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Key Account Manager
Location:
Columbus, OH
Description:
JOB DESCRIPTION Summary/Objective The key account manager assures their designated accounts are healthy, profitable and growing, by promoting customer relationships, serving as the escalation point for all activities related to the customer, and profitably growing the managed account. Escalation activities can include, but are not limited to costing, project launch, collections, quality, shipping performance, pricing and relationship concerns. Essential Functions: Conduct business with the highest standards of ethical behavior and in compliance with Company rules and procedures. Research prospective markets and specific companies to assess opportunities for promoting and selling the Company's products. Develop business cases advocating selected markets, and land new multi-million dollar opportunities annually. Become industry expert of market dynamics, competitive analysis, and Company capability in one or more assigned market segments. Develop and nurture productive relationships within targeted companies to maximize the flow of information, create and capitalize on new business opportunities, and maintain profitable business. Develop outstanding cross-functional working relationships with Company personnel at all levels. Plan and prioritize personal activities and company contacts to achieve agreed business targets, including revenue and profitability, while managing personal time and productivity. Support new program launches by monitoring and actively participating in launch-related project planning, team meetings and production trials, leading those activities as necessary, to ensure successful and timely launches. Develop and negotiate long-term customer contracts that support business objectives, and monitor Company and customer obligations to ensure stated commitments are met in a timely way. Prepare sales action plans and schedules, coordinating cross-functionally with Company personnel. Develop and deliver presentations of Company products and services in response to specific customer requests (e.g., technical, quality, economic), and proactively to develop new opportunities. Participate in relevant industry and market-specific trade shows and other events designed to highlight Company capabilities and attract the interest of targeted customers. Learn and proactively communicate customer standards for suppliers to Company personnel. Use a variety of customer contact and activities tools and systems, and update relevant information held in these systems. Record, report, analyze and administer according to established requirements. Monitor and report on market and competitor activities, and provide relevant reports and information. When necessary, escalate problems to appropriate levels of Core management, balancing the need to avoid negative commercial consequences with a desire to protect peer relationships. Competencies Business Acumen, Product Costing and General Manufacturing Costing Knowledge, Communication, Consultation, Customer Service, Critical Evaluation, Global & Cultural Awareness, Engineering Process Knowledge, Leadership & Navigation, Relationship Management, Ethical Practice, Working with Conflict and Dealing with Ambiguity. Supervisory Responsibility This position does not supervise employees. Work Environment This job operates in a professional manufacturing office and shop floor environment. This role routinely uses standard office equipment. Physical Demands The physical demands prescribed here are representative of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this job, the employee is occasionally required to stand; walk; sit; use hands to finger, handle, or feel objects, tools or controls; reach with hands and arms; climb stairs; talk or hear. The employee might occasionally lift or move office products and supplies, up to 20 pounds. Position Type/Expected Hours of Work This is a full-time position. Days and hours of work are typically Monday through Friday. This position requires regularly long hours and weekend work. Travel Air and car travel are normal procedures during the business day, and infrequently during the weekends. Overnight travel is expected with a frequency up to 40%. Required Education Skills and Experience: Required: (a) Four-year degree from an accredited college in an engineering, science or business discipline; or, equivalent work experience (at least 4 years relevant work with a concentration in manufacturing). Minimum 4 years' experience selling engineered products (manufactured products based on customer provided prints and specs) to OEMs with long (>1 year) sales cycles. Minimum 4 years' experience with one or more of the following: Manufacturing floor supervision; Product or tool design; Quality or manufacturing engineering or supervision Product cost estimating. Demonstrated experience in market analysis, customer opportunity identification, competitive assessments, business case development Preferred: (a) Four-year degree in industrial marketing. S. degree in an engineering, science or business discipline; or, MBA degree. Minimum 5 years' experience marketing engineered products to multi-million dollar, Original Equipment Manufacturer (OEM) accounts. Skills and Knowledge Required: Read, interpret, and understand product design, prints, data, specifications, and customer requirements. Willingness and demonstrated ability to understand and communicate with customers the tooling and manufacturing processes necessary to produce engineered product. Demonstrated ability to work through commercial aspects of working with an OEM: contracts, terms, commitments, invoicing, purchase orders, etc. Ability to internally coordinate, understand, and critically analyze cost estimates, proposed manufacturing methodologies, tooling requirements to support and meet customer expectations. Hands-on experience developing and communicating customer cost transparencies. Experience overseeing new product launches to ensure customer expectations are met on a complete and timely basis. Ability to establish and manage productive relationships cross functionally with customer purchasing, engineering, manufacturing, and quality personnel. Demonstrated analytical approach to solving problems and exploring new opportunities. Ability to influence and persuade others who are not direct reports. Demonstrated prospecting skills: ability to research active companies within defined market segments, identify key commercial contacts, proactively make contact and establish productive dialogue. Highly competent writing skills, with the ability to prepare business letters and proposals summarizing complex issues. Skilled in making oral presentations to audiences of strangers at all management levels. Ability to anticipate applications for the Company's products, even in situations where they are not currently used. Understanding of profit and loss calculations and basic business finance (gross and variable margin concepts and calculations, depreciation, overhead expenses, capital investment, and "cost of money" concepts). Project management competency to include ability to manage multiple tasks and long-range deadlines simultaneously. Capable of presenting a professional image of the Company, both in appearance and conduct. Proficiency with computer applications including Microsoft Outlook, Excel, Word, and PowerPoint. Good organization skills and time management skills. Ability to complete work with a high degree of independence. Understanding of concepts related to nested Bills of Materials, engineering blueprints, tolerancing and inspection schemes, and the Production Part Approval Process (PPAP). Ability to learn and use computer applications including: email, MRP/ERP, web-enabled databases. Familiarity with and ability to use CAD software (ProE, AutoCAD, Unigraphics, CATIA or similar) to review part designs and determine key manufacturing implications of product design. Hands on, floor-oriented approach Other Duties Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.
Company:
Core Molding Technologies
Posted:
December 26 2023 on ApplicantPro
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More About this Listing: Key Account Manager
Key Account Manager is a Sales Key Account Manager Job at Core Molding Technologies located in Columbus OH. Find other listings like Key Account Manager by searching Oodle for Sales Key Account Manager Jobs.
Key Account Manager is a Sales Key Account Manager Job at Core Molding Technologies located in Columbus OH. Find other listings like Key Account Manager by searching Oodle for Sales Key Account Manager Jobs.