Account Manager 

LOCATION: Westminster / Maryland (US-MD), United States | BRAND: Knorr Brake Company | REQUISITION ID: 2840 | JOB GRADE:14 

Knorr Brake Company is the innovative leader in the manufacture and supply of braking systems, passenger doors and climate-control equipment for all types of Mass Transit customers such as: METRO, Light Rail Vehicles, High-Speed Trains, Commuter Rail and Monorail Vehicles for the North America market. We’re part of the Knorr-Bremse Group, the global leader in braking technologies. As part of our team, you’ll collaborate with a world of talented and dedicated colleagues whose sense of purpose complements your own. You’ll find rewarding opportunities, diverse experiences, partnerships, and an unwavering commitment to ethics and integrity. Innovation is part of our DNA. Achievement drives our culture. Learn more today at www.KnorrBrake.com!

JOB DESCRIPTION:

The Account Manager is responsible for the RailServices business activities (aftermarket) for assigned accounts, in line with directions given by the Regional Sales Manager. This includes the responsibility for business growth, general account development to meet the required business metrics and KPI's, such as Order Intake, Sales, Margin Level, and Market Share development..

Primary focus is to secure sales and order intake, manage the accounts consistent with the overall RailServices strategy.  The account manager will facilitate customer relationships, internally drive delivery and technical issues to resolution, gather market intelligence, actively prepare proposals for the different type of sales channels, manage bids and tenders, develop forecasts, work closely with all required stakeholders.

Essential Functions

• Maintain relationships with assigned accounts.
• Prepare bids and quotations for assigned accounts
• Monitor price and margin development for accounts, track needs and parts availability at customer, etc.
• Support RailServices Sales Logistics in order execution.
• Gather general market and customer information to support the sales activities.
• Suppor preparation and submission of activity reports and information to RailServices Management.
• Provide forecasts for sales, spare parts, overhauls and/or repair programs, modernization for assigned accounts, monthly update the Sales Pipeline Management Tools.
• Knowledge of the Original Equipment Tender conditions for assigned accounts impacting RailServices business.  
• Life Cycle Costs calculation preparation, clause-by-clause comments on aftermarket agreements.
• Presentation of proposals to customer and negotiation of bids.
• Duties as assigned by the corresponding RS Regional Sales Manager. Please note: Duties may vary based upon region

Technical competencies:

Entry Level

• Capability to understand and promote industrial/technical products ( for example: actuators, motors, compressors, braking systems, or other relevant capital equipment).
• Proficient in computer spreadsheets (Excel), word processing.
• Basic understanding of Tender processes and Project Management.

Intermediate level

• Understanding of sales methodology and processes for custom engineered products and services.
• Familiarity with the general business environment of rail transit industry
• Basic understanding of Tender and Project Management.
• Thorough knowledge of the industrial and product business process from design through manufacturing and into service operation
•  Understanding of MRP Systems, SAP Skills desirable.

Advanced level

• Strong sales and product promotional/presentational skills
• Strong proposal development, written communication and negotiation skills.
• Competence in drafting and understanding commercial contract terms and conditions.
• Expertise and product knowledge of the rail transit industry

Additional Requirements

• Strong communication skills.
• Must have the ability to multitask and exhibit flexibility with changing priorities.

Education and Experience

Business, Engineering, Communications, Marketing, or another related field is desirable

2-5+ years of experience

What does Knorr Brake Company have to offer you? 

- Competitive Health Benefits, including Medical, Prescription, Dental, Vision and Video visits
- Company-paid Basic Life and Accidental Death & Dismemberment Insurance
- Company-paid Short-Term and Long-Term Disability Coverage
- Accident Insurance
- Health and Dependent Care FSAs
- Generous 401(k) plan
- Tuition Reimbursement
- Free corporate passes to the Baltimore Zoo and Aquarium 
- Free gym membership
- Additional discounts include cellular, auto, theme park & attraction tickets, local restaurants, bank partnerships, etc.
- Paid “KBC Cares” Volunteer Time Off
- Vacation and Sick/Administrative Leave
- 12 company-paid holidays (includes full week between Christmas and New Year’s)
- Monthly employee welfare events and corporate outreach (Crab Feast, Take Your Daughters and Sons to Work Day, Chili Cook-Off, etc.)