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)