Key Account Manager

Summary

 The key account manager (KAM) is responsible for handling Buhler’s strategically important client accounts  This person must build and maintain long-term, mutually beneficial partnerships with such key accounts. S/he will be the main point of contact for all key account matters and is required to understand the client’s needs and collaborate with other internal functions and business units to ensure that clients succeed in achieving their business objectives. This person is also expected to bring in and sell the full applicable Buhler portfolio for new business opportunities for their key accounts by cross selling and/or upselling products/service offerings.

Job Responsibilities

• Understand key customers’ long-term business goals, associated pain points and identify suitable upselling and cross-selling opportunities.
• Develop and maintain a solid and trusting relationship with key accounts.
• Lead the implementation and solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel.
• Build relationship with key decision makers at customer organization and understand the internal organizational dynamics of key customers.
• Responsible for revenue, order booking and P&L of the client business and growing the business.
• Lead a joint strategic account planning process with key customers that develops mutual performance objectives, financial targets, and critical milestones.
• Cultivate consulting relationships with customers, form customer relationships at multiple levels to provide good service, develop future business opportunities, and gain referrals.
• Conduct comprehensive account review at least quarterly with key customers.
• Responsible for the development and achievement of sales through the direct sales channel.
• Write business plans for all current and opportunity tender business.
• You will act as the key interface between the customer and all relevant divisions.
• Manages and maintains assigned accounts and key accounts. Fosters customer relationships.
• Develops and establishes new accounts.
• Customer contact, collecting information, negotiating contracts.
• Communicates and participates in solving problems related to customer orders or concerns.
• Collects market data (customer and competition) that show the need of the businesses and industries within the territory.
• Continuous refreshing/updating of product knowledge.
• Develops main business sales strategy for his/her accounts.
• Sales budget management.
• Works and interacts with engineering, quoting and accounting personnel.
• Prepares quotes as needed
• Prepares SOM report and maintains CRM database.
• Prepares SWOT analysis as needed for MTP and budget planning.
• Attends and participates in tradeshow, exhibitions and industry associations.
• Attends Bühler sales seminars.
• Participates in continuous sales training.
• Completes trip reports and expense reports.
• Travels to customer site for in person meetings.
• Attends internal and external virtual meetings with customers or Buhler internal discussions.
• Manages miscellaneous projects and completes various tasks as needed.

Qualifications

• Bachelor’s degree in business or equivalent.
• 8+ year’s proven success in capital equipment sales; or a combination of education and experience.
• Microsoft Office required; AutoCAD, Project Wise, D3 preferred; enterprise software, such as SAP preferre.
• Highly driven, with passion for excellence in customer service and customer management with a confident assertive style.
• Strong relationship building, sales and negotiating skills.
• Sufficient technical knowledge of products to be sold.
• Strong presentation skills, written and verbal communication and interpersonal skills, ability to build interpersonal relationships. Demonstrated experience with presenting to groups of vice presidents, directors, managers, clients, customers and/or channel partners.
• Previous large account management and selling in complex decision-making situations with experience in large complex deal negotiations with a successful track record; ability to navigate across our company and the customer in a trusted advisor/consultative approach; and, establishing credibility quickly with senior level executives across the organizations.
• Demonstrates leadership as an effective role model for the department in tasks both internal and external to the company.
• Excellent interpersonal communication skills and relationship building skills to effectively work with a variety of people and personalities; able to communicate clearly and effectively in person and in writing internally and externally.
• Must be able to work under pressure.
• Ability to work with minimal supervision and make decisions independently, effectively, and creatively within established company guidelines.
• Understands confidential nature of organizational and employee information and observes confidentiality.
• Works as a proactive team player with an ownership approach to work; understands the importance of supporting the company, its members and their customers
• Strong organizational skills and an ability to plan, prioritize, coordinate, delegate, and manage work simultaneously.
• Ability to identify, evaluate, problem solve, and give direction regarding problem resolutions for individual and company issues.
• Maintains discipline, recommending and administering corrective action according to company policy and procedures.
• Advanced MS Office skills: Excel, Word, PowerPoint, and Outlook.
• Presents information, analysis, and ideas in writing in a clear and concise manner; speaks clearly so that others can hear and understand what is being said.
• Speaks and understands English.
• Domestic and international travel 60% of time which may include long hours and non-traditional work schedules.