Sensata Technologies, Inc. Global Key Account Manager in Troy, Michigan
The Global Key Account Manager (KAM) is responsible for the commercial relationship with existing large and multi-site key accounts that have a global footprint. Drive sales, account maintenance, and strategic channel growth for a robust OE engine management/exhaust portfolio in the automotive and heavy duty aftermarket industries.
Responsible for managing daily sales activity and growth in key accounts as well as identify new sales opportunities with prospective key customers by cold calling, networking, lead generation, industry related event participation, proposal submission, and customer meetings.
Work under the guidance of the Global Head of Sales and directly with the VMS Sales team to provide account maintenance and special projects are executed to promote VMS sales growth.
Maintaining the revenue and gross profit of each account ensuring they remain profitable in line with annual targets while exhausting all additional revenue streams.
Drive sales of new products utilizing value-based/solution selling in targeted co-manufacturer key accounts and at multi-sites (globally). Identify channel-based opportunities within multiple aftermarket industries: Automotive and Heavy Duty.
Evaluate business conditions, market analysis, and sales trends/strategy for assigned key accounts. Advising on changes and trends in the marketplace and the activities of competitors.
Develop and cultivate productive long-term relationships with accounts and identify main contacts: senior management, purchasing, engineering, product management, sales and decision-makers.
Partner with customers, building sustainable relationships and using customer insights and decision criteria to drive solutions to address current and future needs.
Negotiate agreement terms and conditions in accordance with Sensata’s guidelines and contract objectives
Provide business analysis including data trends, competitive intelligence, customer retention, sales funnel success and addressable/attainable market.
Manage new customer onboarding: Obtain required documents (NDA, contract, supply agreement, credit application, T&C’s) and work with Sensata’s credit review team to establish new accounts including Oracle/EDI setup.
Create and maintain shared digital assets/files via Sharepoint, including, but not limited to, customer database with account details, NDA’s, contracts/supply agreements, quotations, etc. and resources for sales team sales presentations, bulletins, etc.
Maintain appropriate database (Salesforce) with sales/account activity and new business opportunities.
Participate in meetings and presentations as required in support of customer programs and department business planning. Presentation material may need to be developed by candidate.
Provide customer feedback to management, product development, customer service, marketing, and operations. Using the Voice Of Customer (VOC) to help improve our current product offering and programs.
Utilize total program management and strategic planning processes to achieve the region’s net revenue goals.
Manage customer activities with regards to commercial account activities.
Provide monthly, quarterly, and annual forecasting and territory budgeting.
Experience / Qualifications
Bachelor of Business Administration or similar degree is a plus.
Minimum 3 years sales experience including Automotive aftermarket experience.
High sales performance is a must.
Exceptional organizational skills are required.
Experience in establishing a territory is key.
Must be results oriented.
Excellent negotiation skills.
Needs to be a self-starter.
Proficient in value based and relationship selling.
Ability to collaborate with internal and external customers.
Strong verbal and written communication skills (English must, Bilingual or Multilingual is preferred Native German).
Willingness to travel can be up to 70% depending on demands (global travel mainly USA & Europe).
Computer Skills proficient in MS Office. Salesforce experience is a plus.
Collaborating at Sensata means working with some of the world’s most talented people in an enriching environment that is constantly pushing towards the next best thing.
Employees work across functions, countries and cultures gaining new perspectives through mutual respect and open communication.
As OneSensata, we are working together to make things work together
NOTE: If you are a current Sensata employee (or one of our Affiliates), please back out of this application and log into Workday via the Company Intranet to apply directly. Type "FIND JOBS" in the Workday search bar.
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