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KAM

Location: Belgium, Belgium Salary: Negotiable
Sector: Engineering Type: Contract

Title: Key account Manager

Reports To: Group Sales Director

Essential responsibilities and duties

Integrated within the Sales Organization , the Key account Manager is responsible for the Sales development for a specific Account or part of this Account (Program, Serial Life, Acquisitions)

The main missions of the role are:

Develop in-depth intimacy with Customer contacts (Purchasing, Engineering, Programs):

- Interfaces with the customer at 1st management level

- Develop the relationship with his direct counterparts at the customer and with the assigned contacts by the sales network

- participate regularly to customer meetings (progress reviews, quality reviews, and commercial global meetings)

- Monitor what competition is doing

- Prepare and check/validate the commercial offers to answer on due time to the Customer requests:

- Get a good understanding of the costing files ("hands on")

- Build up and get validated the targeted pricing and the negotiation path / tactics to convince the customer

- Ensure proper documentation of all prices and written communication to customer

- Check coherence of all offers and validates offers regarding technical changes and mandated components

- Understand and apply the guidelines proposed by the hierarchy regarding contractual management

- Support claims negotiation at the appropriate level at the customer

- Ensure the proper talent at the right place through internal or external recruitment processes

- As and when properly staffed and organized, responsible for coaching, developing and promoting the Sales team

- Assign objectives and follow-up

Serial Life:

- Responsible for on-time / on-profit customer ECRs ("Engineering Changes Requests") negotiation

- Detailed understanding of piece price, tooling and D&D impact

- Follow the Variable Cost Margin of the products

- Coordinate or take directly in charge the commercial productivity proposals with a detailed understanding of Squeeze management

- Understanding and execution of VA-VE commercial mechanisms

- Deep understanding and commercial management of local economics (inflation, exchange rate)

- Understanding and rigorous implementation of the Sales Administration guidelines & processes (purchase orders, invoices, terms of payment, overdues…)

- Oversees commercial management for Spare Parts

Programs:

- Oversees several programs from Sales perspective

- Supports the negotiation of ECRs and claims

- Follow the profitability of the Program

- Participate to Program reviews

Acquisitions:

- Anticipate acquisitions on the market and take advantage of the situation. Share internally all relevant customer data

- Understanding of the Business Plan & RFQA

- Preparation and update / improvement of the commercial offers through the negotiation loops

- Develop & lead the execution of the lobbying plan

- Beat competition with satisfactory financials

Qualifications:

The ideal candidate will have/be :

Minimum Education Level: Business Master Degree or Engineering Degree with a willingness to develop a career path in business

Experience:

- Minimum 10 years of professional experience with successful track record with different commercial assignments

- Established personal relationship with one or two OEMs within the relevant markets

Skills and competencies:

- Fluent in english and if necessary in the Customer language

- Very broad functional knowledge and depth understanding of business expertise

- Strong competencies in relationship management, and negotiation

- Comfortable with financials

- Good communication and presentation skills, and capacity of empathy

- Business international mindset

- Accountable and results oriented - Get the things done

- Team player and ability to work in a matrix organization