Key Account Manager Job at Bühler Group (Plymouth)

Job Description

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 Responsibility

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

Requirements

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 preferred
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

Nice to have

AutoCAD
Project Wise
D3
SAP

What we offer

Maternity and paternity leave
Vacation and sick time entitlement
Retirement plan with generous company contribution
Comprehensive healthcare
Protection in the event of disability
Great and dynamic work environment

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