Key Account Manager

National Key Account Manager

This role reports to the Commercial General Manager, Fuchs North America and is responsible for driving revenue growth, maintaining strong client relationships, and ensuring customer satisfaction at the national level for the scrap metal recycling and steel mill industry. The candidate must possess strong communication, negotiation, and strategic planning skills, along with a great understanding of the industry and market dynamics.

The National Key Account Manager will also serve as a Product Manager; a scrap/steel product champion and liaison between the Fuchs internal sales team, dealer organization and the factory. The team member will be knowledgeable of Fuchs product advantages and benefits compared to major competitors and will assist in the training of dealer salespeople on how to sell Fuchs products or equipment utilizing these advantages.

This individual will be required to have a keen attention to detail; ability to understand Terex business processes and will be responsible for detailed accuracy and compliance. This role must be able to work independently, have demonstrated ability to assert themselves in completing tasks with minimal oversight and guidance.

The specific duties and responsibilities generally include:

• Client Relationship Management: Building and maintaining strong, long-term relationships with key clients at the national level.
• Account Planning and Strategy: Developing comprehensive account plans and strategies to achieve sales targets and grow the business with each key account.
• Negotiation and Contract Management: Negotiating contracts, pricing, and terms with clients to ensure profitable agreements for both parties.
• Sales and Revenue Growth: Driving sales and revenue growth within assigned national accounts by identifying opportunities for upselling, cross-selling, and new product adoption.
• Forecasting and Reporting: Developing accurate sales forecasts and regularly reporting on sales performance, market trends, and competitor activity to senior management.
• Problem-Solving and Issue Resolution: Addressing any issues or concerns raised by key accounts in a timely and effective manner.
• Collaboration and Teamwork: Collaborating with internal cross-functional teams, including sales, marketing, customer service, and product development, to ensure a seamless customer experience and alignment on account strategies.
• Market Intelligence and Competitor Analysis: Staying informed about industry trends, market dynamics, and competitor activity to identify threats and opportunities for the business.
• Travel and Client Visits: Depending on the nature of the business and client relationships, National Account Managers may need to travel frequently to meet with clients in person, attend industry events, and participate in sales meetings.

Basic Qualifications:

• GED or Diploma
• Minimum of 2 years of administrative experience in office setting
• Experience in sales-based organization
• Proficient in Word, Excel, Power Point, Outlook, etc.
• Strong time management skills

Preferred Qualifications:

• A college degree or the equivalent combination of education, training and three years of demonstrated professional experience may be substituted
• Demonstrated ability to communicate effectively, both verbal and written, with vendors and Company personnel.
• Excellent organizational and time management skills
• Must be high energy and effective in meeting business deadlines i.e. weekly, monthly
• Demonstrated ability to work across functional areas and levels of management
• Effective verbal and listening communication skills
• Must be able to handle multiple tasks effectively
• Attention to detail and high level of accuracy
• Valid passport or ability to obtain as there is international travel
• 1+ years of experience with delivering sales presentations to Industrial customers
• 3+ years of experience managing dealer accounts in an Industrial environment or managing a territory for a current distributor of like equipment
• In-depth technical sales and applications knowledge of material handling machines
• Excellent interpersonal skills to prepare and deliver formal presentations to customers
• Excellent written and verbal communication skills
• Excellent problem solving skills to develop sales strategies
• Thorough working knowledge of MS Office packages and presentation software packages
• Ability to work independently while coordinating activities with a variety of large teams

Other:

• Able to travel 50-75% of the time
• The successful candidate must demonstrate the following personal attributes:
• Be honest and trustworthy
• Be respectful
• Demonstrate sound work ethics
• Develop a working knowledge of Company products, goods and materials purchased by the Company.
• Maintain strict confidentiality in performing the duties of the sales, marketing and office information.
• Must be able to maintain good relations with co-workers
• Must maintain professional attitude
• Must show courtesy to co-workers, customers, relatives of employees, and others with whom contact occurs.