Global Key Account Director

Position Summary

Develop and implement global customer strategies focused on existing and new markets. Manage a global sales team in the execution of business development, account management, and program management activities that optimize growth, program health, profitability, customer relationship, and people development for a given key account.

Essential Job Functions

• Create customer vision and strategy in coordination with engineering and divisional partners and manage execution.
• Highlight gaps to vision, strategy, and voice of customer and coordinate internal action plans to address.
• Identify and develop new global and regional business opportunities. Responsible for the acquisition of new business.
• Develop and maintain solid relationships with customer key stakeholders in purchasing, engineering, and advanced product development, particularly at the executive level.
• Set global pricing strategy and lead customer LTA negotiations and commercial pricing strategy discussions.
• Lead all activities associated with customer strategic planning, sales budgeting, forecasting, and pursuit management.
• Oversee business cases for new business opportunities. Review and scrutinize quote inputs and outputs.
• Provide support for customer presentations and the completion of price breakdown forms.
• Coordinates and prepares presentations for leadership events and meetings.
• Ensure that technical support is provided to customer, as necessary.
• Oversee program execution and health to ensure internal and customer targets and achieved.
• Oversee the management of account information for customers, including: cadence charts, organization charts, customer debits/credits, customer scorecard awareness, disputes, and escalations.
• Manage internal and customer KPIs and lead organization to develop necessary actions to meet targets.
• Ensure resolution of discrepancies with costs related to raw materials, purchase parts, and purchased operations.
• Settle warranty claims.
• Oversee the management of tool invoicing activities.
• Lead competitor and market trend analysis and provide sound input into cost benchmarking.
• Ensure that engineering change is leveraged to continuously improve IRR/margins.
• Ensure that the sales team is effectively challenging design assumptions from the engineering team and escalating as appropriate.
• Guide the execution of VAVE strategy and the win/loss database.
• Guide the team in identifying new applications of existing Shape product/process technology.
• Negotiate framework agreements and terms and conditions of business. Communicate updates to customer specific requirements to the organization.
• Collaborate with Shape SAP and JV partners.
• Conduct timely and complete performance evaluations of direct reports and ensure timely and complete performance evaluations of team members reporting under indirect supervision.
• Assess the skill sets and development needs of direct reports and take steps to coach and develop them appropriately.
• Manage the interview and selection process for new candidates.
• Identify and train a back-up(s) to manage key tasks when absent.
• Additional functions not specifically outlined in this position description as directed by the leader

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