Now Hiring - Hengst SE & CO KG - Key Account Manager - OE Commercial Vehicle in Durham, NC

Full description of the position

The Key Account Manager is responsible for increasing sales through the management of existing accounts and developing relationship networks at new and existing customers in the OE Commercial Vehicle and Off-Highway markets. This individual will also be expected to work closely with others in the matrix organization to ensure consistent and focused implementation of customer strategies. This position is located in Durham, NC and will have responsibility for assigned OE first fit and service sales in the defined segment. The Key Account Manager will report to the VP Sales with close alignment to local and global personnel.

This position is specifically charged with maintaining existing customers while acquiring new business from custom-designed solutions as well as standard products. Responsibilities include strong customer relationship management by prompting closing out issues and responding to customer needs, managing commercial agreements, and providing and following up on quotations.

Major Responsibilities:

• Revenue Growth for Customized Solutions This person is responsible for generating new business from new and existing customers with customized technical filtration solutions. Must be adept at working with a multi-location and multi-function matrix organization to quote and implement new programs.
• Revenue Growth for Standard Products This person is responsible for generating new business from new and existing customers with standardized product filtration solutions. This person must develop a broad network of relationships within the assigned customers to promote the value proposition of the company offering.
• Customer Strategy Development and Implementation Implement the strategy for the assigned customers and be a key contributor of customer strategy development but working closely with the Business Development Manager and global cross function team. Strong customer networks in purchasing, engineering, and aftermarket are essential.
• Customer Management: Maintain strong customer relationships while protecting and improving our financial position. This includes setting pricing strategy, negotiating commercial terms, and assertively work through open issues with the customer.

Additional Responsibilities:

• Cultivate customer relationships to assess and identify new business opportunities, and drive them to a successful close
• Manage commercial agreements with the assigned customers
• Solicit local and global support for meeting customer requirements.
• Learn and enhance companys strengths and capabilities
• Meet or exceed established sales goals
• Other responsibilities as determined by business needs

Qualifications:

• Cross Functional Leadership Dimensions include Sales, Marketing, Product Development, Project Management, and Operations related to new program quotes. Must be a strong team player that can demonstrate the ability to relate to others in a way that makes them want to support the effort.
• Commercial Vehicle and Off-Highway Industry Proficiency - Expertise in the OE Commercial Vehicle or Off-highway industry, understanding of trends, and ability to position the company consistent with these movements. Experience in business development, sales, or other customer facing role. Solid knowledge base of new program acquisition and launch for product range development. Knowledge of Filtration, particularly for OE would be a plus.
• Technical Sales Ability Must be able to identify customer challenges and promote technical products and solutions. Experience with OE vehicle launch cycles and program launch systems is required.

Skills/Personality Traits:

• Inquisitive, willing to seek out information internally and probe externally for opportunities
• Problem-solver with strong customer/executive relationship management abilities
• Ability to apply creative and innovative thinking to customer/business issues
• Ability to work independently as well as being adept at enhancing team success through leadership and active participation in teams
• Ability to develop, execute and achieve tactical and strategic initiatives through active leadership that positively impact business plans, operating profits, practices, policies and procedures.
• Self-starter with a pioneering spirit; resourceful and able to take ownership quickly and reliably
• Energized by an entrepreneurial environment; comfortable doing the work
• Persistent and resilient
• Open, honest and genuine
• Passionate and committed
• Creative and imaginative
• Motivated by business accomplishments vs. personal agenda

Requirements:

• Minimum 3 years of experience in a customer facing role dealing with engineered products as a supplier to CV or OH OEMs
• Bachelors Degree: Engineering or Business is preferred
• MBA or advanced degree a plus
• Excellent presentation, verbal and written communication skills
• Strong team player, multi-tasker and problem solver with a sense of humor
• Ability to produce large, complex proposals (in addition to RFPs)
• A dedication to excellence, and the ability to become a trusted advisor to prospective and existing customers.
• Self-motivated, passionate, enthusiastic, organized go-getter with excellent interpersonal skills
• Results oriented, self-motivated, with a high bias for action.
• Ability to travel as required

Hengst of North America is an independent and wholly owned subsidiary of Hengst Group with global Headquarters in Muenster Germany. Hengst Group is a privately held company founded in 1958 by Walter Hengst. Hengst of North America is a South Carolina based company and we pride ourselves on technical innovations and being a solution provider in todays vehicle and filtration industry. Our North America Sales Office is located in Durham, NC. We are passionate about our work, our team members, and our innovation within the industry.

Job Type: Full-time

Benefits:

• 401(k)
• 401(k) matching
• Dental insurance
• Disability insurance
• Employee assistance program
• Flexible spending account
• Health insurance
• Health savings account
• Life insurance
• Paid time off
• Vision insurance

Experience level:

• 3 years

Schedule:

• Monday to Friday

Supplemental pay types:

• Bonus opportunities

Travel requirement:

• Travel

Education:

• Bachelor's (Required)

Experience:

• Customer relationship management: 3 years (Preferred)
• Commercial vehicle: 3 years (Required)

Work Location: In person