Key Account Manager – Automotive OEM
Location: Remote
Short Facts
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KUKA
Responsibilities
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Develop and maintain a long-term business relationship between KUKA Robotics and assigned accounts.
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Develop and maintain a working knowledge of and a solid business relationship with all key decision-makers within the customers’ engineering, purchasing and production groups.
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Represent KUKA Robotics professionally as part of the global operating company, KUKA DE, and KUKA AG, in order to improve and grow KUKA’s business.
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Identify potential new accounts/customers and new market opportunities within region.
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Develop and maintain account “Attack Plans” on all customers and all major target programs.
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Perform frequent on-site visits at existing and potential customer headquarters and all plants.
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Effectively present KUKA’s products/services/structure to new and existing customers.
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Develop entire proposal package, content and options, price estimation, and obtain pricing approval from regional management and Global Key Accounts Automotive.
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Initiate technical support contact as needed at customer and within KUKA to respond to customer or to complete proposal.
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Develop and maintain a strong working knowledge of KUKA Robotics portfolio.
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Sell robots, robot-related options (hardware/software/ mechanical components), robot spare parts, mobility products and related services (training, engineering support, on-site support, etc.).
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Review purchase orders for accuracy and supporting documentation.
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Establish and maintain Sales Force data as it pertains to customers/region including Contacts, Accounts and Opportunities to enable forecast accuracy for region and to achieve optimal balance between utilization of pre-sales resources, on-time delivery, planning of project resources, and inventory management.
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Monitor the competition’s products and services and notify management of benchmarks (prices, technical advantages, technical problems, organization, etc.).
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Cooperate with all internal departments in order to achieve overall regional targets.
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Travel as needed to customer sites within region (USA, Canada and Mexico) as well as to KUKA headquarters in Augsburg, Germany.
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Adhere to the KUKA Quality System and participate in continuous improvements.
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Understand and follow safety regulations and identify and and all safety concerns immediately upon becoming aware of same.
Application Requirements
Education and/or Experience
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Bachelor’s degree (B.A.) from four-year college and seven (7) years of related robot, automation sales experience; or equivalent combination of education and experience.
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Required: Experienced in and track record of developing strong relationships at all customer levels: (C level, purchasing, cost operations, engineering, planning, body structure, trim/final assembly, manufacturing process engineering, stamping and maintenance departments, etc. as well as their supplier base.
Language Skills
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Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, technical manuals, customer RFQ’s and governmental regulations. Ability to write reports, business correspondence, and procedure manuals.
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Ability to effectively create and deliver presentations and to respond to questions from groups of managers, clients, customers, and the general public.
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Strong interpersonal skills.
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English communication skills required.
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German, Mandrin, Japanese and/or Spanish language skills are an asset.
What we offer
