Key Account Manager

KEY ACCOUNT MANAGER

Location: Troy, MI

Salary: $150,000 - $170,000

JOB SUMMARY:

Our client is looking for a Key Account Manager to work at their facility located in Troy, MI.

As the Key Account Manager of Sales, Europe and International, you will play a pivotal role in driving growth across key European and international markets in the defense, security and agriculture sectors. You will lead the development and execution of strategic sales initiatives, exploit external and group- internal growth potentials and synergies, foster strong relationships with both government and civilian clients as well as ensure alignment with broader corporate goals. If you have at least 10 years of experience in international sales, ideally in defense, technology, or agriculture sectors, and have a Bachelors Degree in a related field, we are interested in reviewing your qualifications!

ESSENTIAL FUNCTIONS:

• Develop, manage internal sales strategies for European and international markets, with a broad focus on defense, security and agricultural markets.
• Build and sustain long-term partnerships with key customers, including ministries of defense, armed forces, government agencies and agricultural manufacturers. As well as acquire a thorough understanding of key customer needs and requirements. Expand the relationships with existing customers by continuously proposing solutions that meet their objectives.
• Support Business Development team to identify and secure new business opportunities, overseeing the entire sales process from lead generation to contract closure.
• Collaborate closely with internal teams (engineering, purchasing, after-sales, and controlling) to ensure successful execution of projects, meeting milestones, and addressing challenges proactively.
• Track KPIs, analyze sales data, and generate actionable insights to continuously optimize performance and uncover new growth areas.
• Prepare regular reports of progress and forecasts to internal and external stakeholders using key account metrics.
• Ensure the correct products and services are delivered to customers in a timely manner.
• Lead the creation of compelling sales stories and campaigns that showcase our product portfolio.
• Plan and execute key sales events, ensuring the company’s strong presence at industry fairs and conferences.
• Oversee the organization of budgets and staffing, ensuring efficient resource allocation.
• Work closely with global network to refine and harmonize sales processes across regions.
• Regularly report to senior management, providing key insights and strategic recommendations.
• Supporting the company's strategic planning processes and building relationships with key stakeholders.
• Support in negotiation of deal terms and conditions with other company leaders and their advisors.
• Participate in the management and development of cost competitive and compliant bids.
• Assist with the following: Pricing scenarios to win customer bids, internal communications relating to pricing changes and writing of proposals.
• Apply analytic strategies to derive insights from compiled data and recommend, develop, and maintain data visualization strategies.
• Prepare and present presentation materials to be used in prospect and customer meetings.
• Demonstrates effective communication skills, both orally and written, when sharing work product and when communicating with internal and external stakeholders.
• Support business development actions including pipeline development, contact planning and execution, capture planning and execution, customer relationship management, and M&A target identification.

REQUIRED QUALIFICATIONS:

• BS in Accounting, Finance, Business Administration, Engineering (completed studies in industrial engineering, business administration, sales management, agricultural engineering, mechanical engineering (focus on agricultural machinery), or related fields.
• 10 years of experience in international sales, ideally in defense, technology, or agriculture sectors.
• In-depth knowledge of procurement structures in military and public sectors, especially within Europe and international markets.
• Ability to travel domestic and internationally frequently up to 75%.
• Knowledge of US DoD requirements, processes and procedures for vehicle development and procurement.
• Familiarity with the US Army TACOM and Ground Vehicle System Center.
• Strong communication and interpersonal skills with aptitude in building relationships with professionals of all organizational levels.
• Strong analytical, strategic, and conceptual thinking, paired with excellent communication and negotiation abilities.
• Ability to quickly adjust strategies based on market trends and evolving customer needs.
• Ability and empathy to lead teams and project organizations in an efficient and inspiring way.
• Proven leader with the ability to lead and account team through the entire life cycle of a transaction.
• Strong project management methodology background, inclusive of schedule, scope, change management, risk management, planning and analysis.
• Detailed knowledge in Industrial Engineering and related Standards/ Processes.
• Ability to present technical solutions to clients and internal stakeholders.
• Must demonstrate an enthusiasm to engage with and support overseas colleagues to ensure all staff have the information and opportunity to perform to the best of their abilities.
• Must display exceptional listening and analytical skills to understand client concerns and needs with the ability to respond promptly and effectively to those needs.
• High level of self-motivation and standards with the ability to multi-task; balancing "analysis" with "doing". Must be adaptable and able to prioritize and work under pressure to meet deadlines. Must be able to work on own initiative.
• Strong proficiency with Microsoft Office Suites (Word, Excel, and PowerPoint) is required including advanced level spreadsheet skills.
• Must be pro-active, self-motivated, assertive, and well-organized.
• High level of accuracy and attention to detail.
• Must work well under pressure and be highly responsive to short deadlines.
• Ability to think strategically and take initiative with potential opportunities.
• Ability to obtain and maintain a government security clearance.

PREFERRED QUALIFICATIONS:

• Fluent in both German and English, with additional language skills (such as Spanish, Portuguese or a Slavic language) being an asset.
• A background in defense or agriculture is a strong advantage.
• MS in Industrial Engineering, Engineering, Business Administration preferred.
• MBA or other advanced degree preferred.