The Key Account Manager 20 Customers will report to the EMEA Region Sales Manager and will be responsible for managing our company's relationship with 20 accounts. The individual is responsible for contracts, pricing, and the overall account strategy to defend and profitably grow our business. They indirectly manage teams to support existing business and win new business.Dettagli sul clienteOur Client is a diversified manufacturing company that delivers specialized expertise, innovative thinking and value-added products to meet critical customer needs in a variety of industries. The Company, with approximately 15 billion dollars in global revenues, operates 8 major segments with businesses in 56 countries that employ approximately 51,000 women and men. These talented individuals, many of whom have specialized engineering or scientific expertise, contribute to our global leadership in innovation. We are proud of our broad portfolio of more than 10,000 global patents and patent applications.The Divsion serves all the major Appliance OEM in the US, Europe, Asia, Mexico and Brazil and their tier suppliers. This global division manufactures mechanical, electromechanical and electronic components and assemblies with a variety of manufacturing processes including injection molding, stamping, automated and manual assembly. They have units in the US, China, Mexico, Slovenia, Hungary, Bulgaria & Italy, UK.The division drives profitability by leveraging its innovative solutions and application engineering and they enhances competitive advantage by:
Maintaining advanced global engineering and manufacturing facilities.
Identifying unmet customer needs to provide value added solutions.
Continually improving processes, material selection and designs to ensure every solution exceeds customer expectations while providing unparalleled value.
DescrizioneThe successful Key Account Manager will work closely with customer's procurement, quality, and plant personnel, and will lead/support cross functional teams who work with our customer's engineering personnel to develop new products, address customer pain points, and simplify/improve the existing product offerings. Success also requires building confidence and relationships with current and prospective customers in procurement, quality, production management, and engineering positions.Responsibilities:
Execute and deliver on Account sales objectives based on the Annual Plan and Long-Range Plans
Establishing full relationship between the business and its most important customers
Develop and implement a business plan for their key account(s)
Lead teams to develop specific account sales and marketing strategies to win business
Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet account performance objectives and customers' expectations
Network effectively both inside and outside the organization
Provide feedback on competitive situations and develop appropriate responses
Effectively forecast product shipments on a monthly, quarterly, and annual basis
Work with Business Development Managers & engineering teams on customer research, project selection, innovation, and product management (inventory management, obsolescence, etc.)
Work with other Key Account Managers to coordinate worldwide account activities
Understand and communicate global value proposition of the Company
Adapt and flourish in the shifting environment and circumstances of a new and growing business
Establish and maintain strong business relationships with OEM customers and internal management and customer teams
Profilo del CandidatoTo perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
A strong competitive drive to win balanced with the ability to work directly, and through teammates, to implement key strategies
Demonstrated ability to build and manage relationships at a complex multi-million dollar customer across varying customer functions and levels
Demonstrated ability to establish and implement a plan to improve/grow an account through winning new business and managing cost reduction and obsolescence initiatives
Deliver client-focused solutions based on customer needs
Understanding of financials including working knowledge of budgeting and forecasting of key account metrics
Strong business analytical skills and mechanical and/or electrical engineering and/or technical experience is a plus
Proven ability to manage multiple projects at a time while paying strict attention to detail
Bachelor's Degree is required or equivalent ITW experience, including supervisory experience
Proficient computer skills - MS Office (PowerPoint, Excel, Word, Outlook, etc.)
Must be a team player with excellent interpersonal and relationship building skills
Excellent verbal, written, interpersonal, communication, presentation and negotiation skills with experience in communicating and working with a remote team
Proven time management, prioritization abilities and demonstrated strong project management skills
Must possess decision making skills necessary to flourish in an ambiguous environment
Must be able to travel domestic and international, more than 50%
Takes initiative; able to function independently and make independent decisions
Proven thought leadership capabilities, innovative thinking skill set and the ability to drive change