Key Account Manager - Latin America and International Markets

Central Moloney

22h•Remote

About The Position

The Key Account Manager develops CMI’s transformer components business in Latin America, prioritizing Mexico and South America, and pursues selected international opportunities. The role focuses on transformer OEMs and approved commercial partners, combining new customer acquisition, strategic account management, and market development with product management responsibilities for assigned component families. Reporting to the Senior Vice President Sales, U.S., the KAM builds market intelligence, establishes customer access, leads product qualification, and converts opportunities into profitable orders. As a product manager, the KAM translates customer needs into product priorities and works with Engineering, Manufacturing, Quality, Finance, Marketing, and the USA/Canada Components KAM to improve and commercialize CMI’s portfolio.

Requirements

Bachelor’s degree in engineering, business, or a related field, or equivalent relevant technical sales experience.
At least five years of experience in technical sales, business development, or key account management for electrical equipment, transformer components, or related manufactured products.
Professional fluency in Spanish and English, including the ability to lead customer discussions, presentations, and negotiations and prepare clear business correspondence.
Experience developing business in Mexico or South America, with an understanding of regional customer relationships, buying practices, and market-entry challenges.
Demonstrated ability to acquire customers, manage complex accounts, build market intelligence, and negotiate profitable business.
Ability to interpret technical customer requirements, evaluate pricing and margin, and coordinate product or application work with Engineering and manufacturing teams.
Strong organization, analytical judgment, communication, and collaboration skills. Proficiency in Excel and presentation tools; ability to maintain disciplined sales records and forecasts.
Ability to travel internationally to customers, partners, industry events, and manufacturing facilities.

Responsibilities

Develop a practical market-entry and growth plan for Mexico and South America. Assess transformer OEMs, demand by application, competitors, pricing, purchasing practices, and product qualification requirements.
Build market visibility where CMI has limited coverage. Validate accessible opportunities, identify decision-makers and routes to market, and recommend priority countries, customers, and investments using documented evidence.
Identify and develop relationships with transformer manufacturers, engineering and procurement teams, and selected representatives or distributors. Recommend partners and coordinate their approval, coverage, and performance expectations.
Lead customer qualification and approved supplier development. Coordinate technical reviews, samples, trials, documentation, and factory visits with Engineering and Quality; track approvals through first orders and repeat business.
Create account plans with growth opportunities, customer contacts, annual demand estimates, competitor position, qualification milestones, and next actions. Negotiate supply or framework agreements where justified.
Own assigned international bookings and gross-margin objectives. Lead opportunity qualification, bid strategy, customer presentations, pricing recommendations, negotiations, and commercial closure within delegated authority.
Coordinate complete technical and commercial quotations with Inside Sales and the components team. Obtain required approvals for discounts, contractual exceptions, and customer-specific commitments.
Evaluate freight, duties, currency, payment, credit, and delivery assumptions with Finance and logistics. Coordinate export requirements with the responsible specialists and ensure approved terms are reflected in the offer.
Validate product requirements with Engineering and delivery commitments with Operations. Support order handoff and maintain customer communication on changes, quality concerns, and recovery actions.
Maintain accurate opportunities, forecasts, account activity, and win/loss feedback in designated systems, using CRM when available. Report country and account performance and recommend actions to improve growth and margin.
Product management duties: Gather customer requirements, recommend product improvements, develop business cases, coordinate the product roadmap and launches, and monitor product sales and margin.