Key Account Manager

Job Overview

The Aerospace, Defence and marine (AD&M) business of TE Connectivity are leaders in the design, development, engineering and manufacturing of a comprehensive portfolio of connectors, fiber optic, wires, cables, antennas, relays and harness components for harsh environments.

We have a global customer base of over 6.000 employees in 19 sites across the world to deliver a broad range of world-class solutions for the Aerospace, Defence, Marine and Oil & Gas industry.

Our more than 50.000 customers are served by dedicated sales professionals and engineers globally. Our global network of manufacturing sites that are located in France, UK, India, China, Mexico and the US. With current overall revenue of 1.1bn, TE AD&M has an ambitious goal to accelerate the grow towards a $1.5bn business both through organic activities driven by strong execution and through inorganic strategies.

TE Connectivity's Account Management Teams are responsible for selling TE's products, systems or services, providing detailed technical product information and maintaining relationships with customers in assigned geographic territory, industry or accounts.

Key Responsibilities:

• Developing and executing customer strategic account growth plan/s in line with the TE business strategy. Strategic account plans should include:
  • Customer information: buying cycle / process, customer goals, focus growth segments, market share, priorities and strategies, key stakeholders and decision makers, application details, global footprint, Voice of the Customer etc.
  • Relevant market information: markets, market share, competitor SWOT, technologies, trends, environmental changes, political factors, TAM details, etc.
  • Growth Information: how to win competition or previously lost business, how to gain market share, develop with PM cost out strategy to deliver productivity by still increasing TE’s profitability.
• Explaining and clearly communicating the customer strategic account growth plan/s to internal groups (Engineering, Product Management etc).
• Developing strong relationships with key stakeholders, applying consultative selling methodology and leveraging these relationships to position TE as a preferred supplier.
• Managing all commercial aspects with the customer including managing and preparing offers, project contracts and leading price and contract negotiations, following up on current and potential opportunities and projects and selling the TE value proposition.
• Proactively addressing open customer issues, including quality issues, until appropriate closure.
• Proactively collaborating and coordinating with internal departments.
• Prepare budgets and forecast vs actual performance reporting on won projects.
• Actively monitoring & maintaining KPIs of customer relative to supplier performance standards.

What your background should look like:

• University engineering degree (Mechanical engineering, Electrical engineering, Electronics engineering preferred) or business administration degree.
• Previous experience in sales, including account planning and relationship management.
• Fluent German and English, French would be an asset.
• Ability to work with deadlines and challenging targets.
• Mobility: Flexibility in working days and travelling.
• High level of written and verbal English communication skills.
• Strategic thinking with the ability to execute on priorities.
• Ability to identify and pursue new business opportunities in line with business plans.

Competencies