Key Account Manager

Sandvik Mining is looking for a Key Account Manager – Smyrna, GA

You are a customer focused leader, with the technical insight to perceive what your customer needs. You instinctively work cross functionally to drive both action and results and are a confident and enthusiastic leader. You’re a team player, who lives and promotes a culture of continuous improvement, innovative solutions, safety, and you thrive under pressure. Come explore a great opportunity as a Key Account Manager within Sandvik Mining – USA Sales Area!

Sandvik Mining is a business area within the Sandvik Group and a leading global supplier of equipment, tools, service, and technical solutions for the mining industry. The product offering covers rock drilling, rock cutting, rock crushing, loading and hauling and materials handling.

Key Performance Areas

As a Key Account Manager, you will be task to:

• Achieve sustainable profitable growth of a Key Customer Account(s) of Sandvik's by driving the value selling team effort.

• Be the expert on the customer and its needs, consider all of Sandvik's product and service offerings, know Sandvik's position with the customer, identify opportunities - and set a winning strategy and action plan for the account team to implement.

• Proactively offer valuable solutions that contribute to the customer’s success, becoming a go-to-partner that is preferred over the competition.

• Be the ambassador of Sandvik assuring quality communication.

• Lead the management and building of customer relationships, involve the internal Sandvik network. 

• Is responsible for the realization of sales objectives within the assigned group.

• Responsible for maintaining relationships with the key account and for the negotiation of customer contracts in accordance with overall company sales strategy.

• Co-ordinates the activities of all functions with whom the customer has direct contact in order to provide a consistent and cohesive service.

• Monitors competitive activity within accounts and disseminates information to relevant parties.

• Develop and maintain strategic business relationships with major accounts to promote brand awareness and profitable business relationships.

• Provide ongoing support to high value clients ensuring they receive high quality customer service.

• Possess very detailed product knowledge as well as thorough knowledge of client's business.

• Responsible for retaining long-term customer relationships with established clients.

• Serve as a liaison between clients and company departments.

• Inform clients of new products and services as they are introduced.

• Recommend products and services that fit well with client's business needs.

Main Responsibilities

Build sustainable and profitable customer account business growth

Create a yearly Account Business Plan (ABP) and implement it

• Understand the customer and its needs, including the dynamics and processes, the value chain and business drivers

• Understand Sandvik's position with the customer (e.g. geographic and product portfolio white spots / market shares, and relationship status)

• Identify opportunities (incl CAPEX forecast)

• Develop account vision, strategic objectives, collaboration roadmap, opportunity mapping / targeting, focus areas / success factors, and action plans - all supporting the customer in becoming successful in meeting their goals/strategy. This sets the direction for the team.

• Site-level planning, Division by Division

• Share the plans with the Divisions as deemed appropriate - for buy-in and idea generation

• Share the plans with customers for buy-in, idea generation, and potentially collaborations. (I.e. customer adapted versions of the otherwise confidential internal plans.)

• Regularly follow up the implementation of the action plans with the account team

• Prepare and achieve revenue budgets and unit sales targets - in alignment with Business Line Managers (BLM)

• Work in coordination with the Global Account Manager, if applicable.

Manage sales opportunities - from scoping to negotiated agreement

• Driver of major tenders and global agreements

• Proactively propose all SMR's products and services to the customer, as relevant. Know the latest offering.

• Stimulate creativity within Sandvik and with the customer to identify/create winning solutions that help make the customer successful in reaching its goals

• Guide the customer towards the possibilities with Sandvik - mak