Key Account Manager

Chicago, IL, USA, Cleveland, OH, USA



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.

General Information

U.S. Equal Opportunity Employment Information (Completion is voluntary)

In compliance with federal and state equal opportunity laws. Applicants are considered for employment without regard to race, color, religion, gender, national origin, age, military status, or the presence of a disability which is subject to reasonable accommodation, veteran status, or any other status protected under local, state or federal laws.

Eberhard is an Equal Employment Opportunity/Affirmative action employer. As a federal contractor, we are required to compile the following information in order to comply with federal Equal Employment Opportunity and Affirmative Action requirements. The information you provide is strictly on a voluntary basis and failure to supply it will not in any way affect your employment.


A person having origins In any of the original peoples of North America and South America includlng Central America), and who maintain tribal affiliation or community attachment.

A person having origins in any of the original peoples of the Far East, Southeast Asia, or the Indian Subcontinent, including, for example, Cambodia, China, India, Japan, Korea, Malaysia, Pakistan, the Philippine Islands, Thailand, and Vietnam.

A person having origins in any of the black racial groups of Africa.

HISPANIC or Latino:
A person of Cuban, Mexican, Puerto Rican, South or Central American, or other Spanish culture or origin regardless of race.

NATIVE HAWAIIAN or PACIFIC ISLANDER: A person having origins in any of the peoples of Hawaii, Guam, Samoa, or other Pacific Islands.

All persons who identify with more than one of the above five races.Persons from Brazil, Guyana, Surinam or Trinidad should be classified according to their race and would not necessarily be Included in this group.Persons of Portuguese or Italian heritage who have names that are similar to Spanish surnames in spelling or pronunciation, or persons who acquire a Spanish surname through marriage, are not included in this category.

A person having origins In any of the original peoples of Europe, the Middle East, or North Africa.

Please indicate the ethnic group with which you identify.
(A definition of each ethnic group is provided above)

If you believe you belong to any of the categories of protected veterans listed below, please indicate by checking the appropriate box. As a Government contractor subject to VEVRAA, we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA.

A disabled veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service connected disability.

A "recently separated veteran" means any veteran during the three­ year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An Active wartime or campaign badge veteran means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war or in a campaign or expedition for which a campaign badge has been authorized, under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.

Are you a protected veteran?

Voluntary Self-Identification of Disability

Why are you being asked to complete this form?
Because we do business with the government, we must reach out to, hire, and provide equal opportunity to qualified people with disabilities .To help us measure how well we are doing, we are asking you to tell us if you have a disability or if you ever had a disability. Completing this form is voluntary, but we hope that you will choose to fill it out. If you are applying for a job, any answer you give will be kept private and will not be used against you in any way.

If you already work for us, your answer will not be used against you in any way. Because a person may become disabled at any time, we are required to ask all of our employees to update their information every five years. You may voluntarily self-identify as having a disability on this form without fear of any punishment because you did not identify as having a disability earlier.

How do I know if I have a disability?
You are considered to have a disability if you have a physical or mental impairment or medical condition that substantially limits a major life activity, or if you have a history or record of such an impairment or medical condition.

Disabilities include, but are not limited to:

  • Blindness
  • Deafness
  • Cancer
  • Diabetes
  • Epilepsy
  • Bipolar disorder
  • Major depression
  • Multiple sclerosis (MS)
  • Schizophrenia
  • Missing limbs or partially missing limbs
  • Autism
  • Cerebral palsy
  • Schizophrenia
  • Muscular dystrophy
  • Post-traumatic stress disorder (PTSD)
  • Obsessive compulsive disorder
  • Impairments requiring the use of a wheelchair
  • Intellectual disability (previously called mental retardation)

Please check one below