Global Key Account Executive Aftermarket Sales in Cuyahoga Falls, OH at The Steelastic Company, LLC

Date Posted: 3/24/2024

Job Snapshot

Job Description

Summary

The Key Account Executive fills a critical role with the sales organization to be the primary customer contact for capital sales-related activities. This role will be responsible for developing key relationships at customer sites to drive system sales. Key success factors to this role are a willingness to travel regularly, a high level of energy and personal drive, and to work closely with internal resources such as sales, engineering, production, and field service to develop a deep working knowledge of the equipment.

Responsibilities

  • Accountable for the development and implementation of strategic plans to achieve sales targets for capital equipment or high-value products/services.
  • Identify potential clients, build interpersonal relationships with strategic customer personnel, and convert leads into sales opportunities.
  • Determine and communicate customer strategic goals and objectives.
  • Maintain strong relationships with clients, addressing concerns, providing post-sales support, and ensuring customer satisfaction.
  • Interface with territorial agents as required.
  • Compile customer data and meeting / trip reports.
  • Prepare regular sales reports, forecasts, and updates for management, providing insights into sales performance and market trends.
  • Possess in-depth knowledge of the company’s capital products/services, understanding technical specifications, and conveying complex information to potential clients.
  • Effective and clear delivery of product presentations.
  • Monitor market trends, competitor activity, and customer needs to adapt sales strategies accordingly.
  • Develop full understanding of customer requirements.
  • Develop complete and accurate equipment specifications with customers.
  • Internally convey clear and concise specifications requirements in a timely manner.
  • Compile and issue accurate product quotations and proposals.
  • Lead negotiations, manage contracts, and navigate complex sales cycles involving multiple stakeholders.
  • Develop and implement action plans for individual order closure.
  • Ensure engineering, operations and project managers are advised and understand order profiles prior to order acceptance.
  • Conduct business in accordance with company and legal compliance laws.
  • Other duties as assigned.

Essential Function of the Role

  • Convert order opportunities into sales orders.
  • Develop good customer working relationships.
  • Effectively promote products and services.
  • Identify individual order opportunities.
  • Transfer customer requirements to internal departments.

Supervisory Responsibility 

  • Customer management responsibilities.
  • Sales order project responsibilities.
  • Sales execution management responsibilities (costing, scoping, quoting, and negotiating).
  • Assisting with spare parts sales and quoting activities as needed.

Responsibility for Contact with Others Outside of the Company

  • This position fulfills a prime contact role with our customer base.
  • Ability to work at all organizational levels, from maintenance personnel to high level directors, with all customers and/or subcontractors.

Significant Mental/Physical Demands of the Position

  • Account management, relationship development, opportunity generation and order closure responsibilities.
  • Extensive travel including international visits, trips can be more than 1 week.
  • Degree of travel is between 25% and 40%, domestic and international.
  • The physical demands described here are representative of those required to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Work is performed both in the office and manufacturing area. While performing the essential functions of this job, the employee is required to walk, stand, reach, and sit for up to (10) hours a day.
  • The employee must occasionally lift and/or move up to 50 pounds without assistance.

Qualifications

  • Proven track record in capital sales or selling high-value products/services, often requiring a long sales cycle and relationship-building skills.
  • Familiarity with the industry or sector where the capital products/services are used, understanding the challenges and needs of potential customers.
  • Excellent verbal and written communication skills to articulate complex product/service details to diverse audiences.
  • Strong negotiation and deal-closing abilities, often involving high-value contracts.
  • Ability to collaborate with internal teams like marketing, product development, and customer support to enhance sales efforts.
  • A track-record of meeting or exceeding sales targets and contributing to the overall growth of the company.
  • Proficiency in use of Microsoft Tools (Word, Excel, Outlook, Teams, etc.).

Education/ Experience

  • A bachelor’s degree in business, marketing, engineering, or a related field preferred.
  • A minimum of 3 years of experience in equipment sales preferred.
  • Experience working with tire Original Equipment (OE) manufacturers preferred.
  • Existing contacts within the Tire OE industry a plus.

Work Environment 

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

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