Key Account Manager at Danfoss USA in Cambridge, Massachusetts

Job Description:

Key Account Manager

Job ID:

14086

Job location(s):

New York, US

Baltimore, MD, US

Utica, NY, US

Cambridge, MA, US

Albany, US

Job Description

Danfoss, a global market leader in HVAC/R, has an opening for a Key Account Manager (KAM) in its Heating Segment organization, with a primary focus on Hydronic applications.

The KAM will manage a short list of key accounts and be fully responsible for managing the customer relationship through our manufacturers' rep network. This person will be deeply involved in the coordination and implementation of activities to ensure the business plan targets are achieved and/or exceeded. We are looking for a candidate with solid dynamic experience that has a team-building mindset, able to work independently with a range of customers and influencers within the industry.

Job Responsibilities

The KAM position is responsible for managing key accounts (Rep Network) and territory sales, to include but are not limited to:

- Develops a comprehensive Key Account Plan that is in-line with the NAM strategy, aligned with the DHS (Danfoss Heating Solutions) Perspective.

- Call on all stakeholders/influencers to include engineering firms, agencies, policy makers and select distributors.

- Coordinates all activities (pricing/projects/support...) with customers' and key decision-makers within NAM

- Provides market information & market intelligence, including but not limited to: Market share details, Business/product development opportunities, Competitors, and Industry trends

- Communicates territory and customer insight & activities via monthly call reports, CRM, e-mail, conference calls, etc. and follows-up

- Secures and maintains a quality opportunity pipeline, along with daily sales management

- Works to strengthen the Danfoss-Customer relationship

Background & Skills

The ideal candidate possesses these skills.

- Strong coordination and communication skills

- 10+ years of experience in sales and/or marketing is required

- Northeast location is a must, close to an airport and preferably Metro New York

- Must possess a strong electro-mechanical technical aptitude, but need not be an engineer

- Ability to balance the pressure and demands inherent to KAM responsibilities (Pricing negotiations, project management, technical discussions, etc...)

- Strong customer relationship builder & team player skills in a global environment

- Work to advance our market share, against strong competition

- Self-motivated with the ability to work independently

- Willing to travel regionally and (internationally from time to time) as the position requires; estimated to be 60% mainly within the USA and Canada

Preferred Experience/Skills/Education

- A Bachelors' Degree is preferred, but not required

- Experience with MS Office is required and experience with SAP/BI/Salesforce is desirable

- Must be capable to create power point presentations, utilize excel for analysis and spearhead face to face & virtual meetings and trainings

- Matrix organization experience is preferred, but not required

Danfoss - Engineering Tomorrow

At Danfoss, we are engineering solutions that allow the world to use resources in smarter ways - driving the sustainable transformation of tomorrow. No transformation has ever been started without a group of passionate, dedicated and empowered people. We believe that innovation and great results are driven by the right mix of people with diverse backgrounds, personalities, skills, and perspectives, reflecting the world in which we do business. To make sure the mix of people works, we strive to create an inclusive work environment where people of all backgrounds are treated equally, respected, and valued for who they are. It is a strong priority within Danfoss to improve the health, working environment and safety of our employees.

Following our founder's mindset 'action speaks louder than words', we set ourselves ambitious targets to protect the environment by embarking on a plan to become CO2 neutral latest by 2030.

Danfoss is an EO employer and VEVRAA Federal Contractor. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, disability, veteran status, or other protected category.

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