KEY ACCOUNT MANAGER Location: Cottenham, Cambridge   COUNTRY: UK

To support our ongoing business, an exciting opportunity has arisen for a Key Account Manager.

You will be a key member of our account management team responsible for identifying new opportunities and helping to deliver on our commercial strategy. You will have a strong technical background and interest in the motorsport and automotive sectors, and travelling to visit clients you will be responsible for both maintaining existing long-term relationships and establishing new clients to take a number of exciting key developments to market.

Cosworth Electronics Ltd designs and manufactures electronic solutions for partners who are driven by higher performance in the Automotive and Motorsport markets. From our earliest involvement in motorsport, our approach has been to innovate with the use of leading edge technologies – constantly seeking new ways to drive higher performance, while striving to deliver the reliability that customers expect.

Responsibilities

  • To establish, maintain and manage a strong working relationship with new and existing customers, at all levels, ensuring Cosworth is “the first name on the page” regarding electronics supply.
  • Work with the Head of Motorsport to turn strategic objectives into tactical goals for all of Cosworth’s product and services offering.
  • Prepare strategic account plans for each key customer for long term growth and profitability, also with a view to driving cross-market engagement for Automotive
  • Manage customer requirements (projects) throughout the business by working with specific functional areas to deliver in a coordinated, focused, structured and targeted manner.
  • Provide quotations in accordance with the internal procedures, in a structured and timely manner.
  • Ensure a formal contractual relationship is established from the outset of any programme.
  • Liaise with the Finance Department to ensure that each account is kept up to date, operating to agreed credit limits and is established with Cosworth’s Terms and Conditions. Exceptions must be agreed with the Sales Director.
  • Monitor the Gross Margin on each account, in conjunction with the Finance Department, to ensure that the GM quoted for, is achieved. Where this does not happen, a post-mortem should be carried out to establish where the deviation occurred in order that it can be fed back into the quotation process.
  • Ensure orders are raised for all completed work and any additional activity undertaken, outside the scope of supply, is charged for.
  • Attend tradeshows to provide sales support, evaluate sales activities, strategies and strengths of the competition, identifying new markets and customer opportunities.
  • Attend other events (such as races, trade-shows) when the sector or opportunity requires it.
  • Use the CRM system to identify and manager a pipeline of new business.
  • Work with the other Account Managers (all levels) to ensure comprehensive customer relationship management.
  • Liaise with the Marketing Department to ensure that the message to the industry and customers from yourself and all the Sales Team is consistent and professional.
  • Collaborate with the Head of Motorsport and the Finance Department to develop an annual budget.
  • Work with the departmental heads (Head of Motorsport, Head of Support, Head of Engineering) to review and enhance the commercial, and technical offering. This may include suggestions of new products or services to be developed.
  • Undertake national and international travel, where appropriate, to manage the global network engagement.
  • Undertake an annual PDR with the Head of Motorsport where you will be set clear objectives for revenue, margin, overall performance and training.
  • Assist in development of Product and Stock Level planning (where relevant) with the Sales Team, Manufacturing, Purchasing and Finance.
  • Drive strategic sourcing decisions with key suppliers.
  • Guide and mentor other team members or new starters as appropriate.
  • Hold regular account review meetings with the client.
  • Focus on expanding account opportunities by promoting all Cosworth products into the account
  • Collaborate with Head of Support, Application Engineering Manager and Support team to ensure account satisfaction.

Skills, Qualifications & Personal Attributes

Technical

  • Mechanical or Electrical / Electronics Engineering degree OR a proven track record in high performance engineering product sales.
  • Clear and accurate proposal writing skills.
  • Competent in commercial analysis.
  • Familiarity with financial and management accounting information. SAP familiarity beneficial.
  • Excellent presentation skills.
  • Good contract negotiation, selling and deal closing skills.
  • Ability to work independently to agreed goals.

People

  • An established career with a proven track record of generating sales and building relationships with customers in your sector.
  • Effective and creative problem solver.
  • Able to communicate effectively (verbal & written) both internally and externally at all levels.
  • Global experience in selling high performance engineering products and solutions.
  • Able to engage and influence.
  • Ability to work unsupervised.

Attitude

  • Strong work ethic with proven ability to deliver results.
  • Enthusiastic, politically astute and an effective networker.
  • Demonstrates consistency and integrity in decision making and dealing with people.
  • Open minded and able to consider new ideas while demonstrating intellectual rigor in evaluating them.
  • Confident in representing the company.
  • Be prepared to undertake international travel.
  • Resilient with the ability to thrive within a “high pressure” role.
JOB APPLICATION

COLLABORATING WITH