Key Account Manager

Summary

Responsible for managing the overall business relationship with key customers as well as developing new opportunities at targeted accounts.

Responsibilities

• Manage the overall business relationship with assigned customer(s).
• Work closely with management, engineering, factory marketing and materials professionals throughout both the customers' and our organization.
• Identify business opportunities and key decision makers at the customer(s); develop account strategies; prepare and make sales presentations; participate in technical meetings utilizing internal resources; negotiate contracts and manage joint technical projects.
• Review customer requirements and present company products that will fill those needs. Ensure that our company products are specified in customer(s) equipment.
• Work closely and in partnership with our factories and product development to communicate customer(s)' needs and requirements.
• Coordinate new product introductions. Arrange for product demonstrations, plant tours, training events and other activities that promote understanding of company products to customers.
• Prepare regular progress reports and ensure that data is accurately entered into the company CRM system in a timely and thorough manner.
• Communicate with other departments and customers to ensure satisfactory customer support.
• Monitor our supplier performance for strategic customers and propose actions for maintaining this performance at a high level.
• Forecast sales volume for assigned account(s).
• Meet established sales quotas and revenue goals.
• Establish a network and schedule of sales calls to customer locations. Meet with key decision makers at customer locations.
• Prepare quotes and close on sales by obtaining proper customer approval, price, terms, and delivery schedules.
• Forecast sales volume for assigned key accounts and meet established sales quota.
• Provide regular updates of activity and prospects to management.
• Perform other duties as assigned.

Requirements

• B.S./B.A. degree, preferably in Engineering; M.S. preferred.
• Minimum of 5 years of experience within the industry.
• Experience in the high vacuum technology industry, and preferably the analytical instrument market.
• Ability to stay abreast of changes in those markets.
• Strong organizational and creative problem-solving skills with a strategic mindset.
• Good planning and technical equipment troubleshooting skills.
• In-depth knowledge of vacuum technology and company products is highly desired.
• Prior experience in the management of a technical field team is preferred.
• Ability to communicate in English verbally and in writing.
• Superior math skills.
• Ability to multitask and operate in a fast-paced environment while maintaining a disciplined approach to oversee major customers' needs.
• Ability to understand customers' requirements and plan the support strategy.
• Ability to solve both practical and complex problems and deal with a variety of factors in situations where only limited standardization exists.
• Valid driver's license and satisfactory driving record required at time of hire and periodically thereafter.
• Must be able to meet criteria of our customers to be granted access to their facility(s).
• Strong interpersonal skills and ability to maintain clear and cooperative working relationships.
• Demonstrate regular attendance and punctuality.
• Self-starter, motivated, creative, flexible, self-confident, deadline oriented and able to multi-task.
• Exercise of judgment, discretion, and tact in all business matters and relationships.

Physical Demands

• Tasks require walking, sitting, bending, reaching, mobility, and frequent lifting.
• Work requires computer skills (word processing, spreadsheet, and ERP), attention to detail and accuracy.
• Communication skills including listening and speaking required for interaction with other employees, vendors, and customers.
• Strong interpersonal skills and ability to balance multiple tasks and stress associated with duties.
• Must be able to travel by air and vehicle both domestically and internationally to visit customer locations and factories.
• Ability to drive a car and maintain a valid driver's license.

Work Environment

This position may work in various environments including office, factory or home settings. Employees authorized to work from home are expected to comply with all company requirements for core work hours or in-person attendance at company meetings or events.

Pay

Targeted compensation range is $130,000–$150,000 annually, depending on qualifications, skills, and relevant experience. Position also includes a 20% KEIP bonus.