Global Key Account Manager - Compressors

MANN+HUMMEL; Raleigh (NC); On-site; USD 90,000 - 130,000; Full time

Job summary

MANN+HUMMEL is seeking a Global Key Account Manager to lead the global relationship with the assigned customer, manage P&L, and steer global sales teams across locations. The role is on-site in Raleigh or Gastonia, NC, USA, with substantial coordination across sites and functions.

You will define and execute customer strategies, coordinate reviews, negotiate contracts, and ensure alignment with legal and engineering teams. Travel up to 30% is expected.

Qualifications

• Minimum 5 years in sales, key account management or related industry.
• Strong communication, negotiation and analytical skills.
• Willingness to travel up to 30% domestically and internationally.

Responsibilities

• Define and execute dedicated customer strategy aligned with industry strategy.
• Ensure cross-site communication and knowledge transfer (on-site presence).
• Coordinate regular customer reviews and manage opportunities from RFQ to product launch.
• Negotiate quotations and pricing with global KAMs.
• Oversee P&L for assigned customer and monitor performance (delivery, quality, cost).

Skills

Sales experience

Key account management

B2B industrial sales

Leadership for virtual team

Education

Bachelor's degree in Industrial/Manufacturing/Mechanical Engineering or Business

Job description

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 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 inRaleigh or Gastonia, NC.

Main Tasks

• Define and execute the dedicated customer strategy and align with the industry strategy (via industrychampions)
• Ensure communication across au involved sites (customer and M+H locations) regarding (global) businessactivities 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, newcustomer 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 thequotation 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 byinvolving other relevant internal functionsunderstand technical needs of the customer and support customer equipment packaging to include M+Hproducts
• 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 localM+H locations worldwide
• Negotiate customer specific contracts such as Long Term Agreements, Warranty Agreements and others incoordination 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, margindevelopment, 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 BusinessAdministration

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