Global Account Manager

Hollingsworth & Vose; Walpole (MA); On-site; USD 90,000 - 110,000; Full time

Job summary

Hollingsworth & Vose is a global leader in filtration and energy storage solutions and seeks a Global Account Manager to drive revenue growth for energy solutions across strategic multinational customers. You will develop and execute a global customer strategy with senior-level relationships, coordinate cross-functional teams, and manage pricing, quotes, and forecasts to exceed objectives.

The role requires a proven ability to grow sales in a highly technical market, strong negotiation skills,

Qualifications

• BA or BS in business or technical discipline; MBA preferred.
• 7+ years in commercial sales with executive-level multinational accounts; automotive/battery industry experience a plus.
• Strong customer advocate with the ability to grow sales in a highly technical market.
• Skilled in negotiation, capable of influencing the client at senior levels.
• Demonstrated ability to lead indirect reports through collaboration to enhance the customer experience.
• Comfort in communication with all levels of the company; polished presentation skills.

Responsibilities

• Build a robust opportunity pipeline and shorten time to closure; increase close rates.
• Lead contract strategy and negotiations for enterprise and regional objectives.
• Expand knowledge of customer goals, markets, and go-to-market strategies.
• Develop a global customer strategy and plan to position HV products and technologies.
• Act as voice of the customer; provide regular account updates on performance and actions.
• Coordinate customer/supplier scorecard activities to measure satisfaction.
• Foster multi-level cross-functional relationships to align strategy and execution.
• Oversee revenue growth with regional sales colleagues; manage quotes and product commercialization.
• Provide input into demand planning for revenue forecasting.

Skills

Negotiation

Executive relationships

Cross-functional collaboration

Verbal communication

Written communication

Presentation skills

Travel flexibility

Education

Bachelor's degree in business/technical

MBA preferred

Job description

H&V is a global leader in filtration and energy storage solutions. Our advanced materials are used in nearly every industry and touch every aspect of modern life. Wherever you work, live or travel, chances are an H&V solution is close by, contributing to a cleaner, healthier, more sustainable world. H&V serves the world from 13 strategically located facilities. Our footprint in the Americas, Europe and Asia lets us meet the unique requirements of global and regional customers efficiently, accurately and cost effectively, while capturing supply chain efficiencies. These advantages help make H&V a valuable partner and a true worldwide leader. Our success comes from our ability to adapt, our values and the people of H&V. We act with integrity, and we treat customers, partners and each other with dignity and respect. We live these values every day and could not have prospered for more than 200 years without them.

The Global Account Manager (GAM) is accountable for driving organic revenue and profit growth in our energy solutions division at one or more strategic multinational customer(s). The GAM is responsible for building a deep understanding of the customers’ needs and objectives, through the development and maintenance of senior level customer relationships. This role leads an indirect, cross-functional team to build and execute a global customer strategy that drives customer satisfaction and manages opportunity and pipeline growth to exceed short-term business objectives and ensure long-term sustainability.

Job Responsibilities:

• Build a robust opportunity pipeline, which leverages existing and future product capabilities. Focusing on decreasing time to closure and increasing overall close rate
• Lead contract strategy and negotiations, ensuring that enterprise and regional objectives are optimized throughout the process
• Expand knowledge of the customer, including but not limited to, their long-term goals & objectives, focus markets/areas, go to market strategies, and media usage by market and by product
• Develop a global customer strategy and business plan ensuring that H&V is positioned with products and technologies which will achieve annual and long-range plan results
• Act as voice of the customer. Provide regular comprehensive account updates, clearly articulating performance, challenges, relationship status, and actions required to close gaps.
• Work with Customer Operations to implement and coordinate customer/supplier scorecard activities to measure and improve key customer satisfaction measures.
• Foster positive multi-level and cross-functional customer relationships, at the C‑Suite level and below
• Oversee and drive accountability for a non-direct internal account team made up of cross-functional stakeholders to drive strategy alignment and execution, as well as project prioritization and execution.
• Work closely with regional sales counterparts to oversee the revenue and profitability growth of the customer
• Create and direct relationships between H&V and customer Engineering/R&D teams to prioritize developments, always ensuring that H&V is in pole position for development activities
• Work closely with the pricing team, product management, operations, and technology to manage quotes, product commercialization and other cross-functional activities with the customer
• Provide input into the demand planning processes for revenue forecasting

Qualifications:

• BA or BS in business or technical discipline or significant related experience; MBA preferred
• Minimum of 7 years’ experience in commercial sales with experience building executive level relationships at large multinational accounts; automotive and/or battery industryexperience a plus
• Strong customer advocate
• Demonstrated ability to grow sales and revenue in a highly technical market
• Skilled at negotiation, capable of influencing the client at senior levels
• Demonstrated ability to lead indirect reports through collaboration to enhance the customer experience
• Comfort in communication with all levels of the company
• Proficient verbal and written communicator; polished presentation skills

Eligibility Requirements:

• Willingness to travel up to 50% of the time
• This position requires access to, and appropriate handling of ITAR related information

Hollingsworth & Vose is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, gender, sexual orientation, gender identity or expression, religion, national origin, marital status, age, disability, veteran status, genetic information, or any other protected status.

Salary starting at $100,000

Hollingsworth & Vose is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, gender, sexual orientation, gender identity or expression, religion, national origin, marital status, age, disability, veteran status, genetic information, or any other protected status.