Regional Key Account Manager - Automotive OEM

Location:  USA, Sunnyvale CA

Function:  Sales

The Regional Key Account Manager (RKAM) is responsible for achieving sales and profitability targets by identifying new business opportunities and establishing a sustained sales project pipeline and relationship with assigned accounts in the western US.

Responsibilities:
  • The RKAM is accountable for approvals and spec-in work, as well as working with the customer design centers in his/her region to integrate tesa in customer development projects
  • Ensure the strategic development and /or business development of the assigned Key Accounts (KA). For this purpose a global account plan is developed. The implementation in the region is led by the RKAM. The RKAM is also responsible for the communication and execution of the KA plan to all involved functions
  • Ensure a solid tesa network within the Regional Key Account in order to maintain access to market trends, identify sales opportunities and build relationships. Therefore, the contact to relevant decision makers in regional customer centers is maintained. This should also drive idea generation for developments
  • Driving CAS/CRM projects. The task is to implement regional projects and steer global projects across all involved functions as one team. If no (Global Key Account Manager (GKAM) for this account exists, the RKAM also tracks and coordinates the global sales project pipeline for the Key Account
  • Ensure profitability, sales performance and development of the key account. Therefore the RKAM carries out necessary measures to close possible gaps, manages the regional (or global) sales pipeline
  • Carry out key account tasks for the assigned customer. Also the RKAM carries out the negotiation process, monitors complaint handling while addressing major quality issues, is responsible for lead generation, and positioning of tesa and building relationships of trust. This is done in close cooperation with other sales functions across regions as well as marketing
  • Contribute to a good supply of information to all relevant stakeholders in order to improve the Marketing Mix. The RKAM utilizes the relevant global and regional resources (PD, Marketing, Operations, Customer Service, and CSC engineering) to deliver solutions to meet the customers’ needs and timeline
  • Carry out regional competitive analysis in order to identify new opportunities for tesa
  • Travel Expectation: The position requires regular and consistent face to face customer meetings. To achieve this, travel is required upon the needs of the business

Qualifications:

Competencies and other requirements
  • Fluent in English, bi/multilingual capabilities preferred
  • Willingness and ability to travel up to 50% including domestic and international trips
  • Ability to manage cross functional teams and lead without authority
  • Intercultural competence & skills
  • Creative problem solving skills with solution orientation
  • Strategic sales skills
  • Technical expertise
Educational qualifications
  • Bachelor or Master in Natural Sciences, Engineering or Business Administration – or similar degree
Relevant experience
  • At least 3 years of working experience in sales, business development or other commercial customer responsible role on an international scope, experience in technical area is beneficial
  • Industry-specific knowledge and/or experience with tapes and/or other materials in the automotive sector.
  • Leadership and/or project management experience desired
  • Intercultural competence and experience

tesa tape Inc. is an Equal Employment Opportunity and Affirmative Action Employer, EEO/AA/m/f/vets/disabled

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