Sales - Account Manager

Sales - Account Manager

Summary: The Account Manager maintains and expands relationships with strategically important customers. Assigned customer by Markets specifics, the KAM is responsible for achieving SALES quota and assigned strategic account objectives. Responsibilities are to expand the company business with current and new customers through increased sales within the MAN Product and Portfolio range. Build Market position by locating, developing, refining, negotiating, and closing business relationships. Ensure business growth through direct involvement with Business Development Team and specifics products marketing development to ensure these are delivered in accordance with the organizational strategy.

Key Job Responsibilities:

• Establishes productive, professional relationships with key personnel in assigned customer accounts.
• Coordinates the involvement of company personnel, including support, service, management resources, in order to meet account performance objectives and customers’ expectation.
• Meets assigned targets for profitable sales volume and strategic objectives in assigned accounts.
• Proactively leads a joint company strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one to three year period.
• Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel.

For the customer the following but not limited to are the roles and responsibilities;

Subject Matter Expert:

• Engine Performance Analysis

• Engine Troubleshooting

• Engine Operating Procedures

• Participates in Incident Investigations as needed

Reliability Initiatives:

• Provides input for the planning and repair strategies of vessel Out Of Service periods

• Provides input for Spares/Inventory Lists (min/max & insurance spares)

• Provides input for Condition Based Maintenance procedures

• Provides input for Operating Procedures

• Provides input for Customized Maintenance/Repair Programs

• Provides input for Customized Training Programs for Company

Maintenance:

• Provides input on new Maintenance Procedures

• Provides vessel on-site Services (only when required for extraordinary events)

• Provides input for the Optimization of existing procedures

• Liaises with PrimeServ Service Centers worldwide when required for Priority Parts & Services access

• Utilizes Company Maintenance System as required to evaluate engine maintenance requirements or spares/service orders

Operation:

• Provides input for Operating Procedures (Power Calculations, VIT, Fuel, Start up, Shut down and Maneuvering)

• Reviews engine operating parameters and provides input where necessary to optimize engine performance

Procurement:

• Advises Fleet Teams on recommendations for major spares requirements based on maintenance plan

• Assists customer Supply Managers in expediting spares orders where needed

• Develops negotiating strategies and positions by studying integrations of MAN solutions and products with customers operational needs and strategies; examine risks and potentials; estimating clients’ needs and goals.

• Customer Relations Management: Implement effect key account management with new accounts, Identifies decision makers and influencers a the major accounts, Cultivates the relationship with the major accounts, Ensure flawless flow of communication between the regional management and customers.

• Targeting and gaining new business as appropriate to ensure a robust pipeline of opportunities and to gain comprehensive knowledge of the market sector and what is influencing it.

• Prepare reports as required for both General Managers and senior personnel.
• Leads by example and positive influence.

• Perform other duties as assigned.

Sales:

• Develop and maintain relationships with existing customers and identify new prospects.
• Project development from the earliest lead stage to order intake.
• Provide support in preparing market surveys, reports and updates to the organization.
• Planning order intake for the specific market segments.
• Calculation of quotes with in-house software tools.
• Follow the agreed reporting line by means of the available tools.
• Building customer relationships from prospecting to closing as assigned by the Business Unit.
• Receivables of own specified customers.
• Response time to customer inquiries and specified clients.
• Provide superior customer satisfaction and loyalty.
• Maintain and update customer information through CRM and PowerBI.
• Manage professional relationship with the support organizations within the company.
• Perform needed sales activities according to the given directives/guidelines of the company and the SBU.
• Identify customer needs and provide input for development of new products and services fulfilling those needs.
• Develop own competence of product portfolio.
• Ensure customer inquiries/orders/complaints are promptly, satisfactorily handled.
• Display or demonstrate product, using samples or presentations, and emphasizes saleable features.
• Quote prices, contract terms, estimated delivery date, and credit terms as assigned and within the given directives/guidelines of the company and the SBU.
• Prepare and negotiate sales contracts for orders obtained.
• Prepare reports of business transactions.
• Maintain reports and database records of customer contacts/activities and transactions.
• Provide technical sales assistance for power applications.

Required Education:

Bachelor's degree (B. A.) from four-year college or university or acceptable to meet the competency requirements of education or experience for Marine engineering or Mechanic Engineering.

Required Experience:

Ten or more years related experience and/or training; or equivalent combination of education and experience.

Desired Experience: N/A

Required 3^rd party Certifications/Qualifications: None.

Other skills:

Computer related functions plus use programs required: SAP, Concur, MS Office.

Pay range for this role is $130,739 - $196,108 per year.

Your actual base rate of pay will be determined on a case-by-case basis and may vary based on the following considerations: job-related knowledge and skills and experience.
 
Base salary is just one part of your total rewards package. MAN ES USA offers comprehensive medical, dental and vision coverage, hospital indemnity and critical illness coverage, 401(k) retirement plan, short-term and long-term disability, life insurance & AD&D coverage, FMLA leave, and other benefits. You will accrue 25 days of vacation, receive 3 sick days and 3 personal days and will be eligible for 14 paid holidays.