Global Key Account Manager

Position Purpose

Develop and secure new global key account business to increase the general revenue & profitability of accounts in accordance with the Sales budget.

• 80% Travel Required
• Develop sales strategy for Röhlig’s product portfolio in order to secure, manage and retain new global key account business
• Build and implement annual Strategy-to-action account plan to satisfy customer’s needs and create demand for new offers
• Identify and manage pipeline for potential global Platinum and Gold accounts in the regions to meet the targeted growth; grows sales activities and achieves quotas by driving the sales process start‑to‑end
• Maximizes opportunities by participating in the customer planning process, leading virtual account teams in building strategies that deliver balanced growth and customer satisfaction
• Perform own sales activities on Gold & Platinum accounts according to global standards and meet own individual sales budget (generate leads, perform sales calls/meetings, perform pre‑sales activities, close the sale, record outcome of sales process)
• Utilize sales & CRM tools for all pipeline and potential opportunities
• Ensure that new Key account activities are aligned with global and regional sales strategy
• Ensure compliance with the relevant regulations and standards within the sales department
• Lead the regional tender processes for Global Key Accounts and ensure a high quality and successful completion and hit ratio in order to win new business opportunities
• Assist and/or manage the successful completion of complex Global RFQ’s, RFI’s and RFP’s from start to finish
• Engage with global pricing teams to develop pricing models on tender projects, coordination of customer pricing templates/sheets
• Pro‑active analysis of the regional business development from a sales perspective with a yearly book of business review for ensuring profitable customers
• Ensure alignment of CRM compliance and sales processes with global standards

• Deliver customer satisfaction through timely resolution of customer quality issues and by delivering an exceptional experience
• Manage Global Key Accounts (manage customer relationships, manage customer master data and contracts) and assign Existing KAM on each of the accounts
• Involvement with the USA countries for sales budget & forecast, supporting on sales management and guidance to local sales activities
• Develop and manage local marketing initiatives and sales campaigns in line with the regional marketing plan to support brand awareness and local sales
• Capability to provide customized solutions that can fit the high demands of customers dealing with JIT (Just‑In‑Time) supply chains
• Quarterly customer visits, to include international visits as needed, for intensifying strategic dialogue and commitment

• Oversee all product services provided by agents and vendors within the Global Key Account network
• Serve as the primary point of contact for both new and existing vendors; maintain governance and ensure service quality
• Coordinate with internal and external partners to deliver seamless operational performance
• Negotiate customer rates while ensuring profitable outcomes for the company
• Strengthen relationship stability by expanding product offerings and building multi‑level stakeholder relationships between GKAM and Röhlig USA
• Manage all account activities and engage cross‑functional teams as needed
• Implement global standards for customer management across Platinum and Gold accounts, including implementation plans, SOPs, KPIs, and QBRs
• Develop and deliver annual budgets for the account portfolio, including strategic analysis, competitive insights, and planning for customer events
• Execute the global sales strategy at the regional level to achieve growth and GP targets
• Collaborate with Account Teams and key bid contributors to build customer‑ and competitor‑informed bid strategies, ensuring participation from all necessary stakeholders
• Oversee bid governance, timelines, and deliverables to maximize quality and success
• Manage virtual bid teams across multiple geographies and functions (sales, marketing, product, finance, commercial, legal)
• Ensure…