Job Description
Position Summary:
The Strategic Accounts Manager (SAM) will focus on profitable top line growth with customers/partners with whom Mold-Masters can mutually achieve strategic alignment and long term global business relationships.
Work You’ll Do:
This position will leverage Mold-Masters unique product offerings to penetrate new and existing markets and applications. The incumbent represents the entire range of company products and services to large international customers & prospects, while leading the customer account planning cycle and ensuring those same customer’s needs and expectations are met by the company. The focus is to open new accounts (molders, converters, OEM) where the Mold Masters SOW is small (or not existent), but where the strategic fit and significant potential is given.
Growth with new and low SOW accounts (converters, OEM)
Collaborate with TFS and local sales teams globally
Needs to add value to local teams (e.g. opportunity creation, providing market expertise)
Frequent travel
Responsibilities:
The overall responsibility of the incumbent is to grow the business and share of wallet at the assigned strategic accounts globally.
The incumbent maintains and expands relationships with strategically important large accounts assigned to him /her on a global base and achieves assigned sales targets for sales growth and account objectives within defined strategic accounts globally. He/she develops and implements strategies, policies and plans for the accomplishment of business growth in strategic accounts globally. He/she coordinates the strategic accounts efforts of Mold-Masters to coordinate and maximize growth opportunities. He/she works with the global sales teams to establish and monitor revenue targets for defined accounts globally. And he/she develops and manages a pipeline of opportunities with strategic accounts and convert those opportunities to sales while focusing on this with the most strategic and financial impact.
In this sense the incumbent actively coordinates the strategic efforts of all Mold-Masters in pursuing global sales growth at the SAM accounts. He/she participates in marketing efforts aimed towards growth in large international accounts and maintains market data pertaining to customers and competitors as well as trends to be communicated as necessary to appropriate business unit personnel.
Customer specific global calls
Timing depends on customer dynamic but should take place at least every quarter for all existing key accounts
Should be meaningful (not just updates). Actions to grow, successes, shortfalls, where can we build on successes in other regions, which issues are to be escalated, etc
Review orders (and correct assignment e.g. market, toolmaker, molder, decision maker). Impact on compensation !!!
Global stakeholders (TFS, TSE, VP, Service) as required
Followed by meeting minutes and actions
Day to Day Tasks include, but are not limited to:
Assist in quotation phase, which may include coordinating multiple Mold Masters business units globally;
schedule and facilitate internal meetings to insure complete solution;
create, track, maintain project plan documentation and budget, suitable to support needs of the customer and Corporate SAM, -
identify and report on project risks; work within the teams to manage those risks;
participate in external/customer meetings on programs and work to coordinate Mold Masters project schedule with customer project/program managers;
assist in identifying resources for programs, as needed;
working closely with the sales managers and - teams of the entities, who still own the product for the customer application;
regular reporting within Corporate SAM teams;
manage, analyze and report on project budgets and adherences;
advise the supervisor and Senior Management, without delay, of any significant or unusual developments during the execution of the projects which may affect the final costs, schedule achievement, or customer relations;
ensures project documents are complete, current, and stored appropriately.
Key performance indicators for success in this role are i.a. measured against:
Incremental Sales
Share of wallet (current / gain)
Joint projects and bundled sales
Pipeline of Projects
Customer Loyalty
Number of Accounts
Providing services and support to internal and external customers
The incumbent is required to plan and execute various strategies to grow the share of wallet at the assigned customers within the Mold-Masters businesses and also partnered with external equipment suppliers, mold makers, molders as well as the customer’s development and operational teams.
Key resources: other people and/or capital and equipment
The incumbent provides technical and analytical guidance to sales-, project teams and recommends action to direct the analysis and solutions for roadblocks and grow the share of wallet.
Team:
Reporting to:
Sales Director Medical & Packaging
SAM is team member of the global Med & Pack team
Managing day to day collaboration, visits, performance reviews, coaching, etc
Dotted line to regional sales management
Frequent updates, transparent information, etc
Follows regional expense and vacation setup, approval by regional sales management.
Education and Experience
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The incumbent of this role must have a minimum of four (4) years sales experience or equivalent experience. The incumbent will have general financial knowledge, capable of supporting business models, project budget and resource plans, risk models, ROI calculations, etc.
Plastics processing experience
Prefer advanced degree in business, marketing or sales related areas.
Computer proficiency with business tools and software.
English Language proficiency is a must for interaction with international accounts and peers.
Basic Qualifications:
Located in area with no/low travel restrictions / visa requirements. Proximity to airport and plastics decision-making area
English fluent & local language
Good internal and external communicator with global & local contacts
Technically strong, injection molding background
Needs to know (target) customer base
职能类别：总监/部门经理
关键字：markets
英语精通