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Account Manager - Rail Services

Knorr-Bremse North America Westminster, MD
  • Posted: September 13, 2019
  • Full-Time

Knorr Brake Company is the innovative leader in the manufacture and supply of braking systems, passenger doors and climate-control equipment for all types of Mass Transit customers such as: METRO, Light Rail Vehicles, High-Speed Trains, Commuter Rail and Monorail Vehicles for the North America market. We're part of the Knorr-Bremse Group, the global leader in braking technologies. As part of our team, you'll collaborate with a world of talented and dedicated colleagues whose sense of purpose complements your own. You'll find rewarding opportunities, diverse experiences, partnerships, and an unwavering commitment to ethics and integrity. Innovation is part of our DNA. Achievement drives our culture. Learn more today! KBC Careers

This position is directly responsible for the sale and promotion of Knorr Brake Company's aftermarket product portfolio, including but not limited to, spare parts, repairs and overhaul programs and modernization at the assigned customer accounts.

Key objective for the Account Manager is to meet, or exceed, the established goals and objectives for sales, order intake, margin level, market share and account development for the assigned accounts through systematic account/ sales management and proactive sales activities.
The Account Manager is responsible for the RailServices business activities at the assigned accounts for all individual sales channels, in line with directions given by the Regional Sales Manager. This includes the responsibility for the overall business growth, general account development and to meet the required business metrics and KPIs, such as but not limited to, Order Intake, Sales, Margin Level, Market Share development and Growth Rates.

Primary focus is to perform systematic active business development, secure sales and order intake, manage the accounts consistent with the overall RailServices Strategy, implement and execute the corresponding account strategy, act as a gatherer of marketing intelligence, manage and facilitate customer relationships, actively prepare proposals for the different type of sales channels, manage bids and tenders, oversee business activities at accounts, develop forecasts, working closely with all required stakeholders.

The performance of all RS Account Manager roles is measured against established objectives and performance in all actions, as defined by the RailServices Management.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

  1. Supports the preparation of bids and quotations for assigned customer/accounts for all business types (spares, overhaul & repair, maintenance service, modernization, etc.), define bid strategy, perform bid management and coordination for key tenders/bids, review cost calculation, develop business cases, coordinate the tender approval process, support bid/no bid review and tender approvals, etc.
  2. Define business targets for accounts, monitor Price and Margin development for account, track needs and parts availability at customer, etc.
  3. Support RS Sales Logistics in order execution.
  4. Gather general market and customer information to support the sales activities; identify customer needs and requirements, understanding customer organization and processes, identify competitor activities at customer, budget planning at customer, maintenance and modernization plans, identify KB champions and key decision makers, etc.
  5. Support RS Regional Sales Manager in preparation and submission of activity reports and information to RailServices Management (e.g. through maintaining account plans, updating project list, active reporting during sales and business reviews, visit and meeting reports, etc).
  6. Support management in providing forecasts for sales, spare parts, overhauls and/or repair programs, modernization for assigned accounts, frequently update the Sales Pipeline Management Tools (e.g. Project List, PLUPS, etc.).
  7. Actively participate and support the business planning activities, including STRAP, MTP and Sales Forecast; participate in sales meetings or other sales-relevant activities, such as, bid or project-related meetings, etc.
  8. Knowledge of the OE Tender conditions, impacting RailServices business activities for assigned customer accounts, such as, supporting the definition of a service strategy for individual projects, assisting in LCC preparation, clause-by-clause on aftermarket requirements, spares pricing, etc.
  9. Presentation of proposals to customer and negotiation of bids.
  10. Perform active sales by executing the defined RailServices strategy, outline and execute corresponding account strategy and plans, prepare and issue customer quotations and bids, create additional customer demand, generate new sales leads for all sales channels, perform sales push initiatives for existing and new RailServices products, support business development campaigns, actively identify new business potentials at customer, support marketing campaigns, create and present sales presentations to customers, introduce RS product portfolio to customers.
  11. Establish and maintain positive relationships with customers at all levels of customer organizations by maintaining regular contact by telephone, email, conferences, and personal visits.
  12. Must be able to comply with quality, product safety, and HSE rules and regulations. Be energy conscious, if applicable.
  13. Duties as assigned by the corresponding RS Regional Sales Manager. Please note: Duties may vary based upon region.


Required Skills

Required Experience

Required Education and Experience

  1. Bachelor's Degree in Engineering, Business, Communications, Marketing, or another related field
  2. 0-3 years of experience in sales, account management, or relevant work experience
  3. Education requirement may be substituted with 3+ years of applicable work experience

Preferred Education and Experience


  1. Bachelor's Degree in Engineering, Business, Communications, Marketing, or another related field
  2. 5+ years of experience in sales, account management, or relevant work experience
    • Experience in Sales or similar role (preferably technological or industry products)
    • Experience in Account Management
    • Understanding of Sales Methodology and Processes
    • Knowledge of the rail transit industry
    • Knowledge of Sales and Business Development Methods and Principles
    • Basic understanding of Tender and Project Management
    • Proficient in computer spreadsheets (Excel), word processing
    • Understanding of MRP Systems, SAP Skills desirable
    • Must have the ability to multitask and exhibit flexibility with changing priorities
    • Ability to travel in North America, Mexico, Canada and overseas
    • Ability to maintain focus and fulfill internal obligations while on the road

Travel


Travel requirements vary by region, with out-of-the-area and overnight travel expected. Up to 50% average with occasional short-term durations of a week duration.

What does Knorr Brake Company have to offer you?

  • Competitive Health Benefits
  • Company Paid Life and Disability Benefits
  • Health and Dependent Care Flexible Spending Accounts
  • 401 (k) Plan
  • Educational Assistance
  • Free Passes to Local Attractions
  • Free Gym memberships
  • Additional Discount Offerings
  • Volunteer Paid Time Off
  • Paid Vacation
  • Paid Sick Leave
  • Company Paid Holidays
  • Monthly Employee Welfare Events and Volunteer Opportunities

We are an equal opportunity employer. Employment selection and related decisions are made without regard to sex, race, age, disability, religion, national origin, color or any other protected class.

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Knorr-Bremse North America

Address

Westminster, MD
21157 USA

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