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Global Key Account Manager in PARIS at ITW Automotive OEM

Date Posted: 1/7/2019

Job Snapshot

  • Employee Type:
    Full-Time
  • Location:
    PARIS
  • Job Type:
  • Experience:
    At least 7 year(s)
  • Date Posted:
    1/7/2019

Job Description

Account: PSA Group

Overview:

Provide strategic guidance and leadership for the Global Division.  Align regional divisions and staff to operate as one cohesive international business.  Collaborate with the Engineering Manager/Staff to identify and address internal and external customer needs, including new sold projects and pipeline opportunities.  Manage Regional Key Account Managers, Account Managers and Project Managers to market products and determine a global sales approach and strategy. Meet annual plan and long-range plan global goals for PSA Group and its Tiers.  Responsible for meeting/exceeding Sold Project Review and Pipeline Revenue globally and regionally. Enterprise Leader, does what is best for ITW across Divisions and Platforms.

Essential duties:

  • Manages and coordinates the formation of regional sales strategies with Regional Key Account Managers, Project Managers, Account Managers to achieve global Sold Project and Project Pipeline objectives.

  • Manages the formation of global engineering standards and developments with the regional engineering managers to achieve global performance objectives.

  • Travels throughout assigned territory to call on regular and prospective customers to build relationships, understand pain points and identify future product line commercial opportunities. 

  • Manages and aligns pricing, terms and conditions, etc.

  • Manages and maintains key commercial metrics.

  • May assist with customer service, performance and quality issues.

  • Supervises Regional Key Account Managers, Account Managers and Project Managers.

  • Works with resources to create and maintain marketing presence and materials as appropriate.

Job Requirements

Competencies:

  • Able to communicate effectively with all levels of internal and external customers across multiple regions.

  • Understands and aligns core capabilities of manufacturing with customer needs.

  • Full P&L understanding.

  • Understands price structure, costing and associated strategies.

  • Understands the 80 products and customers.

  • Market understanding – Understands differences among markets.

  • Experience in identifying customer pain points. Be the customer’s voice inside ITW.

  • Negotiation Skills

  • Legal knowledge à T&Cs, NDAs, all sorts of contracts which may need to be negotiated globally

 

Key deliverables:

  • Develops and Drives, in conjunction with Sales & Engineering Director, Global Sales Strategy.

  • Financial accountability – at minimum meets, striving to exceed monthly and annual global sales goals.

  • Generates innovative sales programs and engineering developments to sustain growth.

  • Analyzes current accounts and creates strategies to grow business where opportunities exist with new applications or new products.

  • Effectively communicates the value proposition of our product lines.

 

Education & experience:

  • Bachelor’s degree in Engineering or equivalent, Master’s preferred. 

  • 5 - 7 years of sales leadership experience - experience as an Account Manager is a must

  • Knowledge of the automotive industry is required.

 

 

Special requirements:

  • Fluency in French and English, German is a plus

  • Position requires national and international travel (about 30 - 40% mainly in EU).

  • Cultural awareness and ease

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