Key Account Manager

Fairbanks, AK, United States

Sandvik Mining & Rock Technology is looking for a Key Account Manager – Fairbanks / Juneau AK You are a customer focused thought leader, with the technical insight to perceive what your customer needs. You instinctively work cross functionally to drive both action and results, and are a confident and enthusiastic leader. You’re a team player, who lives and promotes a culture of continuous improvement, innovative solutions, safety, and you thrive under prssure. Come explore a great opportunity as a Key Account Manager within Sandvik Mining and Rock Technology – USA Sales Area! Sandvik Mining and Rock Technology is a business area within the Sandvik Group and a leading global supplier of equipment, tools, service, and technical solutions for the mining industry. The product offering covers rock drilling, rock cutting, ground support, loading and hauling and materials handling. Key Performance Areas As a Key Account Manager you will be task to: Achieve sustainable profitable growth of a Key Customer Account(s) of Sandvik's by driving the value selling team effort.

Be the expert on the customer and its needs, consider all of Sandvik's product and service offerings, know Sandvik's position with the customer, identify opportunities - and set a winning strategy and action plan for the account team to implement.

Proactively offer valuable solutions that contribute to the customer’s success, becoming a go-to-partner that is preferred over the competition.

Be the ambassador of Sandvik assuring quality communication.

Lead the management and building of customer relationships, involve the internal Sandvik network.

Main Responsibilities Build sustainable and profitable customer account business growth Create a yearly Account Business Plan (ABP) and implement it Understand the customer and its needs; incl the dynamics and processes, the value chain and business drivers

Understand Sandvik's position with the customer (e.g. geographic and product portfolio white spots / market shares; and relationship status)

Identify opportunities (incl CAPEX forecast)

Develop account vision, strategic objectives, collaboration roadmap, opportunity mapping / targeting, focus areas / success factors, and action plans - all supporting the customer in becoming successful in meeting their goals/strategy. This sets the direction for the team.

Site-level planning, Division by Division

Share the plans with the Divisions as deemed appropriate - for buy-in and idea generation

Share the plans with customers for buy-in, idea generation, and potentially collaborations. (I.e. customer adapted versions of the otherwise confidential internal plans.)

Regularly follow up the implementation of the action plans with the account team

Prepare and achieve revenue budgets and unit sales targets - in alignment with Business Line Managers (BLM)

Work in coordination with the Global Account Manager, if applicable.

Manage sales opportunities - from scoping to negotiated agreement Driver of major tenders and global agreements

Proactively propose all SMR's products and services to the customer, as relevant. Know the latest offering.

Stimulate creativity within Sandvik and with the customer to identify/create winning solutions that help make the customer successful in reaching its goals

Guide the customer towards the possibilities with Sandvik - make the value proposition known, in general (the value of Sandvik, e.g. innovation R&D, reliability, support, global presence) and specifically (the benefits of specific product/service solutions)

Guide the Sandvik organization towards delivering value and results with the customer (know what they want)

Apply value-based pricing (as opposed to cost-plus pricing)

Prepare offers, negotiate and finalize agreement

Establish long-term agreements, if appropriate (e.g. Global Framework Agreement, GFA)

Lead account team Develop engaged and participative Account Team

Involve the team in the Account Business Planning and implementation to create motivation and commitment. Make the plan set the direction for the team.

Follow up on action plans. Delegate and support. Mentor and coach.

Work closely with Business Line Managers (BLM)

Manage relationships, and communication Know the customer organization and its dynamics

Build and maintain a broad contact network at all levels, well beyond Purchasing

Make the relationships support the business

Manage projects and collaborations to enhance long term customer relationships at all levels

Assure quality communication with the customer and within Sandvik

Manage customer's expectations to ensure Sandvik can deliver

Act as an ambassador representing Sandvik; a reference for the customer for opportunities or issues. Escalation. Also, advocate for the customer internally.

Manage issues and resolution

Brand/reputation management

Rally internal executive support when needed

Maintain profitability of account, and manage contracts Review portfolio - pricing, mix, conditions

Maintain SMR contractual conditions (e.g. payment terms)

Adhere to Global Framework Agreement (GFA) if applicable

Gather customer intelligence, e.g. fleet analysis by mine site; and input to BLMs to address product offering Monitor customer satisfaction Required Compentencies - Account Management - to match customer needs with appropriate goods and services (Advanced) - Business Development - to create winning Account Business Plans and execute growth strategies (Proficient) - Business Acumen - to set the right direction for the business (Advanced) - Entrepreneurial Mindset - to identify opportunities and make the most of them; results-oriented - Accountability - initiative, drive, determination, and ownership to reach team goals (Advanced) - Networking, Relationship Mgmt, Diplomacy - to make relationships support making good business happen; integrity, builder of trust; dialogue. (Advanced) - Listening - to understand the customer's needs, and to hear colleagues' advice (Advanced) Selling (Advanced)

Creativity - working with customers and colleagues to identify winning solutions (Proficient)

Sales Proposals and Presentation (Proficient)

Value-based Selling - to define and deliver value propositions; customer focus; solutions orientation (Proficient)

Negotiating (and Influencing) - to reach business agreements (and to resolve issues) (Advanced)

Sales Closing and Agreements (Advanced)

Sandvik Business Understanding (Advanced)

Managing in Matrix Environment (Advanced)

Team Management and Team Build (Proficient)

Teamwork and interpersonal skills (Advanced)

- Stakeholder Management - int. and ext.; for healthy working relationships, engagement at all levels, constructively challenge (Basic) Project Management (Proficient)

Relevant Industry Knowledge (Basic)

Ability to learn technical details

Written Communication (Proficient)

Your profile Bachelor's Degree in business or engineering, or equivalent demonstrated knowledge / preparation / expertise.

Business development and industrial sales experience with demonstrated growth results

Experiences relevant to the Responsibilities and Competencies of this KAM position

Customer relationship management

Team management in matrix environment

Benefits Sandvik offers a phenomenal catalog of benefits and employee perks such as: Benefits eligibility that begin 30 days after start date

Health care eligibility that includes, medical, dental, vision, prescription and telemedicine

Paid vacation with up to 40 hours available to roll over in to the next year

A very strong 401(k) retirement savings plan. We contribute 5% annual salary to the Retirement Savings plan. We also match 50% of the first 6%.

Tuition reimbursement

Sandvik provides opportunities for competence development and training, as well as, opportunities for career advancement. We believe diversity is meaningful for success and growth. How to Apply For consideration, please apply https://www.home.sandvik/en/careers/ for the Key Account Manager position, Job Req. ID# R0063815. Sandvik is an equal opportunity/affirmative action employer. All applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law. Any applicant who, because of a disability, needs accommodation or assistance in completing an application or at any time during the application process should contact Human Resources at [email protected]. Sandvik also provides reasonable accommodations to employees with disabilities consistent with its obligations under the law.

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