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Woodridge, United States of America

About The Opportunity
What you’ll do

Our products and technology deliver the power to harvest crops, move earth, mine resources and handle materials.

There is an ever-increasing need to focus on energy efficiency, increased productivity and safety, as well enable operators and customers to be continually connected and well-informed.

GKN Wheels and Structures is committed to providing products and services that support these requirements and to continue to develop technologies and solutions that will meet the challenges of tomorrow.

GKN Wheels and Structures (part of GKN PLC) is a global business with 7 manufacturing facilities in 5 countries across 3 continents.

As a Global Key Account Manager, you will lead the development and growth of the GKN CAT account globally by interfacing with and leveraging from deep relationships with members of CAT senior staff (all functions) across the world.

Job Purpose

To develop customer relationships and to facilitate the flow of information from the customer. I.e. new program development, new business wins, warranty etc.

Develop and maintain key contacts in the key account to ensure the maintenance of highly beneficial and long-term relationships to maximize current and future sales volumes and revenue.

Duties and Responsibilities:

Develop annual sales budgets and maintain rolling sales forecasts while communicating internally.

Develop a sales strategy for the product, service and module portfolio that ensures attainment of company sales goals and profitability.

Prepare action plans and market//product plans for effective search of new business leads and prospects.

Work in collaboration and seamlessly with all functions to win new business

Work with engineering and product management and customer service teams and other internal stakeholders within GKN to support the customer.

Maintain action plans in support of retaining current business.

Provide timely feedback to senior management regarding opportunities.

Control expenses to meet budget guidelines.

Adhere to all company policies, procedures and business ethics codes.

Set strategy and direction/obtain cross-functional buy in/support

Lead and continuously develop the “key account strategy” [on paper] – responsible for keeping this as a “live” document cross functionally

Achieve sustainable profitable growth year on year

Act as lead negotiator

Establish beneficial contractual arrangements leveraging the Wheels & Structures position

Clearly communicate customer expectations and, in reciprocity, GKN capabilities to the customer

Lead the ‘capture planning’ process in support of the declared strategy

Assure synergies for LTA

Understand the Customer Strategy: it’s a key topic of GKN Wheels and Structures overall strategy (sourcing, make-vs.-buy, spares and service)

Know the current organization situation (Key relevant customer contacts). Maintenance of a “comms ladder”.

Know the current Sales, share by products, markets and regions

Learn the customers technology roadmap (current and future platforms, Technology trends)

Be responsible for monitoring competitor activity in relation to the account and ensure that the appropriate responses are developed to any perceived threat to the business.

About you

Required Qualifications:

Bachelor’s Degree in a Business related field

10 years of OEM related business development and account management experience with a global organization

Additional Qualifications:

Master’s degree in a business related field preferred.

Experience with CAT and, as such, understands the “chemistry” and how the various leveraging points works

Strong technical acumen, the sales process is of a technical nature and will involve requests for quotation, senior level negotiations (at commercial and technical level) and working closely with Product Management, Engineering and Regional commercial teams to ensure the best solution is achieved on a customers’ behalf.

Strong Commercial acumen however deeply understands the culture for the maximum benefit.

Driven individual with high ethical and moral standards

Participative management type who advocates team concepts

Highly developed interpersonal skills with the ability to build relationships with diverse personalities

Ability to establish credibility and be decisive but able to recognise and support the organisations preferences and priorities

Strong communications skills, both verbal and written

Results orientated with the ability to balance other business considerations

Good working knowledge of the Microsoft Office suite of software essential – particularly Excel and PowerPoint

Fluent English

Ability to work well under pressure.


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