Manager, Account

Position Summary:

Responsible for aftermarket business activities (aftermarket) for assigned accounts. This includes the responsibility for business development, proposal development/delivery and account management to meet the required business metrics and KPI's, such as Order Intake, Sales, Margin Level, and Market Share development.

Primary focus is to secure order intake, manage the accounts consistent with the overall company strategy. The account manager will facilitate customer relationships, internally drive delivery and technical issues to resolution, gather market intelligence, actively prepare proposals for the different opportunities, manage bids and tenders, develop forecasts, work closely with all required stakeholders.

 

Essential Functions:

 

• Establish and maintain positive relationships with customers at all levels of the customer organization’s by maintaining regular contact via telephone, email, conferences, and personal visits.
• Support the preparation of bids and quotations for assigned accounts for various activities (spares, overhaul and repair, maintenance service, modernization, etc.). Define bid strategy, perform bid management and coordination for key tenders/bids, review cost calculations, develop business cases, coordinate the tender approval process, support bid/no bid review and tender approvals, etc.
• Define business targets for accounts, monitor Price and Margin development for accounts, track needs and parts availability at customer, etc.
• Support RS Sales Logistics in order execution.
• Gather general market and customer information to support the sales activities; identify customer needs and requirements, understand customer organizations and processes, identify competitor activities, budget planning at customer, maintenance and modernization plans, identify KB champions and key decision makers, etc.
• Support Head of Sales in preparation and submission of activity reports and information to Management (e.g. through maintaining account plans, updating project list, active reporting during sales and business reviews, visit and meeting reports, etc).
• Support management in providing forecasts for sales, spare parts, overhauls and/or repair programs, modernization for assigned accounts, monthly update the Sales Pipeline Management Tools.
• Knowledge of the Original Equipment Tender conditions for assigned accounts impacting RailServices business. Assist in Life Cycle Costs calculation preparation, clause-by-clause comments on aftermarket agreements.
• Presentation of proposals to customer and negotiation of bids.
• Maintain a safe, clean and healthy environment and ensure the compliance with company's rules and policies.
• Must be able to comply with quality, product safety, and HSE rules, guidelines and regulations. Be energy conscious, if applicable.
• Must understand and comply with applicable standards. (i.e.: ISO 9001, ISO 22163, ISO 14001, ISO 45001, ISO 50001, AAR, and CMMI).
• Maintain and safeguard business records.

 

Knowledge

 

• Capability to understand and promote industrial/technical products (for example: HVAC systems, motors, compressors, controllers, etc....).
• Proficient in necessary tools (MS Office, ERP system, etc...).
• Understanding of Tender processes and Project Management.
• Understanding of sales methodology and processes for custom engineered products and services.
• Familiarity with the general business environment of rail transit industry.
• Thorough knowledge of the industrial and product business process from design through manufacturing and into service operation.
• Understanding of MRP Systems, SAP Skills desirable.
• Strong sales and product promotional/presentation skills.
• Strong proposal development, written communication and negotiation skills.
• Competence in drafting and understanding commercial contract terms and conditions.

 

Skills

 

• Strong communication skills.
• Must have the ability to multi-task and exhibit flexibility with changing priorities.
• Ability to travel in North America and ability to maintain focus and fulfill internal obligations while on the road.
• Travel requirements vary by region, with out-of-the-area and overnight travel expected. Up to 75% average with occasional short-term durations of a week duration.

 

Experience

• 5+ years of experience in sales, account management, or other relevant work experience
• Experience in Sales, Project/Contract Management or similar role (preferably in technical or industrial products)
• Experience in Account Manage