Key Account Manager

Job Summary

Sales Key Account Manager (Commercial Appliance)

Nidec ACIM is a Business Unit of the Home Appliances and Automotive Division, composed of Global Appliance and Commercial & Industrial platforms. It boasts approximately 18,000 employees, 30 manufacturing sites in 25 countries, and offers products such as compressors, condensing units and motors for household and commercial appliances, as well as electronic motors and drives for commercial, residential, industrial and utility applications.

As a business professional, you will be accountable for the goals and P&L related to your customers, plan and execute routine, improving customers’ positive experience and financial results. You will lead the business with speed and urgency, being the owner of your customers inside our organization, mapping new opportunities to increase market share and contribution margin. This position must have a balance of business and technical skills to deal with B2B customers, defining the strategy for your accounts and owning its transformation into reality.

You must enjoy spending time to understand the market, their needs, and finding innovative, profitable solutions.

You will have clear sales goals and be charged to meet them according to the business strategy, dealing with short- and long-term sales forecast, prices, opportunity pipeline management, and managing new projects with customers (timeline, scope, implementation and success criteria).

• Travel to assigned accounts/sales territory to develop and/or maintain OEM accounts
• Generate interest in our products, quote, sample, and close on new business
• Properly size, specify and present products for different types of Commercial Appliances equipment
• Be part of trade shows (either as an exhibitor or attendant) and customer organized events
• Work with and effectively communicate with buyers, engineers, executives, etc.
• Learn competitors’ strengths and weaknesses
• Solicit forecasts and develop business plans for major accounts
• Conduct failure analysis at end‑user or customer locations
• Handle special assignments
• Follow‑up and/or execute activities resulting from customer and internal meetings
• Qualify / Follow‑up on sales leads / manage pipeline of opportunities
• Respond to technical inquiries
• Deep interface with Marketing, Application Engineering and Logistics
• Interface with product engineers and marketing professionals in Corporate offices and manufacturing plants to develop new products/portfolios and trade marketing plans
• Provide short and long term forecasts, monthly market reports and call reports
• Ensure that customer invoices are paid within negotiated terms
• Sales analysis: utilize CRM and other company software programs
• Travel manufacturing plants as needed
• Write articles for trade magazines
• Minimize expenses wherever possible
• And all other related duties as assigned

• Minimum of three years of technical sales (B2B) experience and experience in the HVAC/R industry
• Ownership mindset / problem solver
• Business driven with a "win-win" mindset
• Customer‑centric personality
• OEM Key Account Management experience with North and Latin America customers
• Well organized with good time management skills
• Effective communicator / outgoing personality
• Strong computer skills (Excel and PowerPoint)
• Strong technical writing ability
• Travel up to 60%

• Cultivate relationships with existing and prospective customers with the objective of securing new business.
• Negotiate and draft comprehensive written proposals for the sale of products.
• Visit existing and prospective customers at their job sites to identify future opportunities and address any concerns.
• Interface with our operations group to ensure customer orders are fulfilled according to customer specifications.
• Monitor competitive activity / products and timely communicate developments to management and colleagues, accordingly.
• Participate in trade shows and conventions.

• Bachelor's degree in applicable engineering field
• 7+ years of experience

Nidec is an Equal Employment Opportunity (EEO) and affirmative action employer…