Key Account Manager, Customer Support

BEUMER Group is an international leader in intralogistics, specializing in conveying and distribution technology across various industries. They are seeking a Key Account Manager to drive strategic initiatives, enhance customer relationships, and oversee sales activities to meet organizational goals in North America.

Responsibilities:

• Assists in planning and executes sales strategy towards customers. Manages the technical sales process, customer interaction including sales, estimation, proposal generation and customer management
• Builds, develops and presents solutions for customers, assist's in resolving key client issues and manages the development of solutions through our technical support organizations
• Enhances and manages key Customer relationships; understands their objectives, and is responsible for Key account relationship management
• Drives evaluation of leads with a focus on solution and consultative selling
• Proactively cultivates and leverages Customer insights to identify business opportunities and strategies
• Leads and assists with complex sales presentations, request for proposals, proposals, and negotiations
• Collaborates very closely with the Bid management and technical departments to develop the technical solution, technical proposal and cost estimate based on the customer's requirements
• Collaborates closely with marketing team to develop and establish measurable marketing strategies and programs, including KPI and related targets
• Ensures as-sold margins are maintained by collaborating closely with project management and other company professional services (e.g., strategic procurement) in pre-sales, sales, and sales handover phases
• Collaborates with the Customer Support team to help win targeted opportunities
• Directs strategy for the further development of key account base, including margin development, and account retainment
• Models our Leadership Principles, and visibly and authentically lives our Core Values of: Integrity and Ethics; Customer Focus; Quality and Innovation; Teamwork; and Sustainability

Requirements:

• Bachelor's degree in Business, Engineering, or related field
• 7 plus years of experience in the logistics industry as an OEM or integrator of advanced material handling solutions, leading in a globally matrixed organization with notable progression in engineering, bid development and adjacent disciplines, while consistently delivering performance improvements in relation to key figures of merit
• Demonstrated experience successfully developing and leading a team of professionals through complex sales cycles
• Demonstrated strong business development acumen, in particular utilizing innovative new solutions and products to penetrate existing and new accounts
• Experience utilizing and managing CRM systems, SAP C4C preferred
• Successful record as a change agent, verifiable through past successes driving and managing change within an organization
• Outstanding team-building skills with the ability to improve interaction and efficiency as well as the ability to break down barriers
• Successful experience in inspiriting, motivating, and leading People; developing and leading high-functioning teams; strategic and operational planning and budgeting; defining, setting targets for, analyzing, and applying performance metrics to drive qualitative and quantitative improvements; short- and long-term workforce planning and talent development and retention; strategic workflow evaluation, design, and optimization; change design and change management
• Strong experience in order intake forecasting, execution-to-forecast, and active order intake risk identification, and mitigation
• Exceptional interpersonal and communication skills along with demonstrable leadership capabilities in creating unified and motivated Sales and Sales Support teams
• Willingness and ability to travel approximately 50+%
• Master's degree in Business Administration desired