POSITION SPECIFICATION
TITLE:
Key Account Manager - Automotive OEM
COMPANY:
LORD Germany GmbH
LOCATION:
Hilden (near Düsseldorf) or Home Office (in Stuttgart / Munich
area)
LORD is a diversified technology leader with unique expertise in chemical material
sciences and mechanical dynamics who provides innovative adhesive, coating and
motion management solutions, as well as magnetically responsive technology. We rely
on Innovation and Collaboration for our continued success in the market. Our valuable
technologies enhance the benefits of our customers' products. Because they are often
unique, these technologies provide our customers with a competitive advantage in their
industry.
The department
Sales & Marketing
Your role
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Promote the commercial development of LORD Corporation in Germany to OEM
Customers for the Automotive & Industry Manufacturing organization
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Promote, sell and cross-sell all applicable LORD products and solutions to the
Automotive OEM customer and pull-through other technologies which are sold
through Tiers under the influence of Auto OEM customers
Identify opportunities, develop sales, manage the account and ensure profitability
at assigned Auto OEM Customers
Use an entrepreneurial mind set to manage and grow sales for LORD within your
set of customers; execute pricing changes with customers when applicable
Build relationships with customers mainly in Laboratories, Manufacturing and
Product Engineering, Purchasing and Plants, reaching new accounts and / or
penetrate further into the organizations of key accounts; understand all LORD
interactions with the customer; execute distribution best practices.
Manage the Customer Account as the key interface between the Customer and
the LORD organization on any operational activities (sales administration, quality,
supply chain, technical service, etc.)
Cross-sell a wide range of LORD solutions to a set of customers & distributors,
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leveraging Business Development / marketing, technical resources and LORD
support functions
Win new business with customers by determining winning value propositions
(customer needs & LORD solution, price to win), create proposals / offers in
alignment with Business Development / marketing and manage contracts /
negotiations (including customer-specific requirements)
Develop and lead the execution of Key Account plans, Global Account plans and
/ or territory plans; review 2x per year. Use the CRM tool to manage the
prioritized customer pipeline (leads and opportunities), contacts and trip reports
Cooperate with other members of the Sales & Marketing team either regionally or
globally to ensure that LORD’s global strategic targets are achieved within each
specific and assigned customer
Lead all activities at Customer (quotations, trials, projects, etc.) using CRM as
the main tool for coordination and reporting
Cooperate with external partners (existing and new) such as MMD or equipment
suppliers in order to ensure best possible solution to the customer
Share ideas, information and customer needs with Technical Service, Marketing
and Customer Services in order to define common short, medium and long-term
trends and goals
Develop and coordinate trainings for customers
Your profile
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Engineering degree with 3-5 years professional experience in the Automotive
OEM business in a comparable position and preferably from the chemical sector
Sales/Technical background working for companies operating in the Automotive
OEM for adhesives, paints, coatings, etc. would be ideal
An existing network within BMW organization would be an asset
Solid experience in dealing with customers, especially negotiations and
diplomatically mastering delicate situations (using written and verbal
communication)
Good experience in business case / plans analysis
Excellent written and oral communication skills in German and English
Other languages are a plus
MS Office incl. Outlook and CRM (Customer Relationship Management)
ABOUT LORD CORPORATION
We are a privately-held Company with world headquarters in Cary, North Carolina, USA.
We have regional headquarters in Geneva, Switzerland and Hong Kong, 17
manufacturing facilities in 8 countries and more than 90 strategically located sales and
support centres worldwide.
Founded in 1924, our technical expertise is built on decades of experience and
knowledge in engineering and science. Customers say our technical support is one of
our defining strengths. We provide value to our customers by collaborating closely with
them on product design, process engineering and product performance.
LORD employs close to 3,000 people. As an Employer, we believe in the worth and
dignity of each individual and in the need to provide an environment which promotes
individual and team development as demonstrated by continuous improvement, leading
to external and internal customer satisfaction.
Visit www.LORD.com/EMEA to find out more about us.
A P P L Y
N O W !
Please send your application including Salary expectations and availability in English to
[email protected]