What are the responsibilities and job description for the Key Account Manager (KAM) - OEM position at A123 Systems LLC?
Key Account Manager (KAM) – OEM
Principle Responsibilities:
Responsible for development, relationship and maintenance of assigned products and customer accounts.
Develops and executes sales objectives and associated strategies for business growth.
Principle Duties:
- Identifies new opportunities for organic growth of existing customers and new customers for energy solutions business growth. Progressively prospects for new business and solicits new customers to grow the customer base.
- Launch & execute strategies & programs to drive growth supporting new product launches, executes commercial negotiations
- Provides recommendations on the competitive market trends, conditions and opportunities to assure proper consideration in the formulation of product, marketing plans, programs and customer policies.
- Develops specialized programs to acquire new business and improve existing business with emphasis on pricing, inventory planning, billing, product line variation warranty adjustments and other commercial considerations.
- Maintains frequent and regular contact with customer management, purchasing, engineering and other activities for purpose of promoting A123 Systems products and services.
- Engage with OEM engineering identifying their technical challenges and requirements and offer product/system solutions (pre RFI)
- Develops financial analysis to support competitive quote to capture new business.
- Prepares and submits quotation to customers, negotiates best position for customer while returning required margin.
- Develops sales forecasts and objectives and formulates roadmaps to exceed goals.
- Negotiates or assists in the negotiation of customer sales contracts.
- Responds to customer inquiries regarding the status of orders, quality, warranty, service and other issues by facilitating the proper support from internal responsible functions.
- Responsible for identification of the cost effect of major changes in operations, equipment and process as it relates to customer satisfaction, sales and associated margin impact.
- Performs special assignments and analysis as directed by the Sales Director and Global Sales VP.
Qualifications:
- 3-5 years experience supporting OEM customers through account manager or sales manager responsibilities
- Demonstrated history of working with OEM’s engaging engineering through pre RFQ activities generating solutions to resolve technical requirements and challenges (preferably but not required in energy management technologies)
- Experience in managing responsible accounts P&L and resolving account receivables discrepancies
- Program management experience preferred but not required
- OEM quality experience (PPAP/APQP) preferred but not required
- Vehicle electrical architecture/power systems design and requirements preferred
- University Degree in Business or Engineering. Advanced Degree (MBA) is preferred.
- Preferred minimum of 6 years in progressively senior roles in a combination of the following: Sales, Engineering, Finance.
- thorough knowledge of project management methodologies
- Excellent interpersonal and communication skills with ability to make presentations to executive leadership.
- Focused on delivering results with demonstrated ability to communicate and influence and win with the customer
- Proficiency in Microsoft Word, PowerPoint, and Excel
- Commercial negotiation and contract negotiation experience
- Marketing experience preferred
- Field Sales experience a plus
- Overnight travel and non-traditional work hours
- Positive attitude, strong work ethic, attention to detail.
- Previous experience in Energy Systems - Li-on cells (systems) preferred.
- Directs the account management strategy for a strategic account.
- 30-50% travel (no restrictions on INTL travel)
