Key Account Manager

Sandvik • Smyrna, GA

1d

About The Position

Sandvik Mining is looking for a Key Account Manager – Smyrna, GA You are a customer focused leader, with the technical insight to perceive what your customer needs. You instinctively work cross functionally to drive both action and results and are a confident and enthusiastic leader. You’re a team player, who lives and promotes a culture of continuous improvement, innovative solutions, safety, and you thrive under pressure. Come explore a great opportunity as a Key Account Manager within Sandvik Mining – USA Sales Area! Sandvik Mining is a business area within the Sandvik Group and a leading global supplier of equipment, tools, service, and technical solutions for the mining industry. The product offering covers rock drilling, rock cutting, rock crushing, loading and hauling and materials handling. Key Performance Areas As a Key Account Manager, you will be task to: Achieve sustainable profitable growth of a Key Customer Account(s) of Sandvik's by driving the value selling team effort. Be the expert on the customer and its needs, consider all of Sandvik's product and service offerings, know Sandvik's position with the customer, identify opportunities - and set a winning strategy and action plan for the account team to implement. Proactively offer valuable solutions that contribute to the customer’s success, becoming a go-to-partner that is preferred over the competition. Be the ambassador of Sandvik assuring quality communication. Lead the management and building of customer relationships, involve the internal Sandvik network. Is responsible for the realization of sales objectives within the assigned group. Responsible for maintaining relationships with the key account and for the negotiation of customer contracts in accordance with overall company sales strategy. Co-ordinates the activities of all functions with whom the customer has direct contact in order to provide a consistent and cohesive service. Monitors competitive activity within accounts and disseminates information to relevant parties. Develop and maintain strategic business relationships with major accounts to promote brand awareness and profitable business relationships. Provide ongoing support to high value clients ensuring they receive high quality customer service. Possess very detailed product knowledge as well as thorough knowledge of client's business. Responsible for retaining long-term customer relationships with established clients. Serve as a liaison between clients and company departments. Inform clients of new products and services as they are introduced. Recommend products and services that fit well with client's business needs.

Requirements

• Bachelor's degree in business or engineering, or equivalent demonstrated knowledge / preparation / expertise.
• Business development and industrial sales experience with demonstrated growth results
• Experiences relevant to the Responsibilities and Competencies of this KAM position
• Customer relationship management
• Account Management - to match customer needs with appropriate goods and services (Advanced)
• Business Development - to create winning Account Business Plans and execute growth strategies (Proficient)
• Business Acumen - to set the right direction for the business (Advanced)
• Entrepreneurial Mindset - to identify opportunities and make the most of them; results-oriented
• Accountability - initiative, drive, determination, and ownership to reach team goals (Advanced)
• Networking, Relationship Mgmt, Diplomacy - to make relationships support making good business happen; integrity, builder of trust; dialogue. (Advanced)
• Listening - to understand the customer's needs, and to hear colleagues' advice (Advanced)
• Selling (Advanced)
• Creativity - working with customers and colleagues to identify winning solutions (Proficient)
• Sales Proposals and Presentation (Proficient)
• Value-based Selling - to define and deliver value propositions; customer focus; solutions orientation (Proficient)
• Negotiating (and influencing) - to reach business agreements (and to resolve issues) (Advanced)
• Sales Closing and Agreements (Advanced)
• Sandvik Business Understanding (Advanced)
• Managing in Matrix Environment (Advanced)
• Team Management and Team Build (Proficient)
• Teamwork and interpersonal skills (Advanced)
• Stakeholder Management - int. and ext.; for healthy working relationships, engagement at all levels, constructively challenge (Basic)
• Project Management (Proficient)
• Relevant Industry Knowledge (Basic)
• Ability to learn technical details
• Written Communication (Proficient)

Responsibilities

• Build sustainable and profitable customer account business growth
• Create a yearly Account Business Plan (ABP) and implement it
• Understand the customer and its needs, including the dynamics and processes, the value chain and business drivers
• Understand Sandvik's position with the customer (e.g. geographic and product portfolio white spots / market shares, and relationship status)
• Identify opportunities (incl CAPEX forecast)
• Develop account vision, strategic objectives, collaboration roadmap, opportunity mapping / targeting, focus areas / success factors, and action plans - all supporting the customer in becoming successful in meeting their goals/strategy. This sets the direction for the team.
• Site-level planning, Division by Division
• Share the plans with the Divisions as deemed appropriate - for buy-in and idea generation
• Share the plans with customers for buy-in, idea generation, and potentially collaborations. (I.e. customer adapted versions of the otherwise confidential internal plans.)
• Regularly follow up the implementation of the action plans with the account team
• Prepare and achieve revenue budgets and unit sales targets - in alignment with Business Line Managers (BLM)
• Work in coordination with the Global Account Manager, if applicable.
• Manage sales opportunities - from scoping to negotiated agreement
• Driver of major tenders and global agreements
• Proactively propose all SMR's products and services to the customer, as relevant. Know the latest offering.
• Stimulate creativity within Sandvik and with the customer to identify/create winning solutions that help make the customer successful in reaching its goals
• Guide the customer towards the possibilities with Sandvik - make the value proposition known, in general (the value of Sandvik, e.g. innovation R&D, reliability, support, global presence) and specifically (the benefits of specific product/service solutions)
• Guide the Sandvik organization towards delivering value and results with the customer (know what they want)
• Apply value-based pricing (as opposed to cost-plus pricing)
• Prepare offers, negotiate and finalize agreement
• Establish long-term agreements, if appropriate (e.g. Global Framework Agreement, GFA)
• Lead account team
• Develop engaged and participative Account Team
• Involve the team in the Account Business Planning and implementation to create motivation and commitment. Make the plan set the direction for the team. Follow up on action plans. Delegate and support. Mentor and coach.
• Work closely with Business Line Managers (BLM)
• Manage relationships, and communication
• Know the customer organization and its dynamics
• Build and maintain a broad contact network at all levels, well beyond Purchasing
• Make the relationships support the business
• Manage projects and collaborations to enhance long term customer relationships at all levels
• Assure quality communication with the customer and within Sandvik
• Manage customer's expectations to ensure Sandvik can deliver
• Act as an ambassador representing Sandvik; a reference for the customer for opportunities or issues. Escalation. Also, advocate for the customer internally.
• Manage issues and resolution
• Brand/reputation management
• Rally internal executive support when needed
• Maintain profitability of account, and manage contracts
• Review portfolio - pricing, mix, conditions
• Maintain SMR contractual conditions (e.g. payment terms)
• Adhere to Global Framework Agreement (GFA) if applicable
• Gather customer intelligence, e.g. fleet analysis by mine site; and input to BLMs to address product offering
• Monitor customer satisfaction

Benefits

• Sandvik offers a comprehensive total compensation package, including a competitive benefits package of health, dental, and disability insurance and a 401(k) retirement savings plan.
• We also provide opportunities for professional competence development, training, and career advancement.

What This Job Offers

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