Key Accounts Manager

A Key Account Manager manages a customer at a global or corporate level. They will manage and support customers (brand owners or molders) who have a global presence and strategic importance to Huskys business and future growth.

Job Purpose:

The Key Account Manager is responsible for meeting or exceeding their financial targets, while supporting other Husky Sales members that are calling on to other regional offices or accounts that are suppliers to the key account. The Key Account Manager needs to ensure that other Husky Sales Members calling on regional offices are well informed of the account strategy which includes business development, pricing and terms, and that the team is fully aligned. This role is also responsible for ensuring that the Husky corporate image (brand) is well known and respected over competitors. The Key Account Manager must possess a very in-depth understanding of their global market and establish and maintain very strong high-level relationships with their accounts. The Key Account Manager is responsible for increasing Huskys share of wallet year over year.

This role reports to the General Manager - Sales, and the location will be Chennai or Delhi.

Key Responsibilities:

• Essential responsibilities/accountabilities, areas of focus, functions fundamental to the job.
  
• Develop a long-term written strategy for their accounts that aligns with the corporate mandate and ensure the strategy is well communicated to others for alignment and meeting objectives
  
• Communicate customer head office updates and Husky initiatives to other Sales members on a quarterly basis
  
• Build a deep understanding of their customers business mandates relating to Husky solutions, products and services and provide quarterly updates or as needed to the other sales member
  
• Be aware of competitors offering and activities in their global market and be aware of all equipment purchased regardless of whether it is Husky equipment. Provide market and competitor feedback to other groups within Husky to drive strategies
  
• Awareness of all mergers and buy-outs related to his or her account globally, align strategy as needed and communicate the impact of the change to other Husky Sales and Business development members.
  
• Identify and communicate future growth opportunities (emerging markets) to recommend changes to Sales structure and resources as needed
  
• Conduct market research to identify strengths and weaknesses of Huskys products and services relative to market requirements and competition
  
• Provide regular market feedback to Business Development in the interest of supporting development projects
  
• Identify potential risks and anticipate points of resistance associated with growth plan, also to develop and facilitate resolution
  
• Communicate with team leaders, Executive Sales VPs and Director of Business Growth and to keep them up to date with progress, issues and developments with the growth plan
  
• Present his/her strategy to the Executive Team, Director of Business Growth and Board of Directors
  
• Work with Corporate Communication to determine which media outlet Husky should participate in (magazines, conferences and shows) to communicate Huskys success with the key account if applicable.
  
• Develop well-informed and aligned Sales Members that can call on regional offices by:
  
• Developing a Husky corporate policy for the key account. This may include standardizing product offerings, services, pricing, terms and conditions
  
• Working with Sales members to ensure they understand Husky’s and the account’s corporate policies
  
• Ensuring best practices, success stories and lessons learned are communicated to others managing the regional offices
  
• Leading the Husky budget process of establishing revenue for the key account with other Sales members to ensure alignment
  
• Communicating key account’s investment strategies and how Husky can potentially maximize share of wallet
  
• Supporting sales members in securing difficult or large orders as needed
  
• Support customer service issue resolution

Key Success Metrics:

• Meet financial targets (Orders, sales, pricing and share of wallet)
  
• Help other Sales members meet their target for the key account
  
• Develop a very strong and high-level relationship within the key account
  

Job Related Competencies:

• Ideal attributes, knowledge, skills, and abilities to achieve “right people in right seats”.
  
• A comprehensive understanding of the Husky business and corporate philosophy
  
• Embrace and promote Husky’s core values
  
• Very strong business and financial acumen
  
• Excellent negotiating and selling abilities
  
• Committed to delivering results
  
• Ability to think and execute strategically
  
• Strategic ability to see the bigger picture
  
• Excellent knowledge of Husky products and customer part cost model
  
• Promotes Husky products based on customer and shareholder value
  
• Strong relationships and interpersonal skills, inspiring others to outperform and can influence others that are not within his/her direct report
  
• Displays maturity - gives credit for success and owns failures
  
• Passion for continuous improvements and driving change as needed
  
• Strong understanding of local cultures
  
• Global travel may be required with understanding and open-mindedness to different cultures
  
• Excellent leadership skills to identify people’s strengths and weakness
  
• Excellent knowledge of customer business model
  
• Excellent communication and presentation skills
  

Education and Qualifications:

• Degree in Engineering or Business or equivalent work experience
  
• 10+ years of related industry experience
  
• A strong marketing and financial background
  
• In-depth understanding of injection molding