Global Key Account Manager - Compressors

Role Summary

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 in
Raleigh or Gastonia, NC.

• Define and execute the dedicated customer strategy and align with the industry strategy (via industry champions)
• Ensure communication across au involved sites (customer and M+H locations) regarding (global) business activities 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, new customer 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 the quotation 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 by involving other relevant internal functions understand 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 in coordination 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, margin development, 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

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 Business Administration

Skills Requirements:

• Enhanced knowledge: product, customer, market
• Commercial, methodological and analytical skills
• Communication, negotiation, conflict management 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