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Strategic Key Account Manager information

What is the difference between Strategic Key Account Manager vs Customer Success Manager?

AspectStrategic Key Account ManagerCustomer Success Manager
Primary FocusBuilding long-term strategic relationships with key clientsEnsuring customer satisfaction and retention post-sale
Work EnvironmentSales-driven, client-facing, often in B2B industriesCustomer support, onboarding, and ongoing client engagement
Required CredentialsSales experience, industry knowledge, sometimes sales certificationsCustomer service skills, communication, sometimes certifications in customer success

While both roles focus on client relationships, the Strategic Key Account Manager emphasizes strategic sales and growth with key clients, whereas the Customer Success Manager concentrates on customer satisfaction and retention after the sale. Both roles are vital for business growth but differ in their core responsibilities and focus areas.

What does a strategic key account manager do?

A strategic key account manager is responsible for building and maintaining long-term relationships with a company's most important clients. They develop tailored strategies to meet client needs, identify growth opportunities, and coordinate with internal teams to ensure customer satisfaction and retention. Strong communication, negotiation skills, and knowledge of CRM tools are essential for success in this role.
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Strategic Key Account Manager jobs near you

Key Account Manager

Hexcel Corporation

Salt Lake City, UT • On-site

Full-time

Re-posted 21 days ago

Hexcel rating

7.5

Company rating: 7.5 out of 10

Based on 19 frontline employees who took The Breakroom Quiz

Job description

With our strong investment in research and development and our culture of continuous improvement, Hexcel is the industry leader in the manufacturing of advance composite materials, including carbon fiber, woven reinforcements, resins, prepregs, honeycombs and engineered core. We invite you to join the Hexcel team at various manufacturing sites, sales offices and R&D centers around the globe. Become a part of the "strength within."
Hexcel is currently seeking a Key Account Manager for our defense and space markets. This position is remote, preferably located near Salt Lake City, UT or near a major airport in the US.
Are you a passionate, experienced, and transformational leader in the defense and space markets? Come join our team! This individual contributor role will drive growth in the business unit and will report to the Director of Customer Business Teams. You will be responsible for executing the Customer strategy in the Americas, driving next generation customer program developments globally, and overseeing all customer related activities, including management of existing business, driving share gains and critically identifying and maturing growth pursuits aligned with our customer and internal Hexcel technology roadmaps. The position is a key strategic and operational leadership role and will partner and mentor fellow Account Managers, Technical Service, and supply chain teams, in the strategic development of customer growth.
The selected individual will be responsible for but not limited to the following obligations:
  • Generate new revenue from existing and new pursuits. Work closely with cross-functional teams as the 'voice of the customer' to create and execute strategies, establish priorities, deploy resources, and manage the sales deliverable process.
  • Lead the development of customer solutions by performing analysis of customer needs and available resources. Lead the interface with the customer and internal resources to keep both apprised of key initiatives. Leverage resources and knowledge of products, services, processes, and operations to support customer commitments, gain competitive advantages, and foster business growth.
  • Establish and foster strong relationships with key customer contacts and decision makers. Lead in the development, communication, and execution of a cohesive customer engagement plan across the highest and lowest levels of our and the customers' organization.
  • Own revenue forecast for associated customers in support of all Hexcel business planning cycles. Manage and maintain forecast data within Hexcel's demand systems in partnership with Account Manager. Communicate all risks associated with forecast changes or inaccuracies in a timely manner across the organization.
  • Develop and own individual customer strategies to effectively position Hexcel products by understanding how customers value Hexcel and competitive offerings.
  • Collaborate with Product Management across all of Hexcel's product portfolios to ensure the market needs and customer strategies are in alignment with product line and product development strategies. Ensure alignment of strategies to company or product roadmaps.
  • Knowledge of negotiation principles and lead negotiations with support from CBT Director.
  • Engage and participate in industry organizations to develop and generate new leads.
  • Develop / maintain growth pursuits using Hexcel's CRM tools. Effectively communicate pursuit strategy for a customer opportunity. Recognize total near-term and lifecycle value of an opportunity and client

Qualifications:
  • Bachelor's degree from an accredited four-year college or university required; technical or engineering discipline strongly preferred. Master's Degree - MBA is a plus. 3+ years' experience in technical sales with a network in the aerospace composite materials community preferred.
  • Demonstrated experience and passion for new sales development and securing new opportunities with new and existing customers.
  • Knowledge of composite products in aerospace and defense markets and experience in contract negotiations, supply chain and project management are strong assets.
  • Ability to act autonomously to organize sales prospecting and execution activities as well as establish, build and work effectively in a team-based environment (across multiple time zones, countries and cultures) productively building relationships.
  • Track record of developing and delivering creative solutions that overcome obstacles and enhance profitability.
  • Strong communication, interpersonal and presentation skills as well as good organization and decision-making skills. Ability to manage competing priorities in a matrix organization. Communicate and network, internally and externally to achieve desired business outcomes.
  • Understanding of basic commercial and financial principles.
  • Advanced MS Office Suite skills including MS Word, advanced Excel and PowerPoint, Teams, Dynamics365 as well as ERP/MRP experience.
  • Passion for growing professionally with an expanded scope and responsibilities. Drive to seek new opportunities with a results-oriented approach and strong written and oral communication skills.
  • Requires up to 50% domestic travel.

Eligible candidates must be a: U.S. citizen, U.S. national, person lawfully admitted for permanent residence, temporary resident under sections 210(a) or 245(A) of the Immigration and Nationality Act, person admitted in refugee status, or person granted asylum. Hexcel (NYSE: HXL) is a global leader in advanced composites technology, a leading producer of carbon fiber, and the world leader in honeycomb manufacturing for the commercial aerospace industry.
Hexcel is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, national origin, physical or mental disability, status as a protected veteran, or any other protected class.

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