Key Account Manager

TotalEnergies Group; Mannheim; Hybride; EUR 90 000 - 150 000; Plein temps

Résumé du poste

TotalEnergies in Mannheim, Germany, is seeking a proactive Key Account Manager to drive growth with German automotive OEMs. You will manage strategic relationships with Volkswagen Group, Audi and Porsche, coordinate cross-functional teams, and lead negotiations across RFQs, contracts, and pricing.

The role requires 5–10+ years in automotive sales, fluency in German, and willingness to travel extensively across Europe.

Qualifications

• Bachelor's or Master's degree in relevant field.
• 5–10+ years of sales or key account management experience in Automotive.
• Experience with Tier-1 automotive suppliers preferred.
• Strong knowledge of automotive development processes (APQP, PPAP, RFQ, SOP).
• Experience in EV/BEV projects is an advantage.

Responsabilités

• Develop and execute strategic account plans for assigned German OEM customers.
• Identify and secure new business opportunities aligned with company growth objectives.
• Lead commercial negotiations for RFQs, contracts, pricing, tooling, and long-term agreements.
• Revenue responsibility for assigned key customers within AVS Europe.
• Monitor market trends, competitor activities, and customer product strategies.
• Drive annual sales growth and profitability targets.
• Build strong executive-level relationships within OEM purchasing, engineering, quality, and program management teams.
• Act as the primary contact for customer commercial matters.
• Maintain regular customer visits and review meetings.
• Develop customer intimacy and understand future platform and vehicle development roadmaps.
• Support launch activities for new programs from quotation through serial production.
• Coordinate cross-functional teams to ensure customer requirements are met.
• Monitor program milestones, risks, and customer expectations.
• Participate in engineering reviews and change management processes.
• Prepare and present business cases, quotations in collaboration with costing and engineering teams.
• Negotiate annual productivity agreements and cost recovery claims.
• Manage commercial escalations regarding pricing, quality, logistics, and engineering changes.
• Ensure achievement of margin and contribution targets.
• Creation and responsibility for operative planning (budget) of assigned customers within AVS Europe.
• Analyze customer sourcing strategies and future vehicle programs.
• Support acquisition plans for EV, hybrid, and next-generation mobility platforms.
• Maintain accurate sales forecasts and pipeline reporting.

Connaissances

Strategic selling

Pricing management

Financial analysis

Cross-functional leadership

Executive communication

Problem-solving

Fluent German

Formation

Bachelor's or Master's degree in Business Administration

Bachelor's or Master's degree in Engineering

Bachelor's or Master's degree in Automotive Engineering

Bachelor's or Master's degree in Industrial Management

Related field

Description du poste

Location

Germany , Mannheim(Frequent travel to customer sites / manufacturing locations / Engineering center France)

Reports To

Head of AVS Sales Europe

Position Summary

The Key Account Manager (KAM) is responsible for developing, managing, and growing strategic business relationships with German automotive OEMs such as Volkswagen Group, Audi and Porsche.

The role focuses on securing new business opportunities, increasing revenue and profitability, coordinating customer programs, and ensuring customer satisfaction throughout the product lifecycle.

The KAM serves as the primary commercial interface between the customer and internal AVS functions including engineering, purchasing, program management, operations, quality, and finance.

Key Responsibilities

Business Development & Sales

• Develop and execute strategic account plans for assigned German OEM customers.
• Identify and secure new business opportunities aligned with company growth objectives.
• Lead commercial negotiations for RFQs, contracts, pricing, tooling, and long-term agreements.
• Revenue responsibility for assigned key customers within AVS Europe
• Monitor market trends, competitor activities, and customer product strategies.
• Drive annual sales growth and profitability targets.

Customer Relationship Management

• Build strong executive-level relationships within OEM purchasing, engineering, quality, and program management teams.
• Act as the primary contact for customer commercial matters.
• Maintain regular customer visits and review meetings.
• Develop customer intimacy and understand future platform and vehicle development roadmaps.

Program Management Support

• Support launch activities for new programs from quotation through serial production.
• Coordinate cross-functional teams to ensure customer requirements are met.
• Monitor program milestones, risks, and customer expectations.
• Participate in engineering reviews and change management processes.

Commercial Management

• Prepare and present business cases, quotations in collaboration with costing and engineering teams.
• Negotiate annual productivity agreements and cost recovery claims.
• Manage commercial escalations regarding pricing, quality, logistics, and engineering changes.
• Ensure achievement of margin and contribution targets.

Operative / Strategic Planning

• Creation and responsibility for operative planning (budget) of assigned customers within AVS Europe
• Analyze customer sourcing strategies and future vehicle programs.
• Support acquisition plans for EV, hybrid, and next-generation mobility platforms.
• Maintain accurate sales forecasts and pipeline reporting.

Internal Coordination

• Work closely with:
  • Engineering
  • Project Management
  • Operations
  • Quality
  • Purchasing
  • Finance
  • Supply Chain
• Coordinate customer requirements across all business functions.
• Ensure timely communication of customer expectations and changes.

Key Performance Indicators (KPIs)

• New business awards (€).
• Annual revenue of assigned customers within AVS Europe
• Gross margin achievement.
• RFQ conversion rate.
• Customer satisfaction score.
• Quote response time.
• Launch performance and program success.
• Customer growth in line with AVS strategic roadmap
• EBIT contribution.

Qualifications

Education

• Bachelor's or Master's degree in:
  • Business Administration
  • Engineering
  • Automotive Engineering
  • Industrial Management
  • Related field

Experience

• 5–10+ years of sales or key account management experience in the Automotive industry.
• Experience with Tier-1 Automotive suppliers preferred.
• Strong knowledge of automotive development processes (APQP, PPAP, RFQ, SOP).
• Experience in EV/BEV projects is an advantage.

Languages

• Fluent German (mandatory).
• Additional European languages are a plus.

Commercial Skills

• Strategic selling
• Pricing management
• Financial analysis

Technical Understanding

• Experience in Automotive AVS be a plus
• Manufacturing processes
• Quality systems (IATF 16949)
• Program management

Leadership Skills

• Influencing without direct authority
• Cross-functional team leadership
• Problem-solving
• Executive communication

Personal Attributes

• Customer-focused mindset
• Results-oriented
• High level of autonomy
• Willingness to travel extensively

Preferred Experience

• Existing network within OEM´s like Volkswagen, BMW, Mercedes-Benz, Audi, Porsche, or Stellantis Germany.
• Experience with electrification, thermal management, sealing systems, NVH, fluid transfer systems, or automotive electronics.
• Experience managing international manufacturing footprints and global customer programs.

Expected Outcomes

Within the first 12 months, the Key Account Manager should:

• Achieve annual sales objectives.
• Secure new business nominations from assigned OEMs.
• Establish a robust pipeline of future vehicle platform opportunities.
• Contribute to the company's strategic growth within the German automotive market.

Additional Information

TotalEnergies values diversity, promotes individual growth and offers equal opportunity careers.

Joining TotalEnergies means committing to the energy transition and helping provide energy that is more affordable, more available, and more sustainable for as many people as possible. You will grow within an international multi-energy company where every talent matters. You will contribute to ambitious projects and deliver concrete solutions to today's energy challenges.

Throughout your career, you will benefit from a wide variety of assignments and tailored learning opportunities. You will fully develop your potential in an environment that fosters innovation and excellence. Join committed and collaborative teams where success is built together.

We place respect and employee well-being at the heart of our performance. That is why TotalEnergies values diversity and promotes equal opportunities for all.