Key Account Manager – Automotive OEM

Summary

Under the direction of KUKA’s Director of Sales - Automotive and with dotted line responsibility to Germany’s Global Key Accounts Management for strategy, direction, and pricing, the incumbent represents the company’s products and services to select automotive and truck OEM accounts within North America. Furthermore, the individual will manage assigned accounts and develop new accounts to generate increased sales, profitability, and market share within the region. The Key Account Manager – Automotive OEM may be assigned to other accounts by region, customer as needed.

Essential Duties and Responsibilities include the following. Other duties may be assigned.

• Develop and maintain a long-term business relationship between KUKA Robotics and assigned accounts.
• Develop and maintain a working knowledge of and a solid business relationship with all key decision-makers within the customers’ engineering, purchasing and production groups.
• Represent KUKA Robotics professionally as part of the global operating company, KUKA DE, and KUKA AG, in order to improve and grow KUKA’s business.
• Identify potential new accounts/customers and new market opportunities within region.
• Develop and maintain account “Attack Plans” on all customers and all major target programs.
• Perform frequent on-site visits at existing and potential customer headquarters and all plants.
• Effectively present KUKA’s products/services/structure to new and existing customers.
• Develop entire proposal package, content and options, price estimation, and obtain pricing approval from regional management and Global Key Accounts Automotive.
• Initiate technical support contact as needed at customer and within KUKA to respond to customer or to complete proposal.
• Develop and maintain a strong working knowledge of KUKA Robotics portfolio.
• Sell robots, robot-related options (hardware/software/ mechanical components), robot spare parts, mobility products and related services (training, engineering support, on-site support, etc.).
• Review purchase orders for accuracy and supporting documentation.
• Establish and maintain Sales Force data as it pertains to customers/region including Contacts, Accounts and Opportunities to enable forecast accuracy for region and to achieve optimal balance between utilization of pre-sales resources, on-time delivery, planning of project resources, and inventory management.
• Monitor the competition’s products and services and notify management of benchmarks (prices, technical advantages, technical problems, organization, etc.).
• Cooperate with all internal departments in order to achieve overall regional targets.
• Travel as needed to customer sites within region (USA, Canada and Mexico) as well as to KUKA headquarters in Augsburg, Germany.
• Adhere to the KUKA Quality System and participate in continuous improvements.
• Understand and follow safety regulations and identify and and all safety concerns immediately upon becoming aware of same.

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and/or Experience

Bachelor’s degree (B.A.) from four-year college and seven (7) years of related robot, automation sales experience; or equivalent combination of education and experience.

Required: Experienced in and track record of developing strong relationships at all customer levels: (C level, purchasing, cost operations, engineering, planning, body structure, trim/final assembly, manufacturing process engineering, stamping and maintenance departments, etc. as well as their supplier base.