Overview
Eberhard is a leader in the design and manufacturing of engineered access and security solutions. Our mission is to relentlessly focus on our key markets to create valued solutions while delivering an exceptional business experience for our partners. We drive operational excellence into our processes and capabilities while continuously creating growth for our employees, partners, and shareholders. We drive growth by solving our customer’s design challenges through engineering, manufacturing, and adaptive technologies. Eberhard operates from five strategic locations in the USA, Canada, China, and Taiwan. Eberhard is a division of The Eastern Company. (Nasdaq Stock ticker: EML)
Role Description:
The Key Account Manager (KAM) will have primary responsibility for commercial activities: driving revenue and margin outcomes for their key accounts. Through continual and pervasive improvement of account penetration, organizational awareness and opportunity mapping, this individual will drive business growth and competitive advantage, while creating new areas of growth for the organization. The KAM may be responsible for managing and providing leadership to a team of professional manufacturer representatives. They are expected to collaborate successfully with the business functions across all areas of the company. The KMM will be highly attuned to our 80/20 philosophy, customer-centric in thought, move with a high sense of urgency and be incredibly proactive in exceeding our annual Key Performance Indicators (KPIs). The KAM understands and communicates the ELG mission, vision, strategy and goals. The KAM must have the ability to understand, evaluate, and recommend products and systems to provide the Value-Added Engineering Support.
Core Responsibilities:
- The key account manager is the face of the company in their respective customer and business engagements. They must drive themselves and have the commitment to the required to achieve a high level of success with their business objectives.
- Work with the Director of Sales to develop and produce the key account sales plan to support the Eberhard strategic planning process. Include the key markets, key customers and key products that define the expected double-digit growth.
- Achieve the sales volume, margin and profit goals for all assigned accounts.
- Build and nurture a personal relationship with accounts so as to pro-actively identify customer and markets needs while simultaneously helping them understand the Eberhard capabilities.
- Provide the leadership, technical oversight as well as general direction, scheduling, decision-making, and problem-solving capabilities for themselves and their customers. Including the proper application of 80/20, product line simplification and commercial minimums.
- Partner with operations, engineering, marketing and product management to ensure on-going alignment with market needs and the creation of market driven solutions.
- Interface with cross functional organizational teams and key stakeholders to ensure designs and products meet both customer needs & regulatory requirements
- Create personal strategies and implement to meet the organizational goals and objectives
- Identifies new market trends and opportunities to leverage new / emerging technologies or products and takes active role in generating the opportunity maps and overall pipeline.
- Attends the Critical to Close project reviews to constructively assist and drive the key projects needed to reach the expected goals and revenue targets.
- Conduct the necessary face to face meetings and hold the maximum amount of solution seminars to generate an opportunity pipeline, more than 300%, above the annual sales targets.
- Forecasting of territory and trade shows
- Accurate information from the field on customer requirements
- Prospecting
- Contract reviews and additional paperwork associated with managing the territory
- Overnight travel with an estimated 20 – 26 in the field weeks per calendar year
- Valid license with clean Driving Record
Attributes & Competencies:
- Results-Driven
- Teamwork
- Initiative & Decision-making
- Analysis & Quality of work
- Written & Verbal communication
- Continuous Improvement
- Management & Leadership
Minimum Educational Qualifications:
- A Bachelor’s Degree from a 4-year accredited College or University with a focus in Engineering, Accounting or another STEM subject. OR the combined work experience to perform the duties at a high-level of success.
Minimum Experience, Skills and Qualifications:
- Minimum 4 years of experience in customer service, sales, marketing, product management or operations.
- Broad process/Technical knowledge, Plastics, Metal and Assembly methods/processes
- Past experience or familiarity with a publicly owned, OEM manufacturing organization.
- Has demonstrated a successful track record of organizational development and delivering or executing products/projects successfully to market/business.
- Demonstrates past success of driving individual projects from concept through development and production, and into the market in a timely and predictable manner
- Technical depth: understands the importance of utilizing fundamental engineering principles in solution development and embeds best practices, critical thinking and deep product understanding to ensure project achievement.
- Competitive and technology landscape: Has developed and incorporated planning and discussions to stay ahead of the marketplace with raised awareness of competitive technologies, disruptive technologies, and recommendations for technology direction from her / his customers.
- Cross-functional influence: Influenced other functional teams to ensure appropriate functional quality, direction, capacity and support.
- Experience with automotive, medical or aerospace customers and end-markets.
- An understanding of 80/20 and how it applies to our business, our customers, our products and our processes.
- Strong organizational skills and commitment to excellence. Ability to balance customer requirements with the health of our business.
- Strong expertise with Microsoft Office products, CRM software and ERP systems.
