Key Account Manager

About the role

We begin with dreams. Dreams drive our motivation. Dreams are our future. The world's dreams, people's dreams, our dreams. Our passion creates ideas that make dreams come alive. Technology and products that were only dreams become reality.

All for dreams. Dreams challenge and the Nidec-Group will continue to meet the challenge. For the world's and people's tomorrows; the world's first, the world's best technologies and products; we will continue our part in creating a better society.

Job Summary

NC-A Service is the regional business segment reporting into the Global Service business segment of Nidec Conversion, based in Milan, Italy. The Key Account Manager (KAM) is responsible for customer relationship management, defending the Nidec Conversion installed base, selling and securing LTSAs, field service, spare parts, and upgrades/retrofits of existing Nidec equipment. Additionally, the KAM is responsible for selling and securing brown-field replacements of competitor installed base of AC & DC motors, LV & MV VFDs and systems.

This individual is responsible for managing and developing customers in the assigned geography while achieving order intake objectives for the NC-A Service business in Canada.

Principle Job Responsibilities

• Achieve the Order Intake objectives for the assigned territory.
• Manage customer relationships to protect and expand Nidec's installed base.
• Promote the NC-A Service portfolio to customers in the assigned geographic area.
• Prospect and develop opportunities leading to the replacement of other OEMs installed base.
• Act as a resource to NC-A Service team to facilitate the resolution of customer relationship issues.
• Provide feedback to NC-A management and other employees regarding our products, applications and services, to drive improvements and elevate the competitiveness of the business.
• Review proposals to ensure accuracy and appropriate methodology to meet company and customer objectives.
• Assist NC-A colleagues in setting, identifying resources and assessing future potential business.
• Participate in selling to large/key accounts as needed. Maintain ongoing contacts with customers and consider their needs relative to product lifetime maintenance.
• Maintain awareness of competitor product/service information and advise NC-A colleagues on effective sales tactics as needed.
• Maintains trade contacts and participates in functions in industry associations.
• Lead preparation of technical and commercial offers including technical risk assessment
• Conduct technical presentations of the company's products
• Work with Marketing Team to execute marketing programs, staff trade shows and perform lead follow-up.
• Communicate customer feedback/needs to R&D for new product developments.
• Demonstrate the ability to work within cross functional teams; the position requires working diligently with the Field Service and Engineering Teams.
• Maintain CRM system (salesforce.com) to update the status of accounts and opportunities.
• Interaction with project managers (including the company's factories) in order to control the fulfillment of obligations to the Customer in accordance with the schedule
• If necessary - Interaction with Customers throughout the project life cycle, addressing issues and tasks arising in the process, including sales of the service for installed equipment

Travel 60-70% within the assigned territory.

• Additional Job Details
• Professional - P5
• Organizational Impact
• Implements strategic goals for the business unit, as determined by executive leadership, with significant impact on the department and/or job family
• Expert professional individual contributor
• Establishes operational plans for job area with short-to mid-term impact on results (e.g., 1-3 years); works independently on own or others' complex projects/assignments and typically is responsible for entire projects or processes that span outside of own team
• Develops and provides measurable input into new products, processes, standards and/or operational plans that will have major impact on the achievement of overall results
• Is seen as a subject matter expert within the role's respective field

Communication & Influence

• Communicates with parties within and outside of own department and/or job family, and typically has responsibilities for communicating with parties external to the organization, which may include customers or vendors
• Works to influence others to accept business unit's and/or job family group's view/practices and agree/accept new concepts, practices, and approaches
• Requires ability to communicate with senior leadership regarding matters of significant importance to the organization
• May conduct briefings with executive leaders within the business unit and/or job family group

Innovation & Complexity

• Responsible for improving upon existing processes and systems using significant conceptualizing, reasoning and interpretation
• Problems and issues faced are numerous, typically undefined where information is difficult to obtain
• Conducts extensive investigation to understand root cause of problems. Problems span a wide range of difficult and unique issues across business units and/or job family groups

Leadership & Talent Management

• Frequently responsible for providing guidance, coaching and training to other employees across the organization within area of expertise
• Typically responsible for managing large, complex project initiatives of strategic importance to the organization, involving large cross-functional teams.
• May have direct reports, but generally fewer than three

Knowledge & Experience

• Requires mastery level knowledge of job area typically obtained through advanced education combined with experience.
• Requires a bachelor's degree or equivalent experience and minimum 10 years of prior relevant experience
• Master's degree or specialized degree may also be required