Steve Klim
Andover,KS
Summary
Collaborative Key Account Manager with extensive experience and demonstrated success in relationship building, negotiating and developing new business within targeted and assigned accounts. Strong analytic, quantitative and technical aptitude with great attention to detail. Self-motivated, driven and adaptable with proven track record of exceeding goals.
Overview
25
25
years of professional experience
Work History
Key Account Sales Consultant
MSC Industrial Supply
06.2007 - Current
- Managed high-profile territory, generating more than $3M in new business and increasing existing account sales 20%
- Secured and grew high-value accounts through consultative selling techniques, effective customer solutions and strong relationship building
- Leveraged strategic planning and key suppliers to penetrate key accounts
- Excellent account retention by predicting potential competitive threats and outlining proactive solutions
- Utilized Salesforce to create sales plans to target monthly, daily and yearly objectives as well as to track customer information and drive purchases of new products and solutions
- Resolved problems with customers to maintain relationships and account retention
- Collaborated with upper management to implement continuous improvements and exceed company and personal goals
- Demonstrated products to show potential customers benefits and advantages and encourage purchases
Territory Sales Manager
ProEthic Pharmaceuticals
10.2003 - 03.2007
- Coordinated brand development and sales for new pharmaceutical/healthcare products
- Drove and maintained pull-through on existing patients and built brand awareness of product portfolio with each physician and pharmacist
- Built strong customer relationships at Family, General, and Specialty clinics to maintain a long-term professional relationship based on product knowledge, integrity and trust to favorably position future product launches
- Maintained a strong knowledge of products, industry trends, regulatory changes, competitive products, and customers and communicated effectively to clients
- Grew a new territory to include more than 200 prescribing physicians and dispensing pharmacies
Industrial/Commercial Sales Representative
Philips Lighting Company
07.1997 - 07.2003
- Managed and grew $3M territory covering Kansas and NW Missouri for assigned distribution partners
- Maintained routine communication with distributor partners to assess overall satisfaction, resolve complaints and promote new offerings
- Provided technical expertise, administrative support, pricing , training, and end user support for strategic account base
- Used consultative sales approach to understand and meet customer needs
- Developed and secured large purchasing contracts with the State of Kansas, Spirit Aviation, Textron Aviation, Bombardier and Nat;l Beef
Education
Bachelor of Science - Personnel Administration/Human Resource Management
UNIVERSITY OF KANSAS
Lawrence, KS12.1988
Skills
- Customer Needs Analysis
- Business Development
- Supplier Relationships
- Salesforce Software
- Continuous Customer Reviews
- Territory Management
- Account Development and Management
- Software Improvements
- Challenger Sales Model
- Sales Negotiation
- Account Strategy
Accomplishments
- Managed $3,000,000 territory covering entire state of Kansas and northwest Missouri for largest lighting productsmanufacturer worldwide.
Timeline
Key Account Sales Consultant
MSC Industrial Supply
06.2007 - Current
Territory Sales Manager
ProEthic Pharmaceuticals
10.2003 - 03.2007
Industrial/Commercial Sales Representative
Philips Lighting Company
07.1997 - 07.2003
Bachelor of Science - Personnel Administration/Human Resource Management
UNIVERSITY OF KANSAS
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