Key Account Manager

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

Job summary

Fronius USA is seeking a proactive Key Account Manager to nurture and expand relationships with our top clients. You will serve as the primary contact, drive revenue growth, and coordinate cross-functional teams to meet client needs.

The role requires strategic thinking, strong communication, and the ability to manage complex accounts across national and global contexts. Travel and collaboration with multiple departments are expected.

Responsibilities

• Develops and maintains strong, long-lasting relationships with key clients.
• Identify new revenue potential with key accounts and develop strategies with leadership.
• Cooperates with Fronius departments to generate sales.
• Collaborates with Regional Sales to align with client needs.
• Prepare and execute national/global commercial frame and discount agreements.
• Coordinate technical product developments with Fronius USA & International teams.
• Handle customer and prospective projects and global activities.
• Evaluate and launch new systems/products for key accounts.
• Ensure negotiated prices/conditions are in ERP and shared globally.
• Act as main contact for assigned accounts.
• Understand clients' objectives to provide tailored solutions.
• Develop National Key Account plans aligned with SMEX methodology.
• Use CRM rollout model and tools for international key accounts.
• Achieve/exceed sales targets via upsell/retrofit/services.
• Monitor account performance and address issues promptly.
• Address client concerns in a timely manner.
• Resolve disputes with internal departments to ensure positive outcomes.
• Provide regular updates to management on key accounts.

Skills

Key account management

Account growth

Presentation skills

IT skills

Customer focus

Continuous learning

Team collaboration

Multitasking

Travel required

Flexibility

Cost control

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