Key Account Manager (Seating)(Tokyo)

 POSITIONSUMMARY:

: n/a : n/a : n/a

• The Key Account Manager (KAM) is responsible for business and relationship development between JOEM/Tier1 and Kongsberg Automotive

• The KAM leads functionally a Customer Focus team consisting of a Lead engineer and a Program Manager and coordinates all activities defined by the team with other functional groups such as quality, logistics, engineering, finance and manufacturing

• The primary goal of the position is to grow Kongsberg Revenue and Profit with the Key Account(s) and be passionate, accountable and take ownership for all aspects of the business with the Key Account(s) 

0. AREAOFRESPONSIBILITIES:

   • Define, execute and lead the Key Account strategy with the CFT Team. Must be in- line with Kongsberg Automotive overall finance, product and manufacturing goals.

   • To retain current business, identify and win new business opportunities leading to

     revenue and profit growth within the account(s).

   • Build strong customer relationships between KA and the Key Account Quality,

     Logistic, Purchasing and Engineering organizations.

   • Extend KA’s Key account network through all relevant key account organization

     levels, initiating relationships through regular meetings between Account and KA

     management.

   • Re-Use available Business Tracking Tools for Tracking business status of activities

     ongoing at the key Account(s) allowing ease of communication and transparency in

     the business.

   • Update and or create a customer roadmap from existing templates at regular

     intervals with relevant information and ensure strategic and tactical actions to win new business and retain current business are clearly and concisely defined.

Develop, where necessary, update and use tools such as vehicle road-maps, customer organization charts and relationship matrices combined with product road-maps to define Account strategies focused towards new business wins and to retain current business.

• Create and use documentation to control aspects of the business necessary for transparency and structure when managing large automotive accounts, i.e price/part history sheets, OIL lists for key account activities.

• Update regularly the bookings plan for volume/price/product changes and be responsible for the definition of the yearly and 5year budget goals and new business opportunities based on justified business plans discussed and agreed with the Director Sales & Marketing JOEM

• To lead all quotations, cash flow chart development from plant supplied cost calculations towards the customer with the Customer Focus Team and other KA resource when necessary.

• To develop pricing strategies with the CFT and extended teams and to gain approvals initially from the Director of Sales & Marketing and finally from the Business Unit management team.

• Support marketing activities aimed at improving Kongsberg position in the market and offering increased transparency to products available and requirements for the future.

• Use Activity Tracking Tools for presentation of CFT Activity Status Review Meetings lead by the Management team. Attendance of these meetings is obligatory.

• Develop and present/lead the presentation of KA communications to the customer.

• Manage the Customer Enquiry phase of KBD together with the CFT team, lead

  quotation process.

• Keep the Rolling Forecast/budget process with customer data up to date.

• Manage the 5 Year STP budget process with the CFT team and in-line with defined

strategy. 

Requirements

5. COMPETENCEPROFILE(ideal) • Education:

• Bachelor degree preferred. Business Administration, Engineering, Marketing backgrounds are applicable

• Experience & Skills

• Fluent in Japanese and English both written and verbal

• 5 Years minimum Sales and/or Program Management Experience in Automotive

  Industry

• Technical Background, ideally in Automotive industry, OEM, Tier1 level; Seat

  and/or Seat Comfort products preferred

• Ability to manage and influence a cross functional team with indirect authority

• Proven Intercultural competence

• Entrepreneurial, results-oriented professional who has demonstrated success in

  building a business where product development, marketing and financing

  provide unique growth opportunities in a Global marketplace.

• Significant experience in providing business commercial strategy direction in a

  highly competitive environment.

• Exceptional interpersonal communication skills (verbal, written, presentation).

• Solid Negotiator

• Excellent presentation skills

  • Characteristics:

• Leadership Capabilities

• Able to travel extensively and be effective in a variety of business cultures

• Results oriented for both short and long term objectives

• Hands-on, team player with the ability to perform successfully in a dynamic,

  demanding environment

• Strong intellect with instinctive business skills

• Calculated risk taker, with high degree of passion and accountability

  6. AUTHORITY

• The Key Account Manager is responsible for independently making decisions regarding the strategic direction and activities required for the account within the compass of the current guidelines of the company. Final approval for these needs to be obtained from the Senior Management team.