KEY ACCOUNT MANAGER

Key facts
Location
International
Department
Sales

The Role :

Integrated within the Sales Organization , the Key account Manager is responsible for the Sales development for a specific Account or part of this Account (Program, Serial Life, Acquisitions). 

 

The main missions of the role are:

Develop in-depth intimacy with Customer contacts (Purchasing, Engineering, Programs):

- Interfaces with the customer at 1st management level

- Develop the relationship with his direct counterparts at the customer and with the assigned contacts by the sales network

- participate regularly to customer meetings (progress reviews, quality reviews, commercial global meetings)

- Monitor what competition is doing

- Prepare and check/validate the commercial offers to answer on due time to the Customer requests :

- Get a good understanding of the costing files (“hands on”)

- Build up and get validated the targeted pricing and the negotiation path / tactics to convince the customer

- Ensure proper documentation of all prices and written communication to customer

- Check coherence of all offers and validates offers regarding technical changes and mandated components

- Understand and apply the guidelines proposed by the hierarchy regarding contractual management

- Support claims negotiation at the appropriate level at the customer

- Ensure the proper talent at the right place through internal or external recruitment processes

- As and when properly staffed and organized, responsible for coaching, developing and promoting the Sales team

- Assign objectives and follow-up

 

Serial Life:

- Responsible for on-time / on-profit customer ECRs (“Engineering Changes Requests”) negotiation

- Detailed understanding of piece price, tooling and D&D impact

- Follow the Variable Cost Margin of the products

- Coordinate or take directly in charge the commercial productivity proposals with a detailed understanding of Squeeze management

- Understanding and execution of VA-VE commercial mechanisms

- Deep understanding and commercial management of local economics (inflation, exchange rate)

- Understanding and rigourous implementation of the Sales Administration guidelines & processes (purchase orders, invoices, terms of payment, overdues…)

- Oversees commercial management for Spare Parts

 

Programs:

- Oversees several programs from Sales perspective

- Supports the negotiation of ECRs and claims

- Follow the profitability of the Program

- Participate to Program reviews

 

Acquisitions:

- Anticipate acquisitions on the market and take advantage of the situation. Share internally all relevant customer data

- Understanding of the Business Plan & RFQA

- Preparation and update / improvement of the commercial offers through the negotiation loops

- Develop & lead the execution of the lobbying plan

- Beat competition ! with satisfactory financials

 

Requirements for job holder:

Qualifications: 

Minimum Education Level: Business Master Degree or Engineering Degree with a willingness to develop a career path in business

 

Experience:

Minimum 10 years of professional experience with successful track record with different commercial assignments

Established personal relationship with one or two OEMs within the relevant markets

 

Skills and competencies:

Fluent in english and if necessary in the Customer language

Very broad functional knowledge and depth understanding of business expertise

Strong competencies in relationship management, and negotiation

Comfortable with financials

Good communication and presentation skills, and capacity of empathy

Business international mindset

Accountable and results oriented – Get the things done

Team player and ability to work in a matrix organization

 

NOTE: Please send you resume in English