Key Account Manager Automotive

MKS Instruments Inc Detroit, MI
The Automotive Key Account Manager is responsible for identifying business opportunities, meeting customer needs, and promoting the brand, product offering and capabilities. The Automotive Key Account Manager develops and maintains relationships with customers and accounts in the assigned geographical region and/or named accounts. The primary focus of this position is generating new business at new and existing accounts to gain market share and increase profitability. The role requires effective lead follow up, opportunity identification and qualification, and technical and commercial discovery skills. Frequent communication with the customer and coordination with internal product management, project management, engineering, manufacturing and quality resources is required.

Major Responsibilities

Assist in meeting or exceeding orders budget for assigned geographic territory and/or named accounts and specific objectives at individual accounts and in aggregate with Sales Territory Managers.

Identify new opportunities, applications, segments, and markets for products and capabilities

Plan account penetration strategy to identify SAM for Ophir Photonics’ Industrial and OEM products for the Automotive Industry. Establishes and drives a plan of attack in conjunction with territory managers.

Build strong relationships with customers at multiple levels in organization to forge a cooperative partnership with Industry leaders in the Automotive and Industrial laser market

Work as a team with other Sales Territory and Account Managers to grow total business

Build relationships with all internal functional groups

Works constructively with the Ophir Photonics operations, engineering and product management teams to grow the business at accounts and create market driven products

Employs selling and negotiating strategies and tactics that are consistent with industry best practices, such as Strategic Selling

Develops and negotiates Pricing and Supply Agreements, in conjunction with Ophir Photonics marketing and management

Become technically fluent in the broad range of Ophir Photonics Industrial and OEM products and key applications

Know products and capabilities and recognize market and customer dynamics and drivers

Provide accurate orders forecast to Sales Management through SFDC

Attend tradeshows and conferences

Help Territory Managers create and maintain orders pipeline and opportunities in SFDC

Supports the strategic planning process with specific market research pertaining to select accounts, monitors competitive activities and identifies / reports market needs

Provides regular management reporting on key accounts, including orders and sales forecasts, account-review presentations, trip reports on all major customer visits, consistent sales activity reporting in SFDC, and other information as requested

Qualifications

Education & Experience

Bachelor's degree, or equivalent work experience in Automotive and Photonics-related field (Physics, Engineering, Applied Science).

5+ years of demonstrated success in a customer facing role in Automotive industry

Demonstrated track record of meeting or exceeding sales goals in previous assignments

Demonstrated track record of compliance with sales policy and related regulations

Knowledgeable in all aspects of Automotive Industrial lasers.

Experienced in the management of a complex portfolio of products and accounts

Exceptional understanding of all phases of the sales cycle. Preferred experience in strategic selling sales methodology

Must have current contacts in Automotive and Tier 1 suppliers.

Required Skills

Strong organizational skills with the ability to prioritize tasks and set and achieve goals/objectives

Must possess strong initiative, resiliency, organizational and time management skills

Must be an excellent problem solver, comfortable with peaks and valleys in workload

Must have good leadership skill and decision making skill

Open and communicative, stable and reliable, with strong team work spirit

Excellent written and oral communication skills

Strong negotiation skills

Proficient computer, software, and data analysis skills (Salesforce.com/CRM, Excel, Outlook, Word, Power Point)

Excel at remote work/supervision

Strong presentation skills

Team Player

Motivational skills to introduce new products and training to the sales team.

Product management within the Automotive industry a plus

Must coach all team members about the market and products to maximize sales

Soft Skills

Ability to perform with minimal direct supervisory intervention.

Passionate about learning and succeeding

Physical Activities

This position requires frequent travel (30-50%)

This position requires the ability to occasionally lift office products and supplies, up to 50 pounds. No environmental hazardous or significantly unpleasant conditions (such as in a typical office)The Company retains the right to change or assign other duties to this position.

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