Role SummaryThe Key Account Manager (KAM) is the representative of the customer voice within MANN+HUMMEL and is responsible for maintaining the regional relationship and business development of the assigned customer (including responsibility for Profit & Loss) and steering the business.
Main Tasks- Act as the main interface to the customer, especially for all commercial issues and needs to maintain the relationship to the customer (on several Levels, e.g. purchasing, engineering)
- Analyze the market and competitive situation and derive conclusions and actions (incl. marketing activities) for meeting the sales targets.
- Preparation of sales opportunities: establish customer intimacy, identify Leads and opportunities based on commercial and technical aspects.
- Develop, support and execute the dedicated customer strategy.
- Work with the customer on all different product Levels (standard products with configurations, adaptions, new customer specific development 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.
- Submit different kind of quotations (from standard parts to new developments) and negotiate individual pricing corresponding to the offer package.
- Negotiate customer specific contracts in alignment with Legal department.
- Constantly check the fit between customers' expectations and demands and MANN+HUMMEL's offer (technical, commercial, ecological wise) including the documentation of deviations and negotiation with the customer.
- Analyze competitive situation in the market segment(s) the customer is active and compare the situation of MANN+HUMMEL and other market players at the customer on a regular basis.
- (International/Global) projects: involve all relevant functions and act as the interface between customer and internal functions to drive the project forward.
- Conduct won or Lost order analysis for selected projects including the Lessons Learned with the corresponding team.
- Other duties as assigned.
SkillsSales Strategy
Sales Management
Account Planning
Strategic Planning
Customer Relationship Management
Business Development
ExperienceEducation:- Bachelors Degree in Engineering, Business Administration or a related field
Experience:- 3-5 years of sales or customer facing engineering experience in filtration or heavy duty and off-highway industry
Required Skills:- Commercial, methodological and analytical skills
- Communication, negotiation, conflict management skills
- Strong presentation skills
- Must be able to travel up 60-70% primarily domestic
