Global Key Account Manager - Compressors

MANN+HUMMEL•Raleigh, NC

1d•Onsite

About The Position

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 topics 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.

Requirements

5 years sales, key account management, or business experience in a relevant industry
Bachelors Degree in Industrial Engineering, Manufacturing Engineering or Mechanical Engineering or Business Administration
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

Responsibilities

Define and execute the dedicated customer strategy and align with the industry strategy (via industry champions)
Ensure communication across all involved sites (customer and M+H locations) regarding (global) business activities / 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, adaptations, 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+H products
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 local M+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