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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.
Summary
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.
Experience
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
Materion Corporation and its subsidiaries (the "Company") is an equal employment opportunity employer. It is the Company's policy to not unlawfully discriminate against an applicant or employee on the basis of race, color, religion, creed, national origin or ancestry, sex, age, physical or mental disability, veteran or military status, genetic information, sexual orientation, gender identity, marital status, or any other legally recognized protected basis under federal, state or local laws, regulations or ordinances. The Company also prohibits harassment of applicants and employees based on any of these protected categories. It is also the Company's policy to comply with all applicable federal, state and local laws respecting consideration of unemployment status in making hiring decisions. The information collected by this application is solely to determine suitability for employment, verify identity and maintain employment statistics on applicants.
Applicants with disabilities may be entitled to reasonable accommodation under the terms of the Americans with Disabilities Act and certain state or local laws. A reasonable accommodation is a change in the way things are normally done which will ensure an equal employment opportunity without imposing undue hardship on the Company. Please inform the Company's personnel representative if you need assistance completing any forms or to otherwise participate in the application process.
Materion's Veteran Employee Resource group supports veterans and promotes the benefits of hiring veterans in the workplace. We honor all those who have served and are a military friendly company. Veterans are encouraged to apply and military experience and skills are transferrable to Materion careers.
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