Manager, Account Sales 

LOCATION: Westminster / Maryland (US-MD), United States | BRAND: Knorr Brake Company | REQUISITION ID: 7403 | JOB GRADE:14  | ON-SITE/REMOTE: Hybrid 

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:

Summary/ Objectives:

• The Rail Services (RS) Account Manager is responsible for the overall management, oversight, handling, and day-to-day tasks associated with an assigned set of customer accounts.  
• Shall be the first line of communication for each of their customers with respect to ongoing proposals/projects, day-to-day tasks, and all problems needing escalation.   
• Responsible for general account development consistent with the RailServices Strategy (for all their assigned accounts) to meet the required business matrix and KPI's, such as order intake, sales, and margin level. 
• Responsible for all bid and tenders, proposal writing,  contract reviews, and for the timely completion of all internal processes required to maintain each project (i.e. forms, ETQ, BSC, PLUPS, PPM updates)
• Proactively develop new sales opportunities for upcoming customer overhauls and the utilization of their customers bid/proposal portals. 
• Facilitate customer relationships and internally drive delivery and technical issues to resolution 
   

Essential Functions:

• Maintain a safe, clean and healthy environment and ensure the compliance with company's rules and policies.
• Must be able to comply with quality, product safety, and HSE rules, guidelines and regulations. Be energy conscious, if applicable.
• Must understand and comply with applicable standards. ( i.e.: ISO 9001, ISO/TS 22163, ISO 14001, ISO 45001, ISO 50001, and CMMI).
• Maintain and safeguard business records.
• Establish and maintain positive relationships with customers at all levels of the customers organizations by maintaining regular contact via telephone, email, conferences, and personal visits.   Generally gather customer information to support sales activities; identify customer needs and requirements, understanding customer organizations and processes, identify competitor activities, budget planning at customer, maintenance plans, and identify KB champions and key decision makers, etc.  Lead customer discussions and prepare presentations as needed on open issues/projects/topics.
• Responsible for achieving all targets and goals (Order Intake, Sales, EBIT, KPI's, Goal Tree, etc) assigned. 
• Prepare bid/no bid, tender review and contract review documentation for all current projects/bids (overhauls, repairs, maintenance services, modernizations, etc) and submit each document into ETQ within 2 business days of completion.   This includes defining the bid strategy, performing bid management and coordination for tenders/bids, reviewing cost calculations, developing business cases, and manage bid/no bid, tender, and contract reviews. 
• Responsible for meeting all committed due dates for open bids/tenders 
• Support RS Directors in preparation and submission of activity reports and information key stakeholders (e.g. through maintaining accounts plans, updating project lists, active reporting during sales and business reviews, visit and meeting reports, etc).
• Support management in providing forecasts for order intake, sales, overhaul and/or repair programs for assigned accounts, monthly updates to sales management tools (e.g. Opportunity Tracker, ETQ, PLUPS, BSC, STRAP, PPM etc).
• Knowledge of the Original Equipment Tenders and Conditions for assigned accounts impacting RailServices Business.
• Develop Clause by Clause, Risk Assessments and Lessons Learned for assigned projects and tenders.
• Strong understanding of commercial aspects of both KBC and customers Terms and Conditions as well as how they compare to the KB Golden Rules
• Actively search and maintain each customers bid/proposal portals to locate new bid opportunities for the complete suite of KB Products and Services
• Maintain an open items tracker for workload management 
• Support RS Sales Logistics, Business Development Managers, and all internal departments to achieve Business Units Order Intake and Sales Targets.
• Travel requirements vary by assigned accounts, with out of the area and overnight travel expected. 

Competencies: Technical

• General understanding of SAP, Windchill, and CATS Time Recording
• Strong understanding of ETQ, PLUPS, BSC, and PPM
• Strong writing skills 
• Nice to have: General technical understanding of all KB Products and Services (product offering, overhauls, modernization opportunities, etc)

Competencies: Core

• Communication Proficiency - good verbal and written communication skills
• Organization Skills
• Multi-tasking Skills
• Teamwork
• Time Management
• Problem Solving

Required Education:

• Bachelor’s degree – Business, Engineering, Communications, Marketing, or Relevant

Required Experience:

• 3-5 Years Relevant Experience

Work Environment:

• Office Environment, including use of computer terminal.

Additional Eligibility Qualifications:

One of the following is required.

• 5+ years of experience in sales, account management, or other relevant work experience
• Experience in Sales, Project/Contract Management, or similar role (preferably in technical or industrial products)
• Experience in Account Management for industrial/capital equipment clients.

The base pay range for this role is 67,956 USD - 101,934 USD. The company reasonably expects to pay within that range, however, Knorr Brake Company considers several factors when extending an offer, including but not limited to, the role and associated responsibilities, a candidate’s work experience, location, education/training, and key skills.

What does Knorr Brake Company have to offer you?

- Competitive Health Benefits, including Medical, Prescription, Dental, Vision and Virtual visits
- Company-paid Basic Life and Accidental Death & Dismemberment Insurance
- Company-paid Short-Term Disability Coverage
- Voluntary life, Disability and other Supplemental coverages
- Identity Theft and Legal Protection benefits
- Health and Dependent Care Flexible Spending Accounts
- Health Savings Accounts
- 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.
- Generous Paid Time Off
- Paid “KBC Cares” Volunteer Time Off
- 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.)

Knorr Brake Company LLC is an Equal Employment Opportunity (EEO) employer. It is the policy of the Company to provide equal employment opportunities to all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran or disabled status, or genetic information.