Key Account Manager, Caterpillar

Job description

Job Description

*** This position could be located anywhere in the Continental US. Relocation is not necessary ***

Job Summary:

As part of the Conti­-wide Off­Highway Growth Initiative the Key Account Management (KAM) Team will be expanding and a new position will be created to systematically extend our customer base. The position has the overall responsibility for development of business and the management of relations with at least one major Off­Highway customer (Agriculture, Construction & Material­Handling). With market­leading customer plans and growth strategies, this individual will help shape customer decisions to deliver incremental revenue. Furthermore, this person will work with the commercial and development teams including Sales Leadership, Marketing Managers and Product Development engineers.

Job Responsibilities:

• Create a strategic global partnership with the key account(s), mainly for Caterpillar. Establish and maintain strong relationships with key decision makers in all relevant functions up to top management level. Establish Management Dialogues and drive Techdays on demand.
• Manage the business as an entrepreneur for Continental, using the principle of "one voice to the customer". Responsible for generating win­win solutions for Continental and the customer.
• Develop and define account strategies with focus on business opportunities, product portfolio, roadmaps and market environment, i.e. identify top line sales and bottom line margin growth strategies and strategies to overcome competitive threats etc.
• Lead, coordinate and motivate the global acquisition/account teams and associated management to achieve a significant and profitable order intake / business growth.
• Lead specific negotiations at the customer on demand based on given mandates from Business Unit’s / Segments (e.g. Quotes / Claims / Prices).
• Negotiate global framework agreements and general terms and conditions of business for the accounts.
• Escalation Management – Lead de­escalation process and ensure critical issues are resolved on operational level where possible. Assign unavoidable escalation topics to Continental Division / Business Unit management.
• Conduct formal business reviews and update executives at KAM and BU/Segment to review business objectives, progress against objectives and recommend actions to exceed goals

Desired profile

Job Requirements

Basic Qualifications:
BA/BS Degree in Business with strong technical aspiration or Engineering with strong commercial aspiration or equivalent.
3-5 years’ experience in automotive (or Construction, Agriculture Equipment) industry with direct customer contact.
Excellent multicultural communication, team and presentation skills.
Creativity and business sense
Confident and resourceful, function with minimal supervision
Possess excellent organizational skills and attention to detail
Exhibit excellent written and oral communications skills
Ability to manage multiple complex sales engagements
Strong business acumen
Willingness to travel extensively (approximately 30% - 50%) to various locations.
Strong strategic thinking and planning capabilities
Strong communication and interpersonal skills
Strong executive presentation skills
Exceptional time management and organizational abilities
Strong and proven problem solving skills and abilities.

Preferred Qualifications:
Analytical capabilities and strategical orientation
Solid knowledge about product lifecycle and acquisition process.
Business fluent in German & English (written and verbal).
Agricultural and Construction equipment technical knowledge
Large Enterprise Accounts experience in Agricultural/Construction Equipment industry.

EEO Statement

EEO / AA / Disabled / Protected Veteran Employer. Continental offers equal employment opportunities to all qualified individuals, without regard to unlawful consideration to race, color, sex, sexual orientation, age, religion, national origin, disability, veteran status, or any other status protected by applicable law. In addition, as a federal contractor, Continental complies with government regulations, including affirmative action responsibilities, where they apply. To be considered, you must apply for a specific position for which Continental has a current posted job opening. Qualifying applications will be considered only for the specific opening(s) to which you apply. If you would like to be considered for additional or future job openings, we encourage you to reapply for other opportunities as they become available. Further, Continental provides reasonable accommodations to qualified individuals with a disability. If you need assistance in the application process, please reply to or contact US Recruiting at 248.209.4000.