Account Manager (Sales)

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 customers and suppliers.  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 Account Manager understands and leverages the politics involved at a mine site that has a global parent company in order to win the sales 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 project as a direct partnership program with the mine(s) is essential component of the Account Manger 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.

The Account Manager should:

• Personally manage a variety of relationships within the customers
• Supply Chain initiatives
• Capital Procurement
• Safety initiatives such as ZERO HARM and FLRA
• 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 Customers.
• Assist parts planner to forecast for upcoming sales budget and implement plan to achieve the targets. 

Qualifications/Requirements

• Prior experience is established partnership/alliances, building and 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, basic web-based protocols, communication, presentation tools and in Salesforce or similar case management program.
• Excellent communication (written and verbal) and presentation skills
• Strong analytical, critical thinking and problem-solving skills, considers the big-picture when making decisions.
• Customer-facing experience (negotiations, dispute resolution, customer satisfaction, sales, contact 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 related field (with a strong emphasis/understanding/prior experience with business finance)

Additional Information