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Key Account Manager
3 months ago
Delta, founded in 1971, is a global provider of power and thermal management solutions. Its mission statement, "To provide innovative, clean and energy-efficient solutions for a better tomorrow," focuses on addressing key environmental issues such as global climate change. As an energy-saving solutions provider with core competencies in power electronics and automation, Delta's business categories include Power Electronics, Automation, and Infrastructure. Delta has 171 sales offices, 74 R&D centers and 45 manufacturing facilities worldwide. Delta is a frequent recipient of international awards and related recognition for innovation, design, and continuous dedication to ESG. Since 2011, Delta has been listed on the DJSI World Index of Dow Jones Sustainability™ Indices for 11 consecutive years. In 2020, Delta was also recognized by CDP with two “A” leadership level ratings for its substantial contribution to climate change and water security issues and named Supplier Engagement Leader for its continuous development of a sustainable value chain.
Position Purpose:
The Account Manager is responsible for managing the assigned key OEM / ODM customers, including meeting or exceeding budgets and growth targets, ensuring the team works together synergistically to achieve the total region goals and objectives.
• Develop strong knowledge of market, accounts, and competition and industry trends and utilize that in the creation of Regional Sales Strategy
• Develop a Key Account Strategy to achieve or exceed annual goals, metrics and expectations
• Responsible for new product RFQ and pricing negotiation.
• Provide leadership for inputs, design reviews, system engineering/integration analysis, process reviews
• Manage sales activities at assigned key accounts.
• Achieve sales budget and obtain sales growth.
• Identify key customer contacts and develop close working relationship.
• Co-work with product management team and business units to promote solutions business to key accounts.
• Coordinate tasks with the factories and HQ to grow sales revenue while maintain profit margin.
• Direct the development of Business Plans, consolidating all plans into a Region Plan for Stakeholder alignment
• Manage NPI project plans and ensures timely delivery of project based deliverables in accordance with product life cycle requirements.
• Responsible to develop NPI production operations strategy, plan and schedule production with internal and external customers, and drive resolve technical and operational issues to manufacture NPI products within the required timeframe.
• Communicate and drive execution to close design wins.
• Monitor, analyze, and drive sales metrics and results.
• Drive funnel growth and forecast accuracy across all product lines and accounts
• Participate in customer meetings to closure.
• Ensure customer issues are resolved through the escalation process.
• Foster a culture of teamwork and information sharing.
Key Competencies/Behaviors/Strengths
• Professional Selling Skills - Both large account management and new account development
• Develop and Maintain Customer relationships
• Highly motivated self-starter with exceptional communication and negotiation skills
• Proficient with MS Excel & PowerPoint
• Results oriented
• Organizational and time management skills
• Ability to adapt to Delta’s unique and dynamic culture
Skills Needed for position:
EXPERIENCE & OTHER REQUIREMENTS
• 4 year degree (Engineering and MBA preferred).
• 5+ years of Direct Sales experience at Tier 1 Telecom Operators
• Strong technical background with knowledge in telecom DC Power Systems, Generators, Cabinets, Batteries.
• Willingness to work late hours to communicate with business units and/or factories in Asia.
• Able to travel out-of-state and internationally
