Key Account Manager, Material Handling

About the role

The Key Account Manager holds a high-profile, customer-facing position with significant impact, tasked with driving and implementing strategic initiatives for the BEUMER Group in North America. This role leads and oversees sales activities to meet organizational goals across customer engagement, market presence, and financial performance.

Responsibilities

• Builds strong customer relationships, increases order intake, ensures healthy profit margins, expands market reach, enhances customer satisfaction, and supports business growth.
• Assists in planning and executing sales strategy towards customers.
• Manages the technical sales process, customer interaction including sales, estimation, proposal generation and customer management.
• Builds, develops and presents solutions for customers, assists in resolving key client issues and manages the development of solutions through our technical support organizations.
• Enhances and manages key Customer relationships; understands their objectives, and is responsible for Key account relationship management.
• Drives evaluation of leads with a focus on solution and consultative selling.
• Proactively cultivates and leverages Customer insights to identify business opportunities and strategies.
• Ledds and assists with complex sales presentations, request for proposals, proposals, and negotiations.
• Collaborates very closely with the Bid management and technical departments to develop the technical solution, technical proposal and cost estimate based on the customer's requirements.
• Collaborates closely with marketing team to develop and establish measurable marketing strategies and programs, including KPI and related targets.
• Ensures as-sold margins are maintained by collaborating closely with project management and other company professional services (e.g., strategic procurement) in pre-sales, sales, and sales handover phases.
• Collaborates with the Customer Support team to help win targeted opportunities.
• Leads and assists with the further development of key account base, including margin development, and account retainment.

Qualifications

• Bachelor's degree in Business, Engineering, or related field. Master's degree in Business Administration desired.
• 7 plus years of experience in the logistics industry as an OEM or integrator of advanced material handling solutions, leading in a globally matrixed organization with notable progression in engineering, bid development and adjacent disciplines, while consistently delivering performance improvements in relation to key figures of merit.
• Demonstrated experience successfully developing and leading a team of professionals through complex sales cycles.
• Demonstrated strong business development acumen, in particular utilizing innovative new solutions and products to penetrate existing and new accounts.
• Experience utilizing and managing CRM systems, SAP C4C preferred.
• Successful record as a change agent, verifiable through past successes driving and managing change within an organization.
• Outstanding team-building skills with the ability to improve interaction and efficiency as well as the ability to break down barriers.
• Successful experience in inspiriting, motivating, and leading People; developing and leading high-functioning teams; strategic and operational planning and budgeting; defining, setting targets for, analyzing, and applying performance metrics to drive qualitative and quantitative improvements; short- and long-term workforce planning and talent development and retention; strategic workflow evaluation, design, and optimization; change design and change management.
• Strong experience in order intake forecasting, execution-to-forecast, and active order intake risk identification, and mitigation.
• Exceptional interpersonal and communication skills along with demonstrable leadership capabilities in creating unified and motivated Sales and Sales Support teams.
• Willingness and ability to travel approximately 50+%.

Pay

$135,000.00 - $145,000.00 Annually

Schedule

Not specified