Key Account Manager

Eberhard Overview:

Eberhard is a global leader in the design and manufacturing of engineered security access solutions, recognized worldwide for our commitment to innovation and quality. Guided by our vision to be the First Choice for secure access solutions globally, we deliver on a mission rooted in a proud tradition of engineered excellence – to grow, elevate, and inspire our team and customers by providing innovative, reliable solutions and world-class experiences, while maximizing value for our shareholders. At the heart of our culture are our “CARE” values: Collaboration, Accountability, Respect, and Excellence, which shape how we work together and serve our partners every day. With strategic operations across the USA, Mexico, China, and Taiwan, Eberhard is proud to be a division of The Eastern Company (Nasdaq: EML), continuing a legacy of industrial leadership since 1859. We are dedicated to fostering an inclusive, supportive, and growth-focused workplace that makes Eberhard a top global employer of choice.

Role Description:

The Key Account Manager (KAM) will have primary responsibility for commercial activities: driving revenue and margin outcomes for their key accounts. Through continual and pervasive improvement of account penetration, organizational awareness and opportunity mapping, this individual will drive business growth and competitive advantage, while creating new areas of growth for the organization. The KAM may be responsible for managing and providing leadership to a team of professional manufacturer representatives. They are expected to collaborate successfully with the business functions across all areas of the company. The KAM will be customer-centric in thought, move with a high sense of urgency, and be incredibly proactive in exceeding our annual Key Performance Indicators (KPIs). The KAM understands and communicates the Eberhard mission, vision, strategy and goals. The KAM must have the ability to understand, evaluate, and recommend products and systems to provide Value-Added Engineering Support.

Core Responsibilities:

• The key account manager is the face of the company in their respective customer and business engagements. They must drive themselves and have the commitment to the required to achieve a high level of success with their business objectives.
• Work with the Director of Sales to develop and produce the key account sales plan to support the Eberhard strategic planning process. Include the key markets, key customers and key products that define the expected double-digit growth.
• Achieve the sales volume, margin and profit goals for all assigned accounts.
• Build and nurture a personal relationship with accounts to pro-actively identify customer and markets needs while simultaneously helping them understand the Eberhard capabilities.
• Provide leadership, technical oversight as well as general direction, scheduling, decision-making, and problem-solving capabilities for themselves and their customers.
• Partner with operations, engineering, marketing and product management to ensure on-going alignment with market needs and the creation of market driven solutions.
• Interface with cross functional organizational teams and key stakeholders to ensure designs and products meet both customer needs & regulatory requirements.
• Create personal strategies and implementation to meet the organizational goals and objectives.
• Identifies new market trends and opportunities to leverage new / emerging technologies or products and takes active role in generating the opportunity maps and overall pipeline.
• Attends the Critical to Close project reviews to constructively assist and drive the key projects needed to reach the expected goals and revenue targets.
• Conduct the necessary face-to-face meetings and hold the maximum number of solution seminars to generate an opportunity pipeline.
• Forecasting of territory and trade shows.
• Accurate information from the field on customer requirements.
• Prospecting new clients.
• Contract reviews and additional paperwork associated with managing the territory.
• Travel required to manage the market: 50%.
• Valid license with clean Driving Record.

Minimum Educational Qualifications:

• A bachelor’s degree from a 4-year accredited college or university preferably with a focus in Engineering, Accounting, or another STEM subject OR the combined work experience to perform the duties at a high-level of success.

Minimum Experience, Skills, and Qualifications:

• Minimum 4 years of experience in customer service, sales, marketing, product management or operations.
• Broad process/Technical knowledge of metal stamping, diecasting, assembly, plastics, and electronic methods/processes.
• Past experience or familiarity with a publicly owned, OEM manufacturing organization.
• Has demonstrated a successful track record of organizational development and delivering or executing products/projects successfully to market/business.
• Demonstrates past success of driving individual projects from concept through development and production, and into the market in a timely and predictable manner.
• Technical depth: Understands the importance of utilizing fundamental engineering principles in solution development and embeds best practices, critical thinking and deep product understanding to ensure project achievement.
• Competitive and technology landscape: Has developed and incorporated planning and discussions to stay ahead of the marketplace with raised awareness of competitive technologies, disruptive technologies, and recommendations for technological direction from their customers.
• Cross-functional influence: Influenced other functional teams to ensure appropriate functional quality, direction, capacity and support.
• Experience with automotive, medical or aerospace customers and end-markets.
• Strong organizational skills and commitment to excellence. Ability to balance customer requirements with the health of our business.
• Strong expertise with Microsoft Office products, CRM software, and ERP systems.

Employment with Eberhard Manufacturing is “at-will”, meaning that either the employee or the company may terminate the employment relationship at any time, with or without cause, and with or without notice, in accordance with Ohio law.

Eberhard Manufacturing Company is an Equal Opportunity Employer. All qualified applicants are evaluated without regard to race, color, religion, sex, gender identity or expression, sexual orientation, national origin, ancestry, age, disability/handicap status, genetic history information, or protected veteran status.