Global Key Account Manager - Compressors

MANN+HUMMEL; Gastonia (NC); On-site; USD 120,000 - 180,000; Full time

Job summary

MANN+HUMMEL is seeking a Global Key Account Manager to maintain global customer relationships and drive business development. The role leads the global account team across sites and serves as the main interface for senior stakeholders in purchasing, engineering, and beyond.

Based in Raleigh or Gastonia, NC, USA, the GKAM will steer strategy, negotiate long-term agreements, and manage P&L for the assigned customer with up to 30% travel.

Qualifications

• Bachelor's degree in Industrial Engineering, Manufacturing Engineering, Mechanical Engineering or Business Administration.
• 5 years sales, key account management, or business experience in a relevant industry.
• Enhanced knowledge: product, customer, market.
• Commercial, methodological and analytical skills.
• Communication, negotiation and conflict management skills.
• Coordination skills for harmonizing global strategies, quotations.
• Leadership to coordinate a virtual and multi-cultural sales team.
• Willingness to travel up to 30% domestically and internationally.

Responsibilities

• Define and execute the dedicated customer strategy and align with the industry strategy.
• Ensure communication across sites regarding global business activities and knowledge transfer.
• Coordinate and set-up regular customer review meetings (e.g., business/project reviews).
• Work with the customer on product levels (standard parts, configurations, new developments).
• Initiate and lead the business acquisition process from RFQ to product launch.
• Check feasibility with technical, commercial, legal and timing dimensions with internal functions.
• Submit quotations and negotiate pricing with related KAMs worldwide.
• Negotiate contracts such as LTAs and warranties with global locations and legal.
• Manage customer performance ratings for delivery, quality and cost.
• Coordinate reporting: global project list, margin, quality, delivery; update quarterly/annually.

Skills

Strategic product & market knowledge

Commercial, methodological & analytic

Communication & negotiation

Global coordination & quotations

Leadership of virtual, multicultural团队

Willingness to travel 30%+

Education

Bachelor's in Industrial Eng / Manufacturing Eng / Mechanical Eng / Business Admin

Job description

Role Summary

Job Description

The Global Key Account Manager (GKAM) is responsible for maintaining the global relationship and business development Of the assigned Customer (including responsibility for profit & Loss) and steering the business and Global Key Account team functionally. The GKAM is the global representative of the customer voice within MANN+HUMMEL (M+H) and has the overall customer responsibility for the respective customer acting as the main interface and first point of contact for all topcis on several levels (e.g. purchasing, engineering, etc). The GKAM leads the global sales team taking care if the different customer locations around the world functionally. This is an onsite position based in Raleigh or Gastonia, NC.

Main Tasks

• Define and execute the dedicated customer strategy and align with the industry strategy (via industry champions)
• Ensure communication across au involved sites (customer and M+H locations) regarding (global) business activities I projects including a knowledge transfer (requires on-site presence)
• Coordinate and set-up regular customer review meetings (such as business/project review, innovation, management meetings, etc)
• Work with the customer on all different product levels (standard products with configurations, adaptions, new customer specific developments, projects)
• Initiate and lead the business acquisition process: follow-up business opportunities even before receiving an RFQ or providing an initiative offer through the quotation and decision phase (won or lost order) until the product launch, if applicable, and check the customer development afterwards
• Customer specification: check feasibility regarding technical, commercial, legal and timing dimensions also by involving other relevant internal functions understand technical needs of the customer and support customer equipment packaging to include M+H products
• Submit different kind of quotations (from standard parts to new developments) and negotiate individual pricing (principles) corresponding to the offer package and in coordination with related Key Account Managers at local M+H locations worldwide
• Negotiate customer specific contracts such as Long Term Agreements, Warranty Agreements and others in coordination with M+H locations worldwide and in alignment with legal department
• Manage customer performance ratings with regards to delivery, quality and cost (for all sites involved)
• Coordinate and review the reporting of activities and results on a regular basis (e.g. global project list, margin development, quality, delivery, etc.) e.g. provided by locally responsible KAM members
• Update of global project list (weekly)
• Status report to business segment (monthly)
• Customer cockpit chart (annually) — actions will be reflected in individual targets
• Forecasting (quarterly) per (sub)customer & M+H entity
• Acquisition hit-rate (regularly derived from project list/quotation tool)
• Responsibility of profit & Loss for the assigned customer

Your Profile

Experience:

• 5 years sales, key account management, or business experience in a relevant industry

Educational Requirements:

• Bachelors Degree in Industrial Engineering, Manufacturing Engineering or Mechanical Engineering or Business Administration

Skills Requirements:

• Enhanced knowledge: product, customer, market
• Commercial, methodological and analytical skills
• Communication, negotiation, conflict management skills
• Coordination skills for harmonizing global strategies, quotations
• Leadership skills to coordinate a virtual and multi-cultural sales team
• Willingness to travel up 30% Domestically & Internationally