Key Account Manager

Fronius; Portage (IN); On-site; USD 90,000 - 130,000; Full time

Job summary

Fronius in the United States seeks a results-driven Key Account Manager to manage strategic client relationships and drive revenue growth. You will serve as the primary contact for key accounts, coordinating with global teams to address client needs and ensure satisfaction.

The role requires strategic thinking, excellent communication, and the ability to tailor solutions to client objectives while coordinating with regional sales and various Fronius international departments.

Qualifications

• Experienced with management of large industrial accounts.
• Track record in growing accounts and developing new targeted accounts.
• Strong presentation skills.
• Comprehensive IT skills.
• Customer-centric mindset.
• Willingness for continuous training.
• Team-oriented and willing to share knowledge.
• Solution-oriented and ability to multi-task.
• Regular Travel.
• Flexibility (working hours and tasks arranged to suit customer requirements).

Responsibilities

• Develops and maintains strong, long-lasting relationships with key clients.
• Identifies new revenue potential through strategic key account development and develops strategies with leadership.
• Cooperates with strategic and operational teams to generate sales.
• Collaborates with local Regional Sales to ensure alignment with client needs.
• Prepares and executes national or global commercial frame and discount agreements.
• Coordinates technical product developments with Fronius USA & International teams.
• Handles customer projects and global activities in coordination with departments.
• Evaluates launch of new systems and products for key accounts.
• Ensures negotiated prices and conditions are maintained in ERP and shared globally.
• Acts as main point of contact for communications and inquiries from assigned accounts.
• Understands clients' objectives to provide tailored solutions.
• Develops National Key Account plans to achieve revenue goals.
• Uses CRM/Quarterly dashboards to monitor plans and performance.
• Achieves or exceeds sales targets by upselling, retrofitting, or adding services.
• Monitors account performance and addresses issues proactively.
• Provides updates and reports to management on account status.

Skills

Key account management

Industrial accounts

Presentation skills

IT skills

Customer-centric

Team collaboration

Travel willingness

Multi-tasking

Tools

CRM tools

Qlik Dashboard

Job description

The Key Account Manager responsibilities include managing and nurturing relationships with our most important clients, ensuring their needs are met and sales goals are achieved. This position will serve as the primary point of contact between the company and these key clients, aiming to maximize their satisfaction and retention while also driving revenue growth. The Key Account Manager role requires a strategic mindset, strong communication skills, and the ability to understand and address the unique needs of each client.

Tasks and Responsibilities

• Develops and maintains strong, long-lasting relationships with key clients.
• Identifies new revenue potential through strategic key account development and develops strategies to capitalize on them together with the Leader of Key Account Management.
• Cooperates with strategic and operational support by various Fronius International departments to generate sales.
• Collaborates with local Regional Sales to ensure alignment with client needs and objectives.
• Prepares and executes potential national or even global commercial frame and discount agreements in alignment with the various contacts of Fronius USA & International (e.g., SSM, RM).
• Coordinates technical product developments together with various contacts of Fronius USA & International (e.g., TCC, Solution Management).
• Handles Customer & Prospective projects and global activities in coordination with various Fronius USA & International departments.
• Evaluates and takes necessary steps regarding the launch of new systems and products relevant for the specific key account.
• Ensures that negotiated prices and conditions are maintained in the ERP system and shared within the global Fronius organization.
• Acts as the main point of contact for all communications and inquiries from assigned accounts.
• Understands clients' business objectives, challenges, and priorities to provide tailored solutions and support.
• Develops National Key Account plans to achieve revenue goals and objectives in alignment with SMEX methodology.
• Uses Account Management rollout model utilizing CRM to conceptualize and deploy the National Key Account plan in conjunction with tools for International key account.
• Achieves or exceeds sales targets and objectives for assigned key accounts by identifying opportunities to upsell, retrofit, or provide services to existing clients.
• Monitors account performance and metrics (e.g., revenue, new projects opportunities, etc.) and takes proactive measures to address any issues or concerns.
• Addresses any issues or concerns raised by clients in a timely and effective manner.
• Works closely with internal Fronius departments to resolve client complaints or disputes and ensure a positive resolution.
• Anticipates potential challenges or obstacles and develops contingency plans to mitigate risks together with stake holders.
• Provides regular updates and reports to management on the status of key accounts, including progress towards goals, challenges, and opportunities.
• Creates CRM Account Cockpit & or Qlik Dashboard with live updates for monitoring purposes.
• Communicates effectively with clients through various channels, including meetings, phone calls, emails, and presentations.
• Ensures all client communication is clear, professional, and aligned with company standards and values.
• Develops and facilitates presentations, proposals as well as conducts product demonstrations.
• Supports Regional Sales teams in all efforts regarding National Key Customers (technical and sales-related topics).
• Facilitates the development of technical/maintenance/training documents for new and existing Key Customers.
• Participates in Key Customers related events to support Fronius marketing activities.

Requirements

• Experienced with management of large industrial account
• Track record in successfully growing accounts and developing new targeted accounts
• Strong presentation skills
• Comprehensive IT skills
• Customer-centric mindset
• Willingness for continuous training
• Team-oriented and willing to share knowledge
• Solution-oriented and ability to multi-task
• Regular Travel
• Flexibility (working hours and tasks arranged to suit customer requirements)
• Cost conscious
• Health and Safety
• Must comply with all safety and health standards established by Fronius USA, LLC and federal, state or local requirements
• Employees will perform duties in an office environment and a field setting
• Employees could be required to lift up to 50 pounds unassisted.
• The noise level in the work environment is usually low to medium

Are you ready for Fronius?

We are a family-owned company from Austria active in the electrical and electronics industry.

With Fronius Welding, we are continually revolutionising welding technology, while Fronius Solar & Energy focuses on the best possible use of solar energy and optimising battery charging systems for intralogistics.

We currently employ around 6,700 people worldwide and are always looking for new colleagues to join us in developing sustainable and forward-looking solutions.

What sets us apart? Our outstanding corporate culture, which unites us despite all our diversity and individuality.

Our Fronius spirit, our sense of togetherness, is always present. No matter in which area, whether in day-to-day business or at events: we are all part of the community.

We are Fronius.