Key Account Manager

Role Overview

• Deliver sales growth across industries with a primary focus on Defense, Space & Nuclear Energy markets by prospecting for new business opportunities, while protecting current business within assigned accounts.
• Build & maintain positive business relationships with key customer contacts.
• Create and execute detailed capture plans while engaging other Materion functional resources to grow sales across PM’s (Performance Materials) product lines.
• Discover technical and commercial needs to build compelling, quantitative value propositions that turn customer stakeholders into Materion advocates.
• Share knowledge of the Materion product portfolio, typical applications and commercial elements with the goal of closing high margin purchase orders and contracts.
• Such activities may start with an NDA (Non-Disclosure Agreement) or PIA (Proprietary Information Agreement) which is facilitated through the KAM (Key Account Manager).
• While Materion has contracting specialist to work through contract issues and negotiations, the KAM should understand contracts including the fundamentals of government contracting and support the contract negotiating process.
• Deliver and maintain accurate sales forecasts, reports, and account records in CRM system. This includes Monthly, quarterly, current year and 2-year sales forecasts as part of the Materion IBP process.
• Develop a strong knowledge of the Performance Materials product lines, through continuous learning to support customer discussions and presentations.
• With emphasis on beryllium, AlBeMet, AlBeCast, BeO ceramics, MMC’s and ToughMet alloys.
• Gain consensus with internal stakeholders: Quality, Production planning, Estimating, Technology & Innovation, Legal, Government contracting, and business leadership and external stakeholders to constantly advance and win high margin business for Materion Performance Materials.
• Work with Materion finance and customers to ensure invoices are paid per contract payment terms.
• Support finance to resolve customers past due accounts receivables.

Requirements

• Bachelor’s Degree (Material Sciences or Mechanical Engineering preferred) in a related technical discipline is strongly preferred, but lower technical qualifications plus years of experience in a technical role can be considered.
• Minimum 8 years’ professional work experience in technical sales, engineering, product marketing or product management
• Relevant experience in Defense, Space or Nuclear Energy will be a strong plus for this position.
• Professional training in consultative sales is a plus.
• Minimum 4 years in a sales role with a track record of meeting or exceeding sales targets.
• Ability to think strategically, able to develop and successfully execute business plans
• Exemplary interpersonal skills in dealing with customers and team members
• Highly motivated with a positive, energized approach; eager to lead and drive improvement
• Strong communicator, collaborator and negotiator
• Excellent communication skills, both written and verbal
• Knowledge of CRM (MPower) and SAP preferred
• Strong moral and ethical compass.