Regional Key Account Manager

SUMMARY:

The Regional Key Account Manager owns business relationships with the assigned customer(s) and is responsible for developing and executing customer strategy that aligns with the Company’s overall growth strategy.  He/she collaborates with BU Presidents, Functional leaders, and BU Sales leaders to set sales goals, negotiate sales and related agreements, nurture customer relationship, acquire new customer relationships and ultimately deliver sales and earnings.  The Regional Key Account Manager reports to the Director of Sales.

ESSENTIAL DUTIES AND KEY RESPONSIBILITIES: 

He/she

• Develop account management strategy and execute the strategic priorities in collaboration with BU sales leadership to achieve sales objectives
• Understands customers’ business strategy, decision-making process, and customer culture to develop a path for negotiating and closing new business opportunities
• Identify new sales opportunities within existing accounts and new accounts to maintain a client-account manager relationship by up-selling and cross-selling
• Develop and cultivate positive relationships with customers at all levels of the organization and influence decision-makers within various disciplines at the customer (engineering, purchasing, quality, and manufacturing)
• Manage customer complaints and conflicts in collaboration with Operations, Quality, and Customer Care
• Collaborate with other Sales leaders and develop a global market and competitive landscape as a foundation for the Company’s business plan and commercial strategy development
• Advocate the Company’s value proposition and position the Company as the customer’s partner of choice through customer visits and presentations 

REQUIRED SKILLS/EXPERIENCE/KNOWLEDGE

• Business acumen from experience in B2B business and understanding of its operating principles, key performance indicators, and financial statements
• Excellent oral and written communication skills, along with the ability to communicate and negotiate with a variety of internal and external constituencies and proven ability to influence cross-functional teams without formal authority
• Proven negotiation and selling skills: experience in prospecting, quoting, and closing profitable new business, including negotiating large contracts and long-term agreements
• Proven data-driven problem-solving skills based on complex and abstract data

PREFERRED SKILLS/EXPERIENCE/KNOWLEDGE

• Pricing strategy and price management experience for large multi-national customers
• Understanding of the global bearing market in Aerospace, Automotive and Industrial segments as well as competitors’ strengths and weaknesses
• Supply chain knowledge and/or experience a plus

EDUCATION and/or EXPERIENCE

• Bachelor’s Degree in Business, Science, or related discipline.
• 10 years of experience in Sales, Marketing, or Business Development in the B2B industry. 
• 5 years of experience in Sales within a Manufacturing Environment 

Travel Requirements

• 60% travel is required
• Travel will mostly occur within US and Mexico (Must be able to travel outside of US)

LANGUAGE SKILLS:

Ability to read and write fluently in English is required.  Additional language skill is a plus.