Global Key Account Manager - Compressors

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

Job summary

The Global Key Account Manager (GKAM) at MANN+HUMMEL oversees global relationship management and business development for the assigned customer, including P&L responsibility. This onsite role is based in Raleigh or Gastonia, NC, and requires coordinating the global sales team across sites.

You will drive strategy, negotiate contracts, and manage customer reviews and performance, with up to 30% travel domestically and internationally.

Qualifications

• 5 years sales, key account management, or business experience in a relevant industry.
• Bachelor's degree in Industrial Engineering, Manufacturing Engineering, Mechanical Engineering or Business Administration.
• Willingness to travel up to 30% domestically and internationally.
• Strong communication, negotiation, and analytical skills.
• Ability to coordinate global strategies and lead virtual teams.

Responsibilities

• Define and execute the dedicated customer strategy and align with industry strategy.
• Coordinate and set up regular customer review meetings and knowledge transfer on-site.
• Lead global sales team across locations and manage P&L for the customer.
• Negotiate contracts including Long Term Agreements and warranty terms.
• Forecast and report on project lists, margins, quality, and delivery.

Skills

Sales & KAM

Commercial acumen

Negotiation

Leadership

Travel willingness

Education

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

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 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

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