Key Account Manager

Job Summary

The Key Account Manager is responsible for leading the commercial activities, supervising the Key Account team and driving all pre and post sales activities for the Division’s Top Customer. Using NBS Next principles, the Key Account Supervisor will work to build and implement strategy to bring in new business from within existing customer groups while developing new relationships with other potential customer groups while leading the Key Account Commercial team and activities to meet operating plan goals.

Essential Job Duties and Responsibilities

• Supervise, coach, and lead Key Account team to achieve target revenue and profitability goals

• Act in a direct sales capacity for the Top customer, including all general Sales and account management activities

• Develop sales strategies based on NBS Next principles inclusive of all EPS products and offerings

• Develop sales strategies based on NBS Next principles inclusive of all EPS products and offerings

• Plan, organize, and lead balanced sales growth, continued account penetration, and customer satisfaction

• Manage sales pipeline reporting, forecasting and aid in the creation of the annual plan for the Top

• Supervises the performance of direct reports by developing accountabilities, establishing performance objectives, providing career counseling, feedback and guidance and ensuring that all policies are understood and adhered to

• Supervise, lead and coach the Technical Support team, providing direction to skilled employees, Supervisor and Key Account resources in line with company and division strategies

• Manage internal and external Service Level Agreements (SLAs), ensuring timely response times and adherence to scopes of work.

• Oversees key account personnel scheduling to support customer needs, including SME deployment, sales efforts, cross-regional needs, new product introduction and acceleration and support of other functional areas.

• Work collaboratively with Product Management and Growth and Strategy teams to ensure free flow of information on market status and customer needs to ensure product strategy reflects true customer needs

• Work collaboratively with operations to ensure that customer requested dates for machines and spare parts are being met by the division

• Drive new product enablement, growth initiatives and liaise as a contact for business and technical concerns

• Own and regularly update the strategic account plan backed by opportunities pipeline

• Establish and maintain strong customer relationships with both internal and external customers

• Drive execution of key priorities and customer sales projects/opportunities, including process management and CRM reporting

• Perform Other duties as assigned

Education and Experience Requirements

• BA/BS degree or equivalent.

• 8+ years’ work experience in sales, key accounts, or relevant commercial experience

• Previous work experience in electronics / industrial applications, capital equipment is a plus

• Strong communication skills and ability to collaborate with different stakeholders

• Proven ability to drive the sales process from plan to close

• Excellent mentoring and people management skills

• Proven skills in customer interactions with profound sense of urgency and ownership based on dedication and drive to deliver on commitments.

• Self-motivated and self-directed

Preferred Skills and Abilities

• Ability to interact effectively at all levels of an organization with maturity and soft communication skills

• Strong commercial instincts, negotiating skills, sales planning, reality-based opportunity assessment

• Must demonstrate adaptability, energy/commitment, problem solving, perspective, process management and communication

• Experience working with cross-functional teams in different geographic locations

• Ability to motivate a team

• Able to analyze data and sales statistics and translate results into better solutions

Working Conditions and Physical Demands

Office environment. To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed above are representative of the knowledge, skill, and/or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

Travel Required

Estimated 40-50%

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