(OEM) Original Equipment Manufacturer Sales Director/Key Account Manager for OEM

Madrid or Barcelona (Spain)
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(OEM) Original Equipment Manufacturer Sales Director/Key Account Manager for OEM

Madrid or Barcelona (Spain)

Ref: NH8219 November 21, 2019 MATERIALS

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FUNCTIONS

Our customer is looking for an Original Equipment Manufacturer Sales Director (M/F), also referred as a Key Account Manager for OEM, with at least 5 years of experience in sales as an OEM in any field, having a technical academic background (Engineering, Scientific careers) able to deeply understand the role plays the pieces the company produces and sells within the end-client chains where they are set. Also, the candidate must bring a strong component in sales and being fluent in English. Other languages such as Portuguese and Catalan are desirable. The person hired will report to the Country Sales Director MISSIONS CONTINUOUS RELATIONSHIP BUILDING OSM strives to nurture and develop privileged relationships with Key Account customers (KA) with a special attention paid to decision makers. With the help of the company internal resources, OSM maintains the lowest possible operational distance between KA and The company – this being a special feature of the OEM approach to marketing of The company. OSM is a member of Key Account Units that are managed by OEM Global Account Managers of the Strategic MAINT TASKS The company to KA • KAM informs KAs on The company products, services and organization changes. • KAM collects and feeds back market-related and any relevant information relative to KAs. • KAM identifies new opportunities and KAs’ needs. • KAM participates to PR activities/customer events when required. • KAM coordinates, prepares and sends offers and quotes to customers. • KAM sets up local agreements • involving corresponding functions for legal, commercial or technical support • getting internal approval prior to submission • KAM develops negotiation strategy and conducts local agreement negotiations. • KAM manages all long-term strategic aspects that are likely to have an impact of The company Group relationship with KAs. Within The company KAM coordinates internal resources to attain assigned objectives. • KAM intervenes at any appropriate level when blocking situation arises – e.g. in case of delivery, quality and payment issues - with KA in an attempt to resolve it. • KAM reports on a regular basis about the attainment of his(her) objectives and problems that have to be overcome in case they are not achieved. • KAM coordinates the arrangements relative to his(her) customers’ visits. • KAM makes sure meeting reports are written down and properly dispatched further to any visit to KA. • KAM coordinates and submits budgets as well as monthly and medium term forecast figures. • KAM manages price lists of their allocated Accounts – including payment terms, warranty conditions and the like. • KAM takes an active part in the OEM Group Competence Centre’s life. • KAM participates to the training sessions (when appropriate). • KAM takes part to The company group’s life, in particular to management meetings and cross disciplinary workshops. SKILLS • Ability to comprehend technical/application related issues • Ability to carry out analysis, assess, follow-up works • Ability to interact and establish fruitful relationships with key customers, other sales managers and internal stakeholders. • Ability to negotiate with Key Accounts – i.e. professional buyers. • Ability to speak English + at least 1 other language • Autonomous • Available for frequent business trips • Sales & marketing skills • Learning skills • Basics in technology and science (if not, see previous point) • Open minded and result oriented • Structured • Rigorous

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