Position Description

The Key Account Manager II position manages Modine relationship with designated customer(s) and assists in formulation of annual and long term business plans for company.

Key Responsibilities

• Managing customer relationship(s) with existing customer base and/or pursuing incremental customer opportunities.  This includes 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.);
• Seek and share knowledge of untapped and/or emerging opportunities with new customers, applications, and/or regions and evaluate synergies across common platforms, competitive position, and strength of business case to pursue;
• Promote awareness of existing and upcoming Modine capabilities/offerings with customer base through periodic product offering and global footprint updates;
• Build upon understanding of competitors’ position in key markets (product offering, global presence, pricing level);
• Generate and/or refresh customer strategies on a periodic basis;
• Obtain customer input to be used as guidance for the annual and 5 year sales forecasts.  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.);
• Build org charts for key customers and establish contacts list and suggested cadence and forum for regular interaction with appropriate customer contacts;
• Initiate program PMP activity including kick-off Gate 0 process upon receipt of customer RFQ and oversee new projects through Gate 1 review;
• Work closely with engineering (Manufacturing, Application, and Product) to ensure prime path product selections are in line with Modine global product strategies
• Identify product offering and/or competitive cost deficiencies that may result in barriers to growth with current strategic customers or pursuit customers/markets;
• Prepare and submit customer quotations for new programs, and for changes/updates to existing programs (such as may be required base on design changes, mark 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 and manage 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;
• Assist Operations group with matters pertaining to customer delivery performance and/or customer quality;Assist in managing Modine warranty exposure through warrant negotiations with customers and/or establishment of applicable formal warrant agreements.
  
  

Required Education & Qualifications

• Bachelor degree in Business or Engineer preferred;
• 5 years minimum 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 proficient in basic math skills, PC literate and able to use MS ;products (Excel, PowerPoint, Word, Project, etc.; SAP experience is a plus;
• Up to 30% travel is required and in certain cases may include overseas travel;
• Flexibility in working hours to meet deadlines is expected and may call for hours beyond minimum 40-hour expectation, including early morning or late evening work hours to support programs in other regions;