Global Account Manager

Hollingsworth & Vose•Walpole, MA

34d•Onsite

About The Position

The Global Account Manager (GAM) is accountable for driving organic revenue and profit growth in our energy solutions division at one or more strategic multinational customer(s). The GAM is responsible for building a deep understanding of the customers’ needs and objectives, through the development and maintenance of senior level customer relationships. This role leads an indirect, cross-functional team to build and execute a global customer strategy that drives customer satisfaction and manages opportunity and pipeline growth to exceed short-term business objectives and ensure long-term sustainability.

Requirements

BA or BS in business or technical discipline or significant related experience
Minimum of 7 years’ experience in commercial sales with experience building executive level relationships at large multinational accounts
Strong customer advocate
Demonstrated ability to grow sales and revenue in a highly technical market
Skilled at negotiation, capable of influencing the client at senior levels
Demonstrated ability to lead indirect reports through collaboration to enhance the customer experience
Comfort in communication with all levels of the company
Proficient verbal and written communicator; polished presentation skills
Willingness to travel up to 50% of the time
This position requires access to, and appropriate handling of ITAR related information

Nice To Haves

MBA preferred
automotive and/or battery industry experience a plus

Responsibilities

Build a robust opportunity pipeline, which leverages existing and future product capabilities. Focusing on decreasing time to closure and increasing overall close rate
Lead contract strategy and negotiations, ensuring that enterprise and regional objectives are optimized throughout the process
Expand knowledge of the customer, including but not limited to, their long-term goals & objectives, focus markets/areas, go to market strategies, and media usage by market and by product
Develop a global customer strategy and business plan ensuring that H&V is positioned with products and technologies which will achieve annual and long-range plan results
Act as voice of the customer. Provide regular comprehensive account updates, clearly articulating performance, challenges, relationship status, and actions required to close gaps.
Work with Customer Operations to implement and coordinate customer/supplier scorecard activities to measure and improve key customer satisfaction measures.
Foster positive multi-level and cross-functional customer relationships, at the C-Suite level and below
Oversee and drive accountability for a non-direct internal account team made up of cross-functional stakeholders to drive strategy alignment and execution, as well as project prioritization and execution.
Work closely with regional sales counterparts to oversee the revenue and profitability growth of the customer
Create and direct relationships between H&V and customer Engineering/R&D teams to prioritize developments, always ensuring that H&V is in pole position for development activities
Work closely with the pricing team, product management, operations, and technology to manage quotes, product commercialization and other cross-functional activities with the customer
Provide input into the demand planning processes for revenue forecasting