Key Account Manager, Material Handling

Company Description

BEUMER Group is an international leader in intralogistics, specializing in conveying, loading, palletising, packaging, sortation, and distribution technology across a wide range of industries, including airports, e-commerce, warehousing & distribution, and bulk material handling. We offer the right solution for nearly every logistics challenge.
As a family-owned company, BEUMER combines tradition with innovation. We are proud of what our employees create each day. Integrity, Inspiration, Quality and Teamwork!

Job Description

Role Purpose:

The Key Account Manager holds a high-profile, customer-facing position with significant impact, tasked with driving and implementing strategic initiatives for the BEUMER Group in North America. This role leads and oversees sales activities to meet organizational goals across customer engagement, market presence, and financial performance. Core responsibilities include building strong customer relationships, increasing order intake, ensuring healthy profit margins, expanding market reach, enhancing customer satisfaction, and supporting business growth.

• 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

Compensation range: $135,000.00 - $145,000.00 Annually

The posted salary range reflects the compensation the company reasonably expects to offer for this position. Actual compensation will not be less than the posted minimum and will be based on multiple factors.

Qualifications

Key Requirements and Professional Attributes

• Bachelor's degree in Business, Engineering, or related field. Master's degree in Business Administration desired.
• 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