Global Key Account Manager - Compressors
At a glance
Mid-level Account Management role at Mann+Hummel. Raleigh.
Pay not stated
growthroles summary, based on the employer's posting.
What you'll do
- Own the assigned customer relationship, growth plan, profit and loss, and global account strategy
- Act as the customer’s internal voice while connecting purchasing, engineering, and other stakeholder groups
- Lead acquisition from early opportunity discovery through quotations, decisions, launch, and follow-up
- Coordinate global sites, customer reviews, specifications, contracts, pricing, and performance ratings
- Maintain project, margin, quality, delivery, forecasting, and hit-rate reporting across involved entities
What you bring
- At least five years in sales, key account management, or business work within a relevant industry
- A bachelor’s degree in industrial engineering, manufacturing engineering, mechanical engineering, or business administration
- Strong product, customer, and market knowledge with commercial, analytical, and methodological capability
- Negotiation, conflict management, communication, coordination, and virtual-team leadership skills
Who this fits
You’ll suit a global account leader who can align multicultural teams, negotiate customer agreements, and manage technical and commercial details. The role is based on-site in Raleigh or Gastonia, North Carolina, and requires domestic and international travel of up to thirty percent.
From the employer
Role Summary
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 topcis 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. This is an onsite position based in Raleigh or Gastonia, NC.
Main Tasks
- Define and execute the dedicated customer strategy and align with the industry strategy (via industry champions)
- Ensure communication across au involved sites (customer and M+H locations) regarding (global) business activities I 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, adaptions, 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
Your Profile
Experience:
- 5 years sales, key account management, or business experience in a relevant industry
Educational Requirements:
- Bachelors Degree in Industrial Engineering, Manufacturing Engineering or Mechanical Engineering or Business Administration
Skills Requirements:
- 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
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