[Hiring] Key Account Manager @MTE Corporation

Role Description

MTE is looking for a Key Account Manager that has experience in power quality solutions. The candidate will have extensive knowledge and experience growing sales in the HVAC/Data Center segment. In addition, the candidate must have experience with large OEMs getting products designed into larger systems. Ideally, this candidate will have in-depth knowledge of the Data Center market, including key chiller and CDU OEMs, the data center ecosystem, and mechanical service providers. An in-depth knowledge of Variable Frequency Drives (VFDs) is preferred.

Reporting to the VP of Sales, the Key Account Manager will be responsible for business growth within existing and new customers and identifying new business opportunities. The overall objective is to exceed annual sales objectives and requires a demonstrated ability to develop and execute account plans to grow sales and pursue new design wins. Candidates will be required to be a team player that puts the goals of the company ahead of personal objectives. This position can work remotely but must be located near a major airport and is expected to travel at least 50%.

Essential Functions / Responsibilities

• Drive the development of the MTE branded business within the Data Center segment.
• Manage and drive growth through the development and execution of target opportunity plans.
• Identify and execute design wins with customers to position MTE as a preferred or sole source supplier.
• Expand relationships in Key HVAC/Data Center accounts, working with Engineering, Supply Chain, and Purchasing departments.
• Champion key customer opportunities to gain support for resources and investments.
• Interface with Senior Management, Program Management, Marketing, and Engineering personnel.
• Identify and work with a variety of customer buying influences to advance opportunities.
• Collaborate with Customer Service & Application Engineering personnel for high-quality service.
• Be aware of potential competitive threats within the customer organization.
• Maintain a high-level working knowledge of the customer’s future plans.
• Excellent problem-solving skills and ability to manage multiple projects.
• Be the assigned customer’s business champion within MTE.
• Escalate customer issues when necessary to appropriate MTE management.
• Work extensively with customers to ensure overall satisfaction with MTE’s products and services.
• Analyze potential for MTE with prospective target customers.
• Lead the coordination of business, contract, and pricing reviews, quality audits, etc.
• Prepare monthly reports for account status, sales figures, and target opportunities.
• Utilize Customer Relationship Management (CRM) tools to maintain customer contact and opportunity information.
• Develop and maintain Strategic Account Plans for existing and target customers.
• Respond to Customer Satisfaction Surveys to ensure world-class customer satisfaction.
• Represent MTE at appropriate customer and industry events.
• Provide market and customer-specific feedback for strategic planning.
• Help identify sales and marketing tools and materials to support tradeshows and newsletters.
• Build relationships with key personnel at target accounts and MTE.
• Develop a cadence with target customers to review MTE’s performance and future demand.

Qualifications

• Business, Marketing, EE or equivalent experience. College Degree required. MBA preferred.
• Minimum 10 years’ experience in sales with 5 years of direct power quality or electrical equipment sales experience to OEM customers.
• Demonstrated experience developing and executing complex sales plans.
• Experience and success in direct sales with major large accounts.
• Track record of career advancement and exceeding annual targets.
• Home based in the United States, located within an hour of a major airport.
• Travel throughout North America at least 50% of the time.
• Strong communications skills and influential management.
• Strong presentation and influencing skills both internal and external.
• Proficiency in MS PowerPoint, Excel, Word, and database applications.
• Solid understanding of solution sales in an electrical equipment business.
• Exceptional negotiation skills.
• Experience selling to multi-national / global accounts preferred.