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Account Manager (Sales)

Date:  Nov 19, 2022
Location: 

Elko, NV, US, 89801

Req ID:  25520
Onsite or Remote:  Onsite Position

Komatsu is an indispensable partner to the construction, mining, forestry, forklift, and industrial machinery markets, maximizing value for customers through innovative solutions. With a diverse line of products supported by our advanced IoT technologies, regional distribution channels, and a global service network, we tap into the power of data and technology to enhance safety and productivity while optimizing performance. Komatsu supports a myriad of markets, including housing, infrastructure, water, pipeline, minerals, automobile, aerospace, electronics and medical, through its many brands and subsidiaries, including TimberPro, Joy, P&H, Montabert, Modular Mining Systems, Hensley Industries, NTC, and Gigaphoton.

Job Overview

The Account Manager is the owner and driver of the entire account management process for a particular, identified mine site(s) that is of high strategic importance to Komatsu.  The Account Manager is the central figure in co-coordinating a communication process between Komatsu and the mine site and has a mandate to focus on value generation for both customer and supplier.  The Account Manager will primarily be responsible for “getting it done” in the presence of the customer, on a day-to-day basis.  It is vital that the Sales Manager understand and leverage the politics involved at a mine site that has a global parent company in order to win the sale or get through “rough patches”.  The work performed by the Account Manager, and the perceptions the mine sites have of Komatsu, will translate directly into either a good or a poor rating from the customer and this position is therefore critical to the overall success of the Global Account Management strategy.  Customer Satisfaction and loyalty (beyond the mine site level).  Heavy involvement in the Maintenance, Operations, and Purchasing functions of the customer are critical. Continuous improvement and safety development projects as a direct partnership program with the mine(s) is an essential component of the Account Manager coverage strategy.  

Key Job Responsibilities

Account Managers are expected to spend 80+% of their time with customers developing relationships, evaluating performance, understanding needs and looking for opportunities.

Accountabilities:

Promote principles of mutual value creation. 

Develop and manage relationship locally.

The Account Manager should:

  • Personally manage a variety of relationships within the customer
  • Supply Chain initiatives
  • Capital Procurement
  • Safety Initiatives such as TRACK, ZERO HARM, FLRA/FLHA
  • Sharing relevant information, perceptions and managing feedback
  • Work with the team to establish regular reviews with the customer.  These reviews could cover a variety of issues important to both sides, e.g., delivery, service, pricing, machine performance;
  • Arrange one-on-one and group interactions between key Komatsu and customer personnel;
  • Assess the quality of the important relationships between Komatsu personnel and customer personnel. 
  • Develop a Continuous Improvement Partnership between Komatsu and Customer. 
  •  Assist parts planner to forecast for upcoming sales budgets and implement plan to achieve the targets.

Qualifications/Requirements

  • Prior experience in establishing partnership/alliances, building a client base, achieving sales goals, working in a team environment, fostering internal and cross-functional relationships, contact negotiation and planning activities.
  • Prior experience leading Continuous Improvement, Root Cause Analysis and/or criticality identification project.  Examples of processed used are Six Sigma, CI, RCM, Kaizen, etc.)
  • Proficient in Microsoft Office, Project, Email and basic web-based protocols and communication and presentation tools.
  • Proficient in Salesforce or similar case management program
  • Business and financial acumen – understands business drivers and value propositions
  • Ability to foster teamwork and build strong relationships
  • Ability to lead and influence people who are not direct reports
  • Team building, coordination across multiple departments and companies
  • Excellent communication (written and verbal) and presentation skills
  • Strong analytical, critical thinking and problem-solving skills, considers the big-picture when making decisions.
  • Negotiation/dispute resolution.
  • Customer-facing experience (negotiations, customer satisfaction, sales, contract management
  • Aptitude and interest in heavy equipment and technical applications
  • 3-5 years in Account Management, Sales, Project Management, or Product Management in an OEM environment
  • Bachelor’s Degree in business administration preferred or a related field (with a strong emphasis/understanding / prior experience with business finance)

Additional Information

Compensation: Komatsu has an effective process for assessing market data and establishing ranges to ensure we remain competitive. You are paid within the salary range based on your experience and market position. The hiring range for this position is: $89,925.60 to $120,000.00 USD Annually.

Geographical Differential: Geographic pay differential is additional pay provided to eligible employees working in locations where market pay levels are above the national average.

Shift premium: Addressed on an individual basis for applicable roles that are consistently scheduled for non-core hours.

Komatsu is an Equal Opportunity Workplace and an Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.


Nearest Major Market: Elko

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