Key Account Manager - Material Handling

Job Description

Role Purpose:

The Key Account Manager holds a high-profile, customer-facing position with significant impact, tasked with driving and implementing strategic initiatives for the BEUMER Group in North America. This role leads and oversees sales activities to meet organizational goals across customer engagement, market presence, and financial performance. Core responsibilities include building strong customer relationships, increasing order intake, ensuring healthy profit margins, expanding market reach, enhancing customer satisfaction, and supporting business growth.

• Assists in planning and executes sales strategy towards customers. Manages the technical sales process, customer interaction including sales, estimation, proposal generation and customer management.
• Builds, develops and presents solutions for customers, assist's in resolving key client issues and manages the development of solutions through our technical support organizations.
• Enhances and manages key Customer relationships; understands their objectives, and is responsible for Key account relationship management.
• Drives evaluation of leads with a focus on solution and consultative selling.
• Proactively cultivates and leverages Customer insights to identify business opportunities and strategies.
• Leads and assists with complex sales presentations, request for proposals, proposals, and negotiations.
• Collaborates very closely with the Bid management and technical departments to develop the technical solution, technical proposal and cost estimate based on the customer's requirements.
• Collaborates closely with marketing team to develop and establish measurable marketing strategies and programs, including KPI and related targets.
• Ensures as-sold margins are maintained by collaborating closely with project management and other company professional services (e.g., strategic procurement) in pre-sales, sales, and sales handover phases.
• Collaborates with the Customer Support team to help win targeted opportunities.
• Directs strategy for the further development of key account base, including margin development, and account retainment.
• Models our Leadership Principles, and visibly and authentically lives our Core Values of: Integrity and Ethics; Customer Focus; Quality and Innovation; Teamwork; and Sustainability

Compensation range: $135,000.00 - $145,000.00 annually

The posted salary range reflects the compensation the company reasonably expects to offer for this position. Actual compensation will not be less than the posted minimum and will be based on multiple factors.

Qualifications

Key Requirements and Professional Attributes

• Bachelor's degree in Business, Engineering, or related field. Master's degree in Business Administration desired.
• 7 plus years of experience in the logistics industry as an OEM or integrator of advanced material handling solutions, leading in a globally matrixed organization with notable progression in engineering, bid development and adjacent disciplines, while consistently delivering performance improvements in relation to key figures of merit.
• Demonstrated experience successfully developing and leading a team of professionals through complex sales cycles
• Demonstrated strong business development acumen, in particular utilizing innovative new solutions and products to penetrate existing and new accounts.
• Experience utilizing and managing CRM systems, SAP C4C preferred
• Successful record as a change agent, verifiable through past successes driving and managing change within an organization
• Outstanding team-building skills with the ability to improve interaction and efficiency as well as the ability to break down barriers.
• Successful experience in inspiriting, motivating, and leading People; developing and leading high-functioning teams; strategic and operational planning and budgeting; defining, setting targets for, analyzing, and applying performance metrics to drive qualitative and quantitative improvements; short- and long-term workforce planning and talent development and retention; strategic workflow evaluation, design, and optimization; change design and change management.
• Strong experience in order intake forecasting, execution-to-forecast, and active order intake risk identification, and mitigation.
• Exceptional interpersonal and communication skills along with demonstrable leadership capabilities in creating unified and motivated Sales and Sales Support teams.
• Willingness and ability to travel approximately 50+%.

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Additional Information

BEUMER is an innovative company, where every employee is part of the "family". Because our employees are our most important asset, here are some of benefits we currently offer full-time employees. 

• Medical & Dental Premiums: We cover 100% of the premiums for you and your eligible dependents.
• 401(k) with Generous Match: Secure your financial future with our competitive retirement plan.
• Life Insurance / Long Term Disability: Peace of mind for you and your loved ones. Yes, we cover that too!
• Ancillary Insurances: Including vision, accident, and critical illness insurance.                       
• Generous Paid Time Off: Achieve the optimal work-life balance.
• Company Holidays: Enjoy paid time off on designated company holidays including additional flex days for times that matter most!
• Performance-Based Bonus: Eligibility to participate in our Target Agreement Plan for bonus potential.

Equal Opportunity Statement:
BEUMER is committed to providing equal employment opportunities to all employees and applicants for employment without regard to race, color, creed, religion, sex (including pregnancy and breastfeeding), gender, affectional or sexual orientation, gender identity or expression, transgender status, national origin, age, ancestry, disability (mental or physical), veteran status, genetic information, atypical hereditary cellular or blood trait, marital status, civil union status, domestic partner status, or any other status protected under local, state or federal laws - prohibits discrimination, harassment, and retaliation in all aspects of employment. This commitment applies to recruitment, hiring, training, promotion, compensation, benefits, discipline, termination, and all other terms and conditions of employment.

By accepting an offer of employment with BEUMER, the employee agrees to abide by all policies and practices that promote a workplace free from discrimination and harassment and acknowledges BEUMER’S commitment to diversity and inclusion.