Key Account Manager Lead- Data Center

POSITION SUMMARY:

The Key Account Manager Lead – Data Center is responsible for the entirety of their assigned market and assigns NAT accounts. Plans and executes the penetration of designated National and Key Accounts with the full range of HARTING products and technologies, achieving budgetary and medium-term sales goals. Manages and develops Key Account Managers (KAM), Associate Key Account Managers (AKAM), and Field Sales Engineers (FSE) to enable them to fulfill their roles and achieve financial objectives.

Essential Duties and Responsibilities

• Ensures the organization and team's vision is clearly understood, and each team member understands how they will contribute to the vision.
• Develops direct reports to enable them to leverage their comparative advantages and maximize their competitive advantages to drive growth and fulfillment within their roles.
• Provides ongoing feedback and coaching to ensure direct reports are clear on focus development areas.
• Continuously reviews succession planning.
• Develops and implements market strategy plans, reporting to leadership teams quarterly.
• Mapped network of manufacturing plants, design and decision-making centers, supply chain methods, subcontractors, contract manufacturers, and distributors associated with the designated key accounts for the market.
• Evaluates the overall connectivity market potential and determines the market share held by competitors on an ongoing basis.
• Proposes and executes medium- to long-term penetration plans to maximize HARTING's share of potential and identifies profitable new product development opportunities for the market, with management support.
• Develops business relationships at the highest possible levels within both the Key Account and major subcontractors, cementing company-to-company relationships and early access to future business.
• Closely coordinates all project activity with Market Development Management and Product Management to ensure an efficient two-way flow of information between HINA and corporate divisions and departments regarding product development, evaluation of potentials, and international coordination, as needed.
• Designs HARTING products into Account's equipment and automation lines by working closely with customer's engineering and supply chain personnel to gain approval for corporate specifications or individual project approval.
• Reviews plans and other customer and industry standards to develop and prepare cost-effective solutions utilizing HARTING solutions.
• Analyzes and proposes changes in equipment, processes, or use of materials or services that would result in cost reduction or improvement in operation.
• Provides technical training to employees of the client as needed.
• Prepares monthly reports to HARTING management on sales activity and forecasts monthly sales, preparing annual forecasts and medium-term goals for planning purposes.
• Represents HARTING at tradeshows related to Account's business.
• Maintains a timely and reliable record of all Account activity in CRM.
• May perform other duties as assigned.

Education and/or Experience

• Bachelor's degree (B.S.) in Engineering (BSEE, BSME) from an accredited four-year college or university.
• Five or more years of experience and/or training in technical solutions selling; or equivalent combination of education and experience.
• Literate in using Microsoft Office programs and possesses overall good to excellent computer skills.
• Prior knowledge and use of CRM, SAP preferred.

Other Qualifications

• Ability to travel up to 80% of the time.
• Valid passport required for occasional international travel.
• Must possess valid driver's license, adequate vehicle, and car insurance, and good driving record.

Language Skills

• Ability to read, analyze, and interpret engineering drawings, specifications, general business periodicals, professional journals, technical procedures, or governmental regulations.
• Ability to write reports, business correspondence, and procedure manuals.
• Ability to effectively develop presentations, present them, and respond to questions from groups of managers, customers, and the general public.

Mathematical Skills

• Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume.

Reasoning Ability

• Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form.
• Ability to deal with problems involving several concrete variables in standardized situations.

Physical Demands

• Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• While performing the duties of this job, the employee is regularly required to sit, talk or hear, and occasionally required to stand, walk, use hands to finger, handle, or feel, and reach with hands and arms.

Work Environment

• The noise level in the work environment is usually moderate.

Functions within Implemented Quality and Environmental Management Systems

• To understand the quality policy and objectives for quality.
• Performs duties and responsibilities according to the documented quality system.