EU Key Account Manager

VAT Vakuumventile AG

EU Key Account Manager Scientific Instruments (SI) (100%)

VAT is seeking a full-time EU Key Account Manager (EU-KAM). The preferred location of the position is in UK. The EU-KAM reports directly to the Head of Sales for Advanced Industries in Europe. The EU-KAM is a strategic leadership position responsible for leading a matrixed EU team to execute the Business Unit strategy in support of the major Scientific Instruments OEM's in Europe. The ideal candidate has a proven record of developing business while increasing customer trust and loyalty, demonstrates strategic thinking and an ability to provide fact driven proposals to solve complex problems by leveraging a European matrixed team.

YOUR CHALLENGES

• Full responsibility for SI Key Account customers in the UK.
• Strategic leadership and coordination of a cross functional Sales team and Field Application Engineers in EU including aligning team resources and structure in order to effectively execute the sales strategy.
• Direct management of the SI team including annual reviews and objective setting in line with corporate objectives.
• Create and maintain detailed account plans for VAT's key customers that reflect the current situation at the customer as well as the strategic goals and clearly defined actions.
• Develop quarterly and annual strategic growth plans aimed at increasing market share and driving strategically important corporate objectives.
• Negotiate and coordinate global pricing and commercial conditions with the goal of achieving financial objectives by creating customer value without eroding product price.
• Build system roadmaps and work to displace the competition on legacy equipment and attain specification wins on all new system developments.
• Prepare annual and quarterly sales forecasts for presentation to VAT management.
• Stay abreast of market intelligence and industry trends within the territory. Report findings and subsequent opportunities to VAT management.
• Demonstrate leadership with peer groups and management helping to propagate a single (ONE VAT) team approach to the business.
• Proactively manage custom engineering projects and act as the liaison between the customer, Sales and the Business Unit at VAT HQ.
• Provide technical assistance for product selection, promote the entire range of VAT vacuum valve products, provide quotes and follow opportunities through to completion at key accounts.
• Travel globally as required to serve the global account and to the VAT Swiss headquarters based on internal initiatives and customer projects.
• Lead contract and commercial negotiations and must coordinate efforts with VAT business unit leaders, global product managers and Management.
• Show unwavering persistence in overcoming obstacles and closing deals, ensuring customer satisfaction and loyalty.
• Actively demonstrate the highest level of professionalism, ethical behavior and integrity in all aspects of KAM role.
  
  

YOUR COMPETENCIES

• Technical degree, Master's degree, MBA preferred or equivalent experience preferred.
• Experience managing a global account for a publicly traded company preferred.
• Proven negotiation skills at C-level.
• Must be highly proficient with MS Outlook, MS Excel, CRM software, Office applications, TEAMS and Powerpoint.
• Vacuum Technology and system architecture knowledge required. Preferred for scanning electron microscopes (SEM, TEM, etc.) in the scientific industry.
• Solid experience in vacuum engineering, preferably in OEM environment of scientific instruments is an advantage.
• Demonstrated experienced driving a corporate sales strategy through a globally matrixed team across multiple functions.
• Must have the ability to work in a team environment, work under pressure and adapt to demands of a changing environment.
• Strong interpersonal, time management, analytical and communication skills, creativity enthusiasm and a positive can do approach required.
• Ability to work in a complex matrix organization.
• Excellent English (and German) Language skills - verbal and written.
• Success driven.