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Account Manager RailServices 

LOCATION: Westminster / Maryland (US-MD), United States | BRAND: Knorr Brake Company | REQUISITION ID: 259 | 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:

Position Summary

The Account Manager is responsible for the RailServices business activities at the assigned accounts for all individual sales channels, in line with directions given by the Regional Sales Manager. This includes the responsibility for the overall business growth, general account development and to meet the required business metrics and KPIs, such as but not limited to, Order Intake, Sales, Margin Level, Market Share development and Growth Rates.

 

Primary focus is to perform systematic active business development, secure sales and order intake, manage the accounts consistent with the overall RailServices Strategy, implement and execute the corresponding account strategy, act as a gatherer of marketing intelligence, manage and facilitate customer relationships, actively prepare proposals for the different type of sales channels, manage bids and tenders, oversee business activities at accounts, develop forecasts, working closely with all required stakeholders.

 

Essential Functions:

  1. Supports the preparation of bids and quotations for assigned customer/accounts for all business types (spares, overhaul & repair, maintenance service, modernization, etc.), define bid strategy, perform bid management and coordination for key tenders/bids, review cost calculation, develop business cases, coordinate the tender approval process, support bid/no bid review and tender approvals, etc.
  2. Define business targets for accounts, monitor Price and Margin development for account, track needs and parts availability at customer, etc.
  3. Support RS Sales Logistics in order execution.
  4. Gather general market and customer information to support the sales activities; identify customer needs and requirements, understanding customer organization and processes, identify competitor activities at customer, budget planning at customer, maintenance and modernization plans, identify KB champions and key decision makers, etc.
  5. Support RS Regional Sales Manager in preparation and submission of activity reports and information to RailServices Management (e.g. through maintaining account plans, updating project list, active reporting during sales and business reviews, visit and meeting reports, etc).
  6. Support management in providing forecasts for sales, spare parts, overhauls and/or repair programs, modernization for assigned accounts, frequently update the Sales Pipeline Management Tools (e.g. Project List, PLUPS, etc.).
  7. Actively participate and support the business planning activities, including STRAP, MTP and Sales Forecast; participate in sales meetings or other sales-relevant activities, such as, bid or project-related meetings, etc.
  8. Knowledge of the OE Tender conditions, impacting RailServices business activities for assigned customer accounts, such as, supporting the definition of a service strategy for individual projects, assisting in LCC preparation, clause-by-clause on aftermarket requirements, spares pricing, etc.
  9. Presentation of proposals to customer and negotiation of bids.
  10. Perform active sales by executing the defined RailServices strategy, outline and execute corresponding account strategy and plans, prepare and issue customer quotations and bids, create additional customer demand, generate new sales leads for all sales channels, perform sales push initiatives for existing and new RailServices products, support business development campaigns, actively identify new business potentials at customer, support marketing campaigns, create and present sales presentations to customers, introduce RS product portfolio to customers.
  11. Establish and maintain positive relationships with customers at all levels of customer organizations by maintaining regular contact by telephone, email, conferences, and personal visits.
  12. Must be able to comply with quality, product safety, and HSE rules and regulations. Be energy conscious, if applicable.
  13. Duties as assigned by the corresponding RS Regional Sales Manager. Please note: Duties may vary based upon region.

 

Travel

Travel requirements vary by region, with out-of-the-area and overnight travel expected. Up to 25% average with occasional short-term durations of a week duration.

 

Required Skills

  • Demonstrated knowledge working with industrial technical projects (engines, compressors, braking systems, or any other heavy equipment)
  • Technical sales
  • Strong communication skills
  • Proposals and negotiation skills
  • Understanding of Sales Methodology and Processes
  • Knowledge of the rail transit industry is strongly preferred
  • Basic understanding of Tender and Project Management
  • Proficient in computer spreadsheets (Excel), word processing
  • Understanding of MRP Systems, SAP Skills desirable
  • Must have the ability to multitask and exhibit flexibility with changing priorities
  • Ability to travel in North America, Mexico, Canada and overseasbility to maintain focus and fulfill internal obligations while on the road

 

 

Required Experience

2-5+ years of relevant experience

 

 

Education:

Bachelor’s Degree in Engineering, Business, Communications, Marketing, or another related field

 

Preferred Education and Experience
 

Bachelor’s Degree in Engineering, Business, Communications, Marketing, or another related field

5+ years of experience in sales, account management, or relevant work experience

  • Experience in Sales or similar role (preferably technological or industry products
  • Experience in Account Management

 

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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.)


Nearest Major Market: Baltimore