SUMMARY:
The Key Account Manager (KAM) will support the Business Development Manager to achieve the established sales objectives and is responsible for management of all commercial activities with assigned accounts / territory including generation of new business, maintaining current business, proactive issue resolution, pricing development, resolving AR/AP issues, improving service levels, and maximizing customer satisfaction.
ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.
- Execute strategic plans to ensure long term growth within designated markets and customers by bringing new business to full closure.
- Manage existing business and develop new opportunities for assigned customers.
- Identify new opportunities to provide products and services to existing customers and inform customers of our capabilities.
- Lead RFQ process starting with first discussions with customer through business award. Respond to requests for quotes, providing detailed price quotes on prospective business opportunities. Follow-up on all quotes submitted for feedback.
- Build a long-term relationship with assigned customers, including key personnel in engineering, R&D, manufacturing and purchasing. Visit customers and use the opportunity to build relationship.
- Responsible for customer sales forecasting and long-term planning for assigned customers.
- Support finance group with customer payment topics
- Understand customer systems including scorecard and work with organization to support the required applications and achieve high scorecard ratings
- Negotiations - both internally and externally. Negotiate pricing that optimizes margins. Ability to value-sell and receive new business at price higher than competitors. Considers $0.01 as opportunity to improve profit margin
- Project management - Ability to understand customer schedule and proactively follow both internally and externally items to support a smooth launch.
- Margin Improvement - responsible to seek and implement strategies that will increase gross margin of the product within stated responsibilities. Activity / results to be tracked and reported monthly.
- Communication - fully understand expectations and clearly define both verbally and in written form.
- Presentation skills utilizing PowerPoint at all levels of the organizations, including 'c' levels.
- Ability to work effectively and meet objectives without detailed day-to-day direction.
- Highly organized and flexible to handle multiple priorities Customers
- Proficient computer skills, including the use of windows, email, Microsoft office and ERP systems.
- Travel Required (Domestic & International) - 50%+
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QUALIFICATIONS To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. EDUCATION and/or EXPERIENCE - Four (4) year college degree with technical major preferred or equivalent experience.
- 3 to 5 of Front-line sales experience with demonstrated new business successes.
- Experience with technical sales. Must have demonstrated ability to sell this technology.
Job related demands (i.e. physical, travel): - Ability to work without day to day supervision
- Travel for meetings or training.
- Flexibility to alter work schedule for timely completion of projects.
- Prioritization of multiple projects to meet goals.
- Ability to handle sensitive and confidential issues with tact and diplomacy.
- Maintenance of professional knowledge by attending educational workshops, reviewing professional publications, establishing personal networks, and/or participating in professional associations.
- Ability to lift and move objects up to 35 lbs. without assistance and occasionally up to 50 lbs. following company safe lifting protocol.
- Ability to stand and/or sit for long periods of time.
- Ability to work in a manufacturing environment with powdered metal, dust, noise, oils, and chemicals.
LANGUAGE SKILLS Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals. Ability to write routine reports and correspondence. Ability to speak effectively before groups of customers or employees of organization. Excellent oral communication skills. Ability to read component blue prints. MATHEMATICAL SKILLS Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry. REASONING ABILITY Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form. Ability to deal with problems involving several concrete variables in standardized situations. CERTIFICATES, LICENSES, REGISTRATIONS Strong PC skills, including experience using MS Project, MS Office, MS Outlook, and Web Browsers. Other skills include the ability to organize and manage multiple priorities, problem analysis and problem resolution at a functional level, and knowledge of EDI and Business Application systems and terminology, HTML, and Internet protocols and security. PHYSICAL DEMANDS The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. WORK ENVIRONMENT The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. |
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