Key Account Manager
Position / Capacity
4
Qualifications
Knowledge, Skills and Abilities Required
? Intimate knowledge of the commercial marine industry, preferably relating to propulsion and steering systems
? Strong service, consulting, and customer orientation
? Strong technical, analytical and conceptual skills
? Ability to come to the point quickly and to develop precise and easily understandable concepts and presentation.
? Strong negotiating skills and understanding of business dynamics in a global multi-tiered distribution network
? Strong confidence-inspiring personality
? Entrepreneurial spirit
? Broad general education that also enables conversation on-business-related topics
? Highly organized, both in business and personal life
Minimum Qualifications
? B.Sc. in either Business, Management, and/or Engineering (prefer Marine or Mechanical Engineering Degree)
? Ten to Fifteen years progressive experience in technical sales/marketing/customer-focused roles. Positions held may have included application engineering, project management, product management, marketing/strategic business development and account or area sales management
? International experience in technical system sales at a senior level and management is preferred
Responsibilities
Position Purpose and Objectives
? Work in conjunction with existing sales and marketing structure in order to develop/enhance long term relationships resulting in significantly increased business with targeted key accounts.
? Work in conjunction with existing Engineering, Customer Service, and After Sales Service teams, in order to assure that “world class” service is provided to these targeted key accounts.
? Work to establish blanket purchase agreements with targeted key accounts resulting in increased purchases made by these accounts with minimal disruption within the existing distribution structure.
Essential Job Functions
? Identification of key accounts through analysis of worldwide customer base based on development potential, turnover and profit potential.
? Analysis of targeted key accounts requirements and needs resulting in development of a comprehensive strategic concept to show the customer the economic benefit that would result from an enhanced business relationship.
? Identification of, and focus on, elimination of any service/support issues which could jeopardize success with the client.
? Assume lead responsibility for taking the actions necessary to assure the sales potential for the company’s products to each key account are realized.
? Timely and appropriate communication with the Area Sales Manager, Customer Service Representative, and local Distributor regarding overall progress and any agreements reached with the key account.