Completed Searches

Location

Chicago, IL

Category

Sales & Marketing

Key Account Manager Americas
Posted on March 17, 2014

 

The company: Our client is a leader supplier of high-quality solutions for the economical processing of sheet metal and other sheet materials. Our clients’ machines are used in a variety of manufacturing industries such as appliances, aerospace, automotive and trucks, agricultural equipment, etc.). Headquartered in Europe, the company’s US operation is located in Chicago.

The position: Reporting to the Global Key Account Director located in Europe, this is a new position who will develop and nurture the relationships with a portfolio of Key North American existing clients and develop new ones.

The mission of the Key Account Manager Americas will be:

  • to handle identified important accounts in his/her assigned region
  • to forge close links with the customers by acting as interface between the customers’ headquarter and subsidiaries and the company’s international sales teams
  • to identify potential new customers and business opportunities (representing the entire range of company’s products and services)
  • to lead the customer accounts globally, ensuring assigned customers’ needs and expectations are met
  • to be responsible for regional consistence, engagement, relationships and revenue generation that meet and exceed defined targets, working closely with Countries, Global Marketing and – Sales & Service Functions. 

The main responsibilities will be (but not limited to):

  • Design, implement and execute strategies for assigned regional accounts and establish and execute key account management plans; align with regional sales strategy and market developments
  • Convince assigned key accounts to select the company as preferred supplier
  • Act as primary contact for defined key accounts; effectively communicate with a wide range of individuals; support customer with solution finding, providing service and maintenance, identifying new opportunities for growth
  • Identify ad hoc opportunities and options to create added value at customer side and for the company
  • Ensure awareness of key accounts on global level and identify cross selling opportunities into and from other markets
  • Develop and negotiate general service agreements and contracts
  • Ensure efficacy and efficiency of relationship management by applying CRM system, agreed processes, procedures and report
  • Constantly seek to improve current systems, documentation and ways of working for further success
  • Identify and pursue tender opportunities in line with defined process; support the subsidiaries and other key accounts throughout the offer process, from lead to final negotiations
  • Check and monitor creditworthiness of customers according to credit management policy and in cooperation with the finance department , minimize business risks; contribute to the analyses and solving of payment issues with allocated existing customers in cooperation with finance department
  • Generate performance reports from CRM system, analyze and interpret findings
  • Reliably submit management information (past and current activities, future sales pipelines, changed business contacts) in order to enable Global Key Account Management to steer and take corrective actions if applicable 

The profile:

  • Master’s degree in Business Administration preferred
  • 5 years’ experience minimum in a key account management role (includes experience in all aspects of developing and managing key accounts)
    • Experience in capital equipment/machinery sales mandatory
    • Experience in operating within a global team
    • Proven track record in creating and implementing strategies that drove sales growth and operational development and efficiency

This position can be home based with frequent travel throughout North America and regular meetings in the Chicago office. Travel will be between 50-60%

To apply, please email your resume to 01148@dsmlexecutivesearch.com

Location

Arizona

Category

Sales & Marketing

Sales Development Manager
Posted on March 14, 2014

This is a new position to work for a breakthrough start-up in the hospitality industry.

Reporting to the Sales Director for the Americas, the candidate must have a minimum experience of 5 years of sales experience in a B to B environment, dealing with dealers.

Responsibilities:

  • Work with existing dealers to maximize sales by visiting customers and prospects, training dealers sales force
  • Participate in the identication and selection of new dealers
  • Train and support new dealers
  • Resolution of day to day dealers concerns with regarding forecasting, logistics, pricing and marketing support
  • Work directly with Sales Director on development and implementation of customer specific sales plans
  • Contribute to expand awareness of the corporate brand and image in the US market by demonstrating the features and benefits of the company’s products
  • Keep abreast of market trends and competitive activities
  • Represent the company at all appropriate trade, regional, and buying groups shows
  • Resolve any possible customer and consumer complaints

Strengths must be in the areas of:

  • Interpersonal skills
  • Hands-on and energetic
  • Enthusiastic and passionate about the hospitality industry
  • Strong selling and negotiating skills
  • Attentive listening skills

Qualifications:

  • Five plus years’ experience in the US hospitality industry – minimum
  • Experience selling through dealers in the Western states – mandatory
  • Ability to effectively implement sales and marketing strategies
  • Proven ability to accomplish sales goals according to plan
  • Proven ability to develop new customer base
  • Experience working in a start-up at some point is a plus
  • Experience working with a foreign based organization is a plus

This position will involve significant, (50 to 60%) regional and national travel.

To apply, please email resume in WORD format + cover letter to 01146@dsmlexecutivesearch.com

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