Key Account Manager

Contenu de l'offre Key Account Manager chez Esterline Technologies Corporation

Job Summary
Reporting to the Europe Middle East Asia Region (EMEAR) Sales Director – The Key Account Sales Manager works closely with other Sales and Business Development team members, as well as with counterparts in Contracts, Product Management, Programs, Finance, Engineering, Quality, Commercial Services and Customer Support.

The Key Account Sales Manager will be responsible for the relationship development and growth in business with his or her assigned accounts and territory. He/she will represent, promote and propose products and services from across the ECCS Platform businesses. The Key Account Sales Manager will be responsible for the elaboration and execution of the Key Account Strategy and Plan with the objective of account growth for the ECCS Platform. He/she and will ensure that target bookings are met in each plan budget period. The Key Account Sales Manager will liaise with the customer on all matters, and support/facilitate to ensure the clear and timely communication on activity between the customer and the business units or functional areas.

Primary Responsibilities
Is the primary Point Of Contact for the assigned accounts and is responsible for leading and guiding our company relationship development with these customers. Develops, elaborates and leads ongoing execution of Strategic Account Plan including relationship matrix and long term account growth plan for assigned account/territories. In responsible for achieving and exceeding assigned account / territory bookings and other non-financial objectives in accordance with annual company Plan Budget. Identifies new bookings prospects from within assigned accounts or territories. Promotes company’s products and services including within assigned accounts or territories. Responsible for the timely submission of business reporting including booking forecasts, highlights, Business Opportunities funnel, and next month’s / quarter’s / year’s plan. Develops and leads Pursuit & Capture plans for all opportunities with the assigned key accounts and collaborates with Proposal Manager/Lead to develop offers that meet or exceed customer expectations. Carries and represents Voice of Customer back into the Product and Strategy organizations for recommendations on changes, improvements, or modifications to product and technology, and suggests ideas for product evolution as well as new product derivatives or variants. Provides market intelligence (market trends, competitive information, regulatory issues, product strengths and weaknesses based on customer feedback, etc.) on an ongoing basis.
Qualifications

Alternate related or equivalent experience will be considered. Passion for Customer Satisfaction and excellent relationship building skills. Familiarity and experience in Aviation /Aerospace industry, experience with Airbus and/or other European OEM and integrators is an asset. Familiarity or Experience with Avionics or Cockpit Human Machine Interface equipment Excellent time management, organization and planning skills Excellent written and verbal communication skills with strong presentation skills. Ability to present comfortably at all levels of the business Problem analysis and problem-solving skills Persuasiveness, adaptability, innovation, excellent judgment and decision-making, integrity, stress tolerance, collaboration skills Experienced user of s/w applications such as MS Outlook, Word, Excel, PPT and SharePoint Frequent travel will be expected for this role Ability to deal with ambiguity and time zone differences for long-distance communication with the backend home units in the US Prior experience in working remotely for a US company would be a plus. Strong sense of business ethics and desire to meet high level of ethical compliance is must. Advanced English & French proficiency (both written and spoken capabilities). Additional language would be an asset.
Esterline Competencies for Directors
Approachability Directing Others Interpersonal Savvy Motivating Others Sizing Up People Organizing Planning Priority Setting Building Effective teams Managerial Courage Fairness to Direct Reports Drive for Results Education/Previous Experience Requirements
Mechanical and/or electrical engineering degree (Bac +5) or Commerce/Business degree from recognized institution. An MBA would be a plus. 5 - 10 years’ sales experience in aerospace equipment and systems.