Key Account Manager - Data Center

Position Summary:

MTE is looking for a Key Account Manager that has experience in power quality solutions. The candidate will have extensive knowledge and experience growing sales in the HVAC/Data Center segment. In addition, the candidate must have experience with large OEM’s getting products designed into larger systems. Ideally this candidate will have in depth knowledge of Data Center market to include key chiller and CDU OEMs, the data center ecosystem, and mechanical service providers. An in-depth knowledge of Variable Frequency Drives (VFDs) is preferred.

Reporting to the VP of Sales, the Key Account Manager will be responsible for business growth within existing and new customers and identifying new business opportunities.

Overall objective is to exceed annual sales objectives and requires a demonstrated ability to develop and execute account plans to grow sales and pursue new design wins. Candidates will be required to be a team player that puts the goals of the company ahead of personal objectives. This position can work remotely but must be located near a major airport and is expected to travel at least 50%.

Essential Functions / Responsibilities:

Business Strategy

• Drive the development of the MTE branded business within the Data Center segment through a thorough understanding of MTE’s core strategies, market dynamics, core competencies and growth objectives.
• Manages and drives growth through the development and execution of target opportunity plans and detail how they will meet sales goals.
• Identify and execute design wins with customers to put MTE in a preferred or sole source supplier position.
• Expand relationships in Key HVAC/Data Center accounts, working with Engineering, Supply Chain, and Purchasing departments of our large OEM customers.
• Champion key customer opportunities to gain support for resources and investments needed to advance new opportunities. Interface with Senior Management, Program Management, Marketing, and Engineering personnel to prioritize new product and/or commercial activities to realize growth opportunities.

Performance, Metrics & Reporting

• Identify and work with a variety of customer buying influences (Engineering, Purchasing/Sourcing, Marketing, Sales, Application Engineering, etc.) to identify opportunities, determine differentiators and successfully advance opportunities to fruition.
• Collaborate with Customer Service & Application Engineering personnel to maintain the highest quality service for customers.
• Be aware of and move against potential competitive threats within the customer organization and from external competitors.
• Maintain a high-level working knowledge of the customer’s future plans to identify opportunities for new program development with that customer.
• Excellent problem solving and the ability to manage multiple projects with a “can do” attitude.
• Be the assigned customer’s business champion within MTE communicating all requirements and issues to the appropriate MTE department.
• Escalate customer issues when necessary to appropriate MTE management.

• Work extensively with customers to ensure overall customer satisfaction with MTE’s products and services.
• Analyze the potential for MTE with the prospective target customers by understanding their market(s)/opportunities, examining value propositions, and prioritize MTE's efforts with that customer accordingly.

• Lead the coordination of business, contract and pricing reviews, quality audits, etc. as required.
• Prepare monthly reports that provide account status, sales figures, and target opportunities for review with the VP of Sales, as well as reports that forecast expected future sales. Utilize Customer Relationship Management (CRM) tools to maintain customer contact and opportunity information for all assigned existing and target customers.
• Use the CRM to publish monthly sales forecasts for assigned customers.
• Develop and maintain Strategic Account Plans for existing and target customers.
• Respond to Customer Satisfaction Surveys or business review results by following up with customers to ensure MTE is providing world class customer satisfaction.
• Represent MTE at appropriate customer and industry events to network and promote MTE.

• Provide market and customer specific feedback for strategic planning.
• Help identify sales and marketing tools and materials to support tradeshows, newsletters, and sales opportunities.

People Management & Employee Development

• Build relationships with key personnel at target accounts and orchestrate contact at different levels to advance MTE’s position.
• Build relationships with key personnel at MTE to deliver on the needs of our OEM customers.
• Develop a cadence with target customers to review MTE’s performance, future demand, product/service ideas, and engagement with leadership.

Knowledge, Skills & Experiences:

The ideal candidate for the Key Account Manager position will have the following educational background and experience:

• Business, Marketing, EE or equivalent experience. College Degree required. MBA preferred.
• Minimum 10 years’ experience in sales with 5 years of direct power quality or electrical equipment sales experience to OEM customers.
• Demonstrated experience developing and executing complex sales plans to penetrate OEM’s using Large Account Management Processes.
• Experience and success in direct sales with major large accounts.
• Track record of career advancement and exceeding annual targets.
• Home based in the United States, located within an hour of a major airport.
• Travel throughout North America at least 50% of the time.
• Strong communications skills and influential management.
• Strong presentation and influencing skills both internal and external.
• Proficiency in MS PowerPoint, Excel, Word, and database applications.
• Solid understanding of solution sales in an electrical equipment business.
• Exceptional negotiation skills.
• Experience selling to multi-national / global accounts preferred.