Key Account Manager, Sales

Job Description

Title: Key Account Manager, Sales

Id: 19730

Type: FullTime

Location: Chicago, IL

A Key Account Manager manages a customer at the global or corporate level. They will manage and support customers (brand owners or molders) who have a global presence and strategic importance to Husky’s business and future growth.

Job Purpose

The Key Account Manager is responsible to meet or exceed their financial targets, while supporting other Husky Sales members that are calling on other regional offices or accounts that are suppliers to the key account. The Key Account Manager needs to ensure that other Husky Sales Members calling on regional offices are well informed of the account strategy which includes business development, pricing and terms, and that the team is fully aligned. This role is also responsible to ensure the Husky corporate image (brand) is well known and respected over competitors. The Key Account Manager must possess a very in-depth understanding of their global market and to establish and maintain very strong high level relationships with their accounts. The Key Account Manager is responsible to increase Husky’s share of wallet year over year.

Responsibilities & Success Metrics: Key responsibilities/accountabilities, areas of focus, and metrics.

Key Responsibilities

• Essential responsibilities/accountabilities, areas of focus, functions fundamental to the job.
• Develop a long-term written strategy for their accounts that align with the corporate mandate and ensure the strategy is well communicated to others for alignment and meeting objectives
• Communicate customer head office updates and Husky initiatives to other Sales members on a quarterly bases
• Build a deep understanding of their customer’s business mandates relating to Husky solutions, products and services and provide quarterly update or as needed to the other sales member
• Be aware of competitors offering and activities in their global market and be aware of all equipment purchased regardless of whether or not it is Husky equipment. Provide market and competitor feedback to other groups within Husky to drive strategies
• Awareness of all mergers and buy-outs related to his or her account globally, align strategy as needed and communicate the impact of the change to other Husky Sales and Business development members.
• Identify and communicate future growth opportunities (emerging markets) to recommend change to Sales structure and resources as needed
• Conduct market research to identify strengths and weaknesses of Husky’s products and services relative to market requirements and competition
• Provide regular market feedback to Business Development in the interest of supporting development projects
• Identify potential risks and anticipate points of resistance associated with growth plan, also to develop and facilitate resolution
• Communicate with team leaders, Executive Sales VPs and Director of Business Growth and to keep them up to date with progress, issues and developments with the growth plan
• Present his/her strategy to the Executive Team, Director of Business Growth and Board of Directors
• Work with Corporate Communication to determine which media outlet Husky should participate in (magazines, conferences and shows) to communicate Husky’s success with the key account if applicable.
• Develop well informed and aligned Sales Members that can call on regional offices by:
• Developing a Husky corporate policy for the key account. This may include standardizing product offerings, services, pricing, terms and conditions
• Working with Sales members to ensure they understand Husky’s and the account’s corporate policies
• Ensuring best practices, success stories and lessons learned are communicated to others managing the regional offices
• Leading the Husky budget process of establishing revenue for the key account with other Sales members to ensure alignment
• Communicating key account’s investment strategies and how Husky can potentially maximize share of wallet
• Supporting Sales members in securing difficult or large orders as needed
• Support customer service issue resolution

Key Success Metrics: Metrics by which success is evaluated.

• Meet financial targets (Orders, sales, pricing and share of wallet)
• Help other Sales members meet their target for the key account
• Develop a very strong and high level relationship within the key account

Job Related Competencies: Ideal attributes, knowledge, skills, and abilities to achieve “right people in right seats”.

• A comprehensive understanding of the Husky business and corporate philosophy
• Embrace and promote Husky’s core values
• Very strong business and financial acumen
• Excellent negotiating and selling abilities
• Committed to delivering results
• Ability to think and execute strategically
• Strategic ability to see the bigger picture
• Excellent knowledge of Husky products and customer part cost model
• Promotes Husky products based on customer and shareholder value
• Strong relationship and interpersonal skills, inspires others to outperform and has the ability to influence others that are not within his/her direct report
• Displays maturity - gives credit for success and owns failures
• Passion for continuous improvements and driving change as needed
• Strong understanding of local cultures
• Global travel may be required with the understanding and open-mindedness to different cultures
• Excellent leadership skills to identify people’s strengths and weakness
• Excellent knowledge of customer business model
• Excellent communication and presentation skills

Education and Qualifications: Indicate required and/or preferred education and qualifications.

• Degree in Engineering or Business or equivalent work experience
• 10+ years of related industry experience
• A strong marketing and financial background
• In-depth understanding of injection molding

At Husky TechnologiesTM, our success is based on your success. Our ability to keep our customers in the lead is based on building the strongest team possible.

Husky TechnologiesTM has a strong foundation built on innovation, close customer relationships and a unique culture and values. We are dedicated to offering our customers the highest quality products and services and are looking for people with the inspiration and talent to develop with us as we pursue our ambitious growth strategy. We are a leader in developing state-of-the-art technology and it is this technology base that uniquely positions us to serve customers who seek differentiation through solutions that provide speed, flexibility and maximum productivity. This capability is at the core of our mission and competitive strategy.

Husky TechnologiesTM offers a wealth of opportunity for personal growth and development. Most importantly, Husky Technologies TM offers an opportunity to work with – and be challenged by – a team of great people. Our success is possible because of the creativity, intelligence and passion of our people around the world and their desire to lead change. At the same time, we are not afraid to expect a lot and strive for leadership in all of our key markets. We are a company taking on new challenges and for the right people this means exceptional career development opportunities, the chance to be part of a team that is the best in the world at what we do and the experience that comes from working in an environment that demands constant transformation and innovation.

Husky TechnologiesTM is an exciting company with tremendous potential. We have a great team and great expectations. If you are attracted to bold goals, believe in uncompromising honesty, support mutual respect, care about environmental responsibility, have a passion for excellence and a desire to make a positive contribution – then we want you to join the Husky TechnologiesTM team!

Husky TechnologiesTM offers a competitive compensation and benefits package and excellent opportunities for growth and advancement. We are committed to equal employment opportunity and respect, value and welcome diversity in our workplace. Husky TechnologiesTM also values being a great place to work and strives to maintain a safe workplace. Accordingly, Husky TechnologiesTM conditions all offers of employment on satisfactory completion of background checks.

No agency or telephone inquiries please.

If you need special assistance or an accommodation in applying, please contact our Human Resources Department at talent@husky.ca.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c).