Key Account Manager, Customer Support

BEUMER Group • Franklin Township, NJ

10d • $135,000 - $145,000 • Hybrid

About The Position

The Key Account Manager (KAM) role is a high-profile, customer-facing position with significant impact, tasked with driving and implementing strategic initiatives for BEUMER Group in North America. This role leads and oversees sales activities to meet organizational goals across customer engagement, market presence, and financial performance. The KAM is responsible for building strong customer relationships, increasing order intake, ensuring healthy profit margins, expanding market reach, enhancing customer satisfaction, and supporting business growth. The role involves planning and executing sales strategy, managing the technical sales process, customer interaction including sales, estimation, proposal generation, and customer management. The KAM will build, develop, and present solutions for customers, assist in resolving key client issues, and manage the development of solutions through technical support organizations. They will enhance and manage key customer relationships, understand their objectives, and be responsible for key account relationship management. The KAM will drive evaluation of leads with a focus on solution and consultative selling, proactively cultivate and leverage customer insights to identify business opportunities and strategies, and lead and assist with complex sales presentations, RFPs, proposals, and negotiations. Collaboration with bid management and technical departments is crucial for developing technical solutions, proposals, and cost estimates. The KAM will also work with the marketing team to develop marketing strategies and programs, and ensure as-sold margins are maintained by collaborating with project management and other professional services. Additionally, the KAM will collaborate with the Customer Support team to win targeted opportunities and direct strategy for the further development of the key account base, including margin development and account retainment. The role requires modeling leadership principles and living the company's core values of Integrity and Ethics; Customer Focus; Quality and Innovation; Teamwork; and Sustainability.

Requirements

• Bachelor's degree in Business, Engineering, or related field.
• 7 plus years of experience in the logistics industry as an OEM or integrator of advanced material handling solutions, leading in a globally matrixed organization with notable progression in engineering, bid development and adjacent disciplines, while consistently delivering performance improvements in relation to key figures of merit.
• Demonstrated experience successfully developing and leading a team of professionals through complex sales cycles.
• Demonstrated strong business development acumen, in particular utilizing innovative new solutions and products to penetrate existing and new accounts.
• Experience utilizing and managing CRM systems, SAP C4C preferred.
• Successful record as a change agent, verifiable through past successes driving and managing change within an organization.
• Outstanding team-building skills with the ability to improve interaction and efficiency as well as the ability to break down barriers.
• Successful experience in inspiring, motivating, and leading People; developing and leading high-functioning teams; strategic and operational planning and budgeting; defining, setting targets for, analyzing, and applying performance metrics to drive qualitative and quantitative improvements; short- and long-term workforce planning and talent development and retention; strategic workflow evaluation, design, and optimization; change design and change management.
• Strong experience in order intake forecasting, execution-to-forecast, and active order intake risk identification, and mitigation.
• Exceptional interpersonal and communication skills along with demonstrable leadership capabilities in creating unified and motivated Sales and Sales Support teams.
• Willingness and ability to travel approximately 50+%.

Nice To Haves

• Master's degree in Business Administration desired.

Responsibilities

• Leads and oversees sales activities to meet organizational goals across customer engagement, market presence, and financial performance.
• Builds strong customer relationships, increases order intake, ensures healthy profit margins, expands market reach, enhances customer satisfaction, and supports business growth.
• Assists in planning and executes sales strategy towards customers.
• Manages the technical sales process, customer interaction including sales, estimation, proposal generation and customer management.
• Builds, develops and presents solutions for customers, assists in resolving key client issues and manages the development of solutions through our technical support organizations.
• Enhances and manages key Customer relationships; understands their objectives, and is responsible for Key account relationship management.
• Drives evaluation of leads with a focus on solution and consultative selling.
• Proactively cultivates and leverages Customer insights to identify business opportunities and strategies.
• Leads and assists with complex sales presentations, request for proposals, proposals, and negotiations.
• Collaborates very closely with the Bid management and technical departments to develop the technical solution, technical proposal and cost estimate based on the customer's requirements.
• Collaborates closely with marketing team to develop and establish measurable marketing strategies and programs, including KPI and related targets.
• Ensures as-sold margins are maintained by collaborating closely with project management and other company professional services (e.g., strategic procurement) in pre-sales, sales, and sales handover phases.
• Collaborates with the Customer Support team to help win targeted opportunities.
• Directs strategy for the further development of key account base, including margin development, and account retainment.
• Models our Leadership Principles, and visibly and authentically lives our Core Values of: Integrity and Ethics; Customer Focus; Quality and Innovation; Teamwork; and Sustainability.

Benefits

• Medical & Dental Premiums: We cover 100% of the premiums for you and your eligible dependents.
• 401(k) with Generous Match: Secure your financial future with our competitive retirement plan.
• Life Insurance / Long Term Disability: Peace of mind for you and your loved ones.
• Ancillary Insurances: Including vision, accident, and critical illness insurance.
• Generous Paid Time Off: Achieve the optimal work-life balance.
• Company Holidays: Enjoy paid time off on designated company holidays including additional flex days for times that matter most!
• Performance-Based Bonus: Eligibility to participate in our Target Agreement Plan for bonus potential.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior