Job Description
Key Account Manager II
Job Posting Location:
Posting Start Date:
9/6/24
Req Id:
1744
Required Travel:
0 - 30%
Remote, Onsite or Hybrid?:
Remote
Posted Pay Range:
$125,000 - $170,000
Position Description
The Key Account Manager supports Modine relationship with designated customer(s) and assists in formulation of annual and long-term business plans for company.
Key Responsibilities
- Supporting customer relationship(s) with existing customer base; including the facilitation of technical, operations and administrative resources within Modine to support customer needs
- Maintaining and achieving profitability levels on existing/new business consistent with company targets, and raising awareness to roadblocks to meeting such targets
- Providing key customer input to be used in establishing/updating annual and long-term business plans (Operating Plan, Capital Plan, Sales Forecast, etc.)
- repare and submit customer quotations for new programs, and for changes/updates to existing programs (such as may be required based on design changes, market updates, currency adjustment, etc.).
- Utilize the Global Quote Response System (GQRS) for all quoting activity and complete post-quote assessments in GQRS to support management tracking of business wins/losses, and reasons why.
- Initiate program PMP activity including kick-off Gate 0 process upon receipt of customer RFQ and oversee new projects through Gate 1 review.
- Maintain customer pricing, on a quarterly or semi-annual basis. This includes metal-pass thru, year over year cost downs and tariff agreements
- Actively interface with customer portals to respond to RFQ’s and required pricing actions
- Support product line rationalization efforts to align current offerings with company future portfolio outlook
- Support product line transfers and coordinate with colleagues to set up the customer
- Support price realization activities aimed at bringing product pricing in line with target profitability levels. Such activities may pertain to serial production models and/or new and legacy service product
- Assist Credit Department through direct customer contact to bring resolution to outstanding payment issues in effort to improve DSO.
- Obtain customer input to be used as guidance for the annual 5 year sales plan. Feed volume, pricing, and capital spending input into these annual and long-term plans
- Communicate customer expectations to the appropriate audience within the company (new Payment Terms, Terms and Conditions, Delivery Windows, “Cost of Poor Quality”, etc.)
- Assist in managing Modine warranty exposure through warranty negotiations with customers and/or establishment of applicable formal warranty agreements
- Assist Operations with communicating recovery plans to customer when needed
- Assist Operations group with matters pertaining to customer delivery performance and/or customer quality. Track and communicate potential customer line impacts due to late shipments
- Support Operations in cost recovery related to expediting parts both into Modine and to the customer
- Promote awareness of existing and upcoming Modine capabilities/offerings with customer base through periodic product offering and global footprint updates
- Build org charts for key customers and establish contacts list and suggested cadence and forum for regular interaction with appropriate customer contacts
- Identify product offering and/or competitive cost deficiencies that may result in barriers to growth with current strategic customers or pursuit customers/markets
- Work closely with engineering (Manufacturing, Application, and Product) to ensure prime path product selections are in line with Modine global product strategies
- Build upon understanding of competitors’ position in key markets (product offering, global presence, markets served, pricing level)
Required Education & Qualifications
- Minimum 4-year bachelor’s degree (engineering or business preferred)
- 5+ years experience in business development, program management, sales/marketing or engineering
- Strong interpersonal, presentation and written communication skills
- Must be organized and able to prioritize many functions
- Must be PC literate and able to use MS products (Excel, PowerPoint, Word, Project, etc.; SAP experience is a plus)