Key Account Manager

About the role

The Key Account Manager focuses on driving profitable sales growth in the Performance Alloys & Composites (PAC) business, being responsible for specific markets in a geographical area. Materion is seeking a passionate, self-starter to drive profitable sales growth for our Performance Materials business - Heritage team focusing on Commercial Aerospace, Consumer Electronics, Telecom, Industrial, Semiconductor & Oil/Gas markets. This role will help drive sales growth across an array of products for applicable markets with concentration on Semiconductor market. You Will Have the Opportunity To: Deliver sales growth across industries with Commercial Aerospace, Consumer Electronics, Telecom, Industrial, Semiconductor & Oil/Gas markets by prospecting for new business opportunities, while protecting current business within assigned accounts. Build & maintain positive business relationships with key customer contacts. Create and execute detailed capture plans while engaging other Materion functional resources to grow sales across PM's (Performance Materials) product lines. Discover technical and commercial needs to build compelling, quantitative value propositions that turn customer stakeholders into Materion advocates. Share knowledge of the Materion product portfolio, typical applications and commercial elements with the goal of closing high margin purchase orders and contracts. Such activities may start with an NDA (Non-Disclosure Agreement) or PIA (Proprietary Information Agreement) which is facilitated through the KAM (Key Account Manager). While Materion has contracting specialist to work through contract issues and negotiations, the KAM should understand contracts including the fundamentals of government contracting and support the contract negotiating process. Deliver and maintain accurate sales forecasts, reports, and account records in CRM system. This includes Monthly, quarterly, current year and 2-year sales forecasts as part of the Materion IBP process. Develop a strong knowledge of the Performance Materials product lines, through continuous learning to support customer discussions and presentations. Gain consensus with internal stakeholders: Quality, Production planning, Estimating, Technology & Innovation, Legal, Government contracting, and business leadership and external stakeholders to constantly advance and win high margin business for Materion Performance Materials . Work with Materion finance and customers to ensure invoices are paid per contract payment terms. Support finance to resolve customers past due accounts receivables. Education Bachelor's Degree (Material Sciences or Mechanical Engineering preferred) in a related technical discipline is strongly preferred, but lower technical qualifications plus years of experience in a technical role can be considered.

Requirements

• Minimum 8 years' professional work experience in technical sales, engineering, product marketing or product management
• Relevant experience in Commercial Aerospace, Consumer Electronics, Telecom, Industrial, Semiconductor, & Oil/Gas will be a strong plus for this position.
• Professional training in consultative sales is a plus.
• Minimum 4 years in a sales role with a track record of meeting or exceeding sales targets.
• Knowledge, Skills and Abilities
• Ability to think strategically, able to develop and successfully execute business plans
• Exemplary interpersonal skills in dealing with customers and team members
• Highly motivated with a positive, energized approach; eager to lead and drive improvement
• Strong communicator, collaborator and negotiator
• Excellent communication skills, both written and verbal
• Knowledge of CRM (MPower) and SAP preferred
• Strong moral and ethical compass
• Critical Competencies for Success
• ENGAGE: Create receptivity with current and potential customers
• DISCOVER: Drive a level of dialogue with our customers that stimulates mutual understanding
• BUILD VALUE: Bring value to customers as a trusted advisor
• ADVANCE: Drive high gain, mutual commitment with customers
• TECHNICAL KNOWLEDGE: Understands Materion's products and applications in customer's solutions

Additional Information

At Materion, everyone is included, respected and offered opportunity to grow. Join us! Salary Range: $140,000-$159,400-$175,000* *The salary range listed is a guide for this position and may vary depending on experience, education, geographic location, and other qualifications. The final offer will be determined based on the candidate's individual merits and the company's compensation policies.

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