Global Key Account Manager - Compressors

Mann; Raleigh (NC); On-site; USD 120,000 - 180,000; Full time

Job summary

MANN+HUMMEL is seeking a Global Key Account Manager (GKAM) to oversee the global relationship and business development for the assigned customer, including P&L responsibility. The role leads a global Key Account team and acts as the main interface for procurement, engineering and other functions across the world.

This onsite position is based in Raleigh, NC (or Gastonia, NC). You will define customer strategies, drive cross-site collaboration, manage quotations, contracts and performance

Qualifications

• 5 years of sales or key account management experience in a relevant industry.
• Bachelor's degree in Industrial Engineering, Manufacturing Engineering, Mechanical Engineering, or Business Administration.
• Ability to lead a virtual, multicultural 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.
• Coordinate and set-up regular customer review meetings.
• Work with the customer on product levels and new developments.
• Initiate and lead the business acquisition process through quotation, negotiation and product launch.
• Manage global accounts across sites and coordinate with M+H locations worldwide.
• Monitor and report on project lists, margin development, quality and delivery.
• Maintain responsibility for the P&L for the assigned customer.

Skills

Product knowledge

Customer knowledge

Market knowledge

Commercial skills

Analytical skills

Leadership

Travel willingness

Education

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

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 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
• 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