or Canadian Registered Safety Professional (CRSP) would be considered an asset.
• 3 years of industry-related experience; 5 years of industry-related experience managing large national accounts. Training in Sales Management and/or Account Management and Project Management. Working knowledge of WSPS information, products, and services.
• Experience and knowledge in a full range of relevant Industry Association activities.
• Strong relationship building skills and business acumen; excellent interpersonal skills and the ability to work collaboratively with staff at all organizational levels.
• Excellent communication skills, both oral and written with the ability to create synergies across various teams.
• Ability to manage multiple projects, deadlines and priorities.
• Valid driver’s license and a reliable automobile required.

Applicant Information

Deadline for Application: Tuesday September 7th, 2010 @ 12:00 PM

Applications are to be forwarded to:
Human Resources
Email: careers@swpso.com

Complete application will include:

• Cover letter
• Resume
• Completed Questionnaire

Salary:

• The successful candidate will be assigned an interim salary based on the current grades and ranges within their legacy organization.
• This position will be subject to job evaluation in 2010 leading to the implementation of a new salary structure in 2011.
• SWPSO’s new compensation structure will be governed by the principals of internal equity within SWPSO and a pay policy which will reflect SWPSO’s ability to align itself with the external market.

Assessment Questions for the Key Account Representative

Please provide a written response to each of the following questions. The assessment must be submitted with your cover letter and resume.

1. Describe a situation where you had to gain the influence of senior leadership or prominent industry players in order to promote and execute a strategy with key accounts.
• Provide an example
• How did you accomplish this task?
• What was the result?
• What was the contribution to the organizations objectives and goals?
2. Describe what you have done to develop new and creative solutions to complex business problems.
• Provide an example of a specific approach you developed.
• What was the outcome?
• How was success measured?
3. Describe a time when you have promoted collaboration in a way that supported the overall objectives of a partnership with internal/external customers.
• Provide an example.
• What strategies did you use?
• What was the outcome?
4. Describe what you have done to identify and develop business relationships to expand an organizations’ customer or account profile.
• Provide an example.
• What strategies did you use?
• What was the outcome?
5. Outline a situation where you have played a role in the changes in a business or industry culture.
   • Provide an example.
   • What specifically was your role?
   • What strategies did you use?
   • What were the outcomes?