Senior Key Account Manager – Audio and S&V

HBK - Hottinger Brüel & Kjær • USA_Home Working, MA, MA

5d • Remote

About The Position

HBK is a leading manufacturer of telecom-audio test solutions and is seeking an experienced Key Account Manager based in the East Coast area of the US and reporting to the Sales director for Audio. This role involves supporting existing and driving future Audio business at a select set of Audio key accounts on the East Coast of the US and Canada, as well as supporting and developing existing business for Sound Level Meters in factory applications. The position is responsible for identifying, developing, and driving new business opportunities at established and new accounts, in addition to growing existing business. The Key Account Manager will be responsible for meeting targeted sales and orders goals and specific objectives at individual accounts and in aggregate. This role requires collaboration with other members of the Global Audio Team to share best practices and cross-account opportunities, and acts as the interface between customers’ and company’s engineering, sales, manufacturing, and logistics functions. Building strong relationships with OEM, CM, and Integrator account key personnel is crucial for forging cooperative partnerships. The role also involves working constructively with operations, engineering, and product management teams to grow the business at selected accounts, employing selling and negotiating strategies consistent with industry best practices like Strategic Selling, and developing and negotiating Pricing and Supply Agreements. The individual will become technically fluent in HBK products and key Telecom-Audio systems and solutions, support the strategic planning process with market research, monitor competitive activities, and identify/report market needs. Regular management reporting on key accounts, including orders, sales forecasts, account-review presentations, visit reports, and sales activity reporting in CRM, is also a key responsibility.

Requirements

• Experience in technical sales into large projects
• Trained in strategic, key account selling techniques such as Miller-Heiman
• 5+ years of applicable sales experience in the mobile phone or audio product industry
• Industry knowledge about audio and/or mobile phone testing
• Experienced in the management of a complex portfolio of products and accounts
• Demonstrated ability to penetrate and develop large accounts with a track record of successful account growth
• Exceptional understanding of all phases of the sales cycle
• Excellent communication and negotiation skills in English, verbal, written and electronic (MS office and Sales Force CRM)
• East Coast US location, preferably in or around the North-East
• Hunter profile with an understanding of technical/engineering solutions
• Strong business focus
• Highly self-motivated and with a demonstrated ability to work autonomously
• Strong organizational skills with the ability to prioritize tasks and set & achieve goals independently

Nice To Haves

• Preferred experience in strategic selling sales methodology

Responsibilities

• Support existing and drive future Audio business at a select set of Audio key accounts on the East Coast of the US and Canada
• Support & develop existing business for Sound Level Meters in factory applications
• Identify, develop and drive new business opportunities at established and new accounts, in addition to growing the existing business
• Meet targeted sales and orders goals and specific objectives at individual accounts and in aggregate
• Collaborate with other members of the Global Audio Team to share best practices and cross-account opportunities
• Act as the interface between customers’ and company’s engineering, sales, manufacturing and logistics functions
• Build strong relationships with OEM, CM and Integrator account key personnel (in purchasing, engineering, operations, senior management, etc.) to forge cooperative partnerships
• Work constructively with operations, engineering and product management teams to grow the business at selected accounts
• Employ selling and negotiating strategies and tactics that are consistent with industry best practices, such as Strategic Selling
• Develop and negotiate Pricing and Supply Agreements, in conjunction with marketing and management
• Become technically fluent in the broad range of HBK products and key Telecom-Audio systems and solutions
• Support the strategic planning process with specific market research pertaining to select accounts, monitor competitive activities and identify / report market needs
• Provide regular management reporting on key accounts, including orders, sales forecasts, account-review presentations, visit reports on all major customer visits, consistent sales activity reporting in CRM, and other information as requested

Benefits

• 43% bonus
• Freedom with responsibility
• Good balance between work and family life
• Constant development of professional and personal skills in an international and enjoyable working environment

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed