JOB DESCRIPTION
We are seeking a dedicated and seasoned Key Account Manager EMEA to join our dynamic sales team, based out of Germany or West Europe. As an integral part of our organization, this role will primarily focus on managing and expanding our key accounts across EMEA, ensuring they remain satisfied and grow year over year. Additionally, this role will play a crucial function in the growth of our P&IT Business Unit by acquiring target accounts for our strategic product lines across EMEA markets.
The ideal candidate excels in relationship building, understands the nuances of the EMEA sales landscape, and is adept at strategizing for growth across multiple, diverse country markets. This role is a unique blend of strategic planning and hands-on account management, presenting an opportunity to directly impact our bottom line and shape the future of our sales endeavours in the region.
Key Responsibilities
Key Account Management (50%)
- Cultivate and deepen relationships with key account holders across EMEA, engaging stakeholders and building trust through regular check-ins and proactive value-add
- Conduct quarterly strategic reviews with key accounts, assessing performance metrics and co-creating actionable roadmaps with clear objectives and KPIs
- Maintain accurate forecasts of strategic accounts and gather direct feedback to keep solutions aligned with evolving customer needs and priorities
- Grow distributor relationships across EMEA markets by balancing manufacturer and intermediary commitment through stretch targets, action plans, and incentives
- Negotiate contracts and pricing agreements with key customers, ensuring terms are mutually beneficial and consistent with company objectives
- Serve as a subject-matter expert in relevant industries, staying current on EMEA market trends, competitors, and regulatory issues across the region's varied jurisdictions
- Maintain accurate records of customer interactions, sales activities, and deal information in CRM
Business Development (50%)
- Drive new business acquisition across EMEA by identifying, targeting, and converting prospective accounts in industrial automation, motion control, and power transmission segments (focus on introducing Power Components business in EMEA)
- Build and execute a country/region-based sales strategy that prioritizes high-potential verticals and maps decision-makers within target OEMs, panel builders, and end users across key EMEA markets
- Develop a robust pipeline of qualified opportunities through direct prospecting, channel partner activation, and trade show/industry event engagement, owning the full sales cycle from lead generation through contract close
- Work closely with product management and engineering teams to position our solutions against customer application requirements, translating technical specs into business value for prospects
- Monitor the competitive landscape and customer trends across EMEA to inform product roadmap and pricing strategy feedback to the broader SPT organization
- Travel as needed (likely 40-50%, reflecting the geographic spread of EMEA) to meet prospects, attend trade shows, and support key account development across multiple countries
- Identify Gaps in cross BU customer base and conduct joint visits with cross BU sales team
Continuous Improvement & Problem-Solving
- Implement the Ralliant Business System (RBS) tools and methodologies to drive operational excellence and continuous improvement in the sales process
- Engage in regular training and upskilling sessions to stay updated on RBS methodologies
- Facilitate brainstorming sessions, using RBS principles, to identify bottlenecks and provide innovative solutions
Skills, Experience and Qualifications
- Master's/Bachelor's degree in an Engineering-related discipline required, preferably Electrical, Mechanical, or Electronics Engineering
- Proven results achieving and exceeding sales goals and targets
- 7+ years of sales experience focused on key account management and business development within industrial automation, electromechanical components, or motion control/power transmission products, ideally with direct exposure to power components
- Demonstrated track record of hunting and closing new logo business (not just account management), with quantifiable results in pipeline generation and revenue growth
- Strong understanding of industrial end markets relevant to SPT's brands: material handling, data centers, cranes/hoists, oil & gas, elevators, mining, or similar heavy-duty/OEM applications
- Experience selling through a hybrid model of direct OEM relationships and distributor/channel partner networks across multiple EMEA countries; comfort negotiating partner agreements
- Technical fluency to engage credibly with engineers and procurement on application-specific requirements (torque, speed, environmental ratings, etc.) without needing to be an engineer
- Proven ability to build a sales pipeline from scratch across a multi-country territory, including cold outreach, trade show prospecting, and referral-based growth
- CRM proficiency (Salesforce or similar) for pipeline management and forecasting accuracy
- Strong consultative/solution-selling skills, with experience navigating long, multi-stakeholder industrial sales cycles
- Fluent in English and German required; proficiency in additional European languages (French, Italian, Spanish, etc.) strongly preferred given the multi-country scope
- Experience working across diverse EMEA business cultures and regulatory environments
- Excellent communication and negotiation skills, comfortable presenting to both technical buyers and executive sponsors
- Willingness and ability to travel extensively (>40%) across EMEA, including frequent cross-border travel
- Self-starter mentality given this is a growth/hunting role rather than a maintained book of business
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