Key Account Manager - Data Center

Position Summary:

MTE is looking for a Key Account Manager that has experience in power quality

solutions. The candidate will have extensive knowledge and experience growing

sales in the HVAC/Data Center segment.  In addition, the candidate must have

experience with large OEM’s getting products designed into larger systems. 

Ideally this candidate will have in depth knowledge of Data Center market to

include key chiller and CDU OEMs, the data center ecosystem, and mechanical

service providers.  An in-depth knowledge of Variable Frequency Drives (VFDs) is

preferred.

Reporting to the VP of Sales, the Key Account Manager will be responsible for

business growth within existing and new customers and identifying new business

opportunities.

Overall objective is to exceed annual sales objectives and requires a

demonstrated ability to develop and execute account plans to grow sales and

pursue new design wins. Candidates will be required to be a team player that

puts the goals of the company ahead of personal objectives. This position can

work remotely but must be located near a major airport and is expected to travel

at least 50%.

Essential Functions / Responsibilities:

Business Strategy

* Drive the development of the MTE branded business within the Data Center

segment through a thorough understanding of MTE’s core strategies, market

dynamics, core competencies and growth objectives.

* Manages and drives growth through the development and execution of target

opportunity plans and detail how they will meet sales goals.

* Identify and execute design wins with customers to put MTE in a preferred or

sole source supplier position.

* Expand relationships in Key HVAC/Data Center accounts, working with

Engineering, Supply Chain, and Purchasing departments of our large OEM

customers.

* Champion key customer opportunities to gain support for resources and

investments needed to advance new opportunities. Interface with Senior

Management, Program Management, Marketing, and Engineering personnel to

prioritize new product and/or commercial activities to realize growth

opportunities.

Performance, Metrics & Reporting

* Identify and work with a variety of customer buying influences (Engineering,

Purchasing/Sourcing, Marketing, Sales, Application Engineering, etc.) to

identify opportunities, determine differentiators and successfully advance

opportunities to fruition.

* Collaborate with Customer Service & Application Engineering personnel to

maintain the highest quality service for customers.

* Be aware of and move against potential competitive threats within the

customer organization and from external competitors.

* Maintain a high-level working knowledge of the customer’s future plans to

identify opportunities for new program development with that customer.

* Excellent problem solving and the ability to manage multiple projects with a

“can do” attitude.

* Be the assigned customer’s business champion within MTE communicating all

requirements and issues to the appropriate MTE department.

* Escalate customer issues when necessary to appropriate MTE management.

* Work extensively with customers to ensure overall customer satisfaction with

MTE’s products and services.

* Analyze the potential for MTE with the prospective target customers by

understanding their market(s)/opportunities, examining value propositions,

and prioritize MTE's efforts with that customer accordingly.

* Lead the coordination of business, contract and pricing reviews, quality

audits, etc. as required.

* Prepare monthly reports that provide account status, sales figures, and

target opportunities for review with the VP of Sales, as well as reports that

forecast expected future sales.  Utilize Customer Relationship Management

(CRM) tools to maintain customer contact and opportunity information for all

assigned existing and target customers.

* Use the CRM to publish monthly sales forecasts for assigned customers.

* Develop and maintain Strategic Account Plans for existing and target

customers.

* Respond to Customer Satisfaction Surveys or business review results by

following up with customers to ensure MTE is providing world class customer

satisfaction.

* Represent MTE at appropriate customer and industry events to network and

promote MTE.

* Provide market and customer specific feedback for strategic planning.

* Help identify sales and marketing tools and materials to support tradeshows,

newsletters, and sales opportunities.

People Management & Employee Development

* Build relationships with key personnel at target accounts and orchestrate

contact at different levels to advance MTE’s position.

* Build relationships with key personnel at MTE to deliver on the needs of our

OEM customers.

* Develop a cadence with target customers to review MTE’s performance, future

demand, product/service ideas, and engagement with leadership.

Qualifications

Knowledge, Skills & Experiences:

The ideal candidate for the Key Account Manager position will have the following

educational background and experience:

* Business, Marketing, EE or equivalent experience. College Degree required.

MBA preferred.

* Minimum 10 years’ experience in sales with 5 years of direct power quality or

electrical equipment sales experience to OEM customers.

* Demonstrated experience developing and executing complex sales plans to

penetrate OEM’s using Large Account Management Processes.

* Experience and success in direct sales with major large accounts.

* Track record of career advancement and exceeding annual targets.

* Home based in the United States, located within an hour of a major airport.

* Travel throughout North America at least 50% of the time.

* Strong communications skills and influential management.

* Strong presentation and influencing skills both internal and external.

* Proficiency in MS PowerPoint, Excel, Word, and database applications.

* Solid understanding of solution sales in an electrical equipment business.

* Exceptional negotiation skills.

* Experience selling to multi-national / global accounts preferred.