Key Account Manager

2 weeks ago

Novi, Michigan, United States tesa Full time
Location: Function: Sales / Customer Service Are you prepared to transform the automotive adhesive market with us?
At tesa, we are more than just coworkers; we are partners committed to innovation and excellence. Our goal is to make a significant impact in our industry.
The Regional Key Account Manager (RKAM) – Channel Sales Automotive will play a pivotal role in nurturing and expanding relationships with essential clients in the channel sales sector, particularly converters and distributors within our Automotive division. This position also entails managing certain OEM direct accounts. The role focuses on driving revenue growth, enhancing market presence, and ensuring client satisfaction through strategic account oversight and effective collaboration with both internal and external partners. This position has a regional scope, requiring the ability to operate across various geographical areas to facilitate business activities at different client locations. The Regional Key Account Manager will oversee accounts located in North America, including the United States, Mexico, and Canada.
Key Responsibilities:
Account Management Establish and sustain robust relationships with key accounts (converters, distributors, and OEMs).Comprehend client requirements and align them with tesa's product solutions.Proactively cultivate networks within client organizations.Ensure continuity of business, including face lifts, model transitions, and new models per platform with assigned OEMs. Sales Strategy Formulate and implement strategic account plans to meet sales objectives and business goals.Identify growth potential within existing accounts and prospective new clients.Collaborate with sales and marketing teams to devise and execute effective sales strategies.Client Engagement Conduct regular meetings and business evaluations with key accounts.Offer technical assistance and product training to clients.Address and resolve client inquiries, concerns, and issues promptly and effectively.Market Analysis Monitor industry trends, competitor actions, and client needs.Provide insights and recommendations to management based on market evaluations.Identify and assess potential risks and opportunities in the marketplace.Sales Performance Achieve or surpass all established sales targets and objectives for assigned key accounts by developing, executing, and maintaining key account strategies.Track and report on sales performance metrics and KPIs.Prepare regular sales forecasts, budgets, and reports.Collaboration Work closely with internal teams (e.g., product management, R&D, logistics) to ensure client requirements are fulfilled.Identify gaps in our product offerings and requirement profiles by drafting business cases for new product requests.Provide commercial and technical support to local sales teams: Product Presentations – Roadshows – Technical days – Cost Breakdown proposals.Other responsibilities as assigned.Qualifications: Bachelor's degree in Business, Marketing, Engineering, or a related field (MBA is advantageous).8+ years of experience in Key Account Management, sales, or a related role within the automotive sector (experience in selling adhesives is preferred).Strong understanding of channel sales, particularly with converters and distributors.Proven history of meeting sales targets and expanding key accounts.Exceptional communication, negotiation, presentation, and interpersonal skills.Strong grasp of selling concepts and the automotive market, acquired through experience or education.Excellent analytical skills and creative problem-solving abilities. Capability to navigate complex business negotiations and develop contracts/supply agreements.A valid driver's license and the ability to travel for business purposes.Must be available for travel up to 70% of the time.Proficient in using computers, including Microsoft products (Outlook, Word, Excel, PowerPoint) and Customer Relationship Management software.Intercultural competence with experience working with diverse cultures is preferred.

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