Global Key Account Manager - Compressors

MANN+HUMMEL; North Carolina; On-site; USD 120,000 - 160,000; Full time

Job summary

MANN+HUMMEL is seeking a Global Key Account Manager (GKAM) to own global relationships and drive P&L for a major customer. The role leads a global KAM team and interfaces across purchasing, engineering, and operations at multiple sites. Onsite position based in Raleigh or Gastonia, NC.

The GKAM develops and executes customer strategy, coordinates across worldwide locations and drives new developments, negotiations, and contract arrangements. Travel up to 30% is expected.

Qualifications

• 5 years of sales, key account management, or business experience in a relevant industry.
• Bachelor's Degree in Industrial Engineering, Manufacturing Engineering or Mechanical Engineering or Business Administration.
• 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 to 30% domestically & internationally.

Responsibilities

• Define and execute the dedicated customer strategy and align with the industry strategy.
• Ensure communication across all involved sites (customer and M+H locations) regarding global business activities and projects.
• Coordinate and set-up regular customer review meetings (business/project review, innovation, management meetings).
• Work with the customer on all product levels (standard parts, adaptations, new developments, projects).
• Initiate and lead the business acquisition process from opportunity to product launch and review.
• Check feasibility regarding technical, commercial, legal and timing dimensions with internal functions.
• Submit quotations and negotiate pricing with related KAMs.
• Negotiate customer contracts such as Long Term and Warranty Agreements with global teams.
• Manage customer performance ratings for delivery, quality and cost.
• Coordinate and review reporting (global project list, margins, quality, delivery).
• Update global project list weekly; report monthly to the business segment.
• Forecasting quarterly per sub-customer & M+H entity; track acquisition hit-rate.

Skills

Product knowledge

Customer knowledge

Market knowledge

Commercial skills

Methodological skills

Analytical skills

Communication

Negotiation

Conflict management

Coordination

Leadership

Travel willingness

Education

Bachelor degree in Industrial Engineering / Manufacturing Eng. / Mechanical Eng. or Business Admin

Job description

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 topics 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.

• 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

Role Summary

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 topics 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