Strategic Account Manager

3 weeks ago

Calgary, Canada Komatsu Full time

Date: Nov 15, 2024- Location: Calgary, AB, CA, T2H 2W4- Req ID: 31635- Onsite or Remote: Hybrid PositionKomatsu is an indispensable partner to the construction, mining, industrial, and forestry industries that maximizes value for customers through innovative solutions. With a diverse line of products supported by our advanced IoT technologies, regional distribution channels, and a global service network, we tap into the power of data and technology to enhance safety and productivity while optimizing performance. Our Komatsu, P&H, Joy, Montabert, Modular Mining Systems, Hensley Industries, NTC, and Gigaphoton equipment and services are used to extract fundamental minerals and develop modern infrastructure.

Focusing solely on mining, Komatsu Mining designs, manufactures, distributes, and services extensive product lines of highly reliable P&H surface mining equipment and JOY underground mining machinery used to cut, crush, load, and convey coal and industrial minerals worldwide. Customers receive a superior experience through direct relationships with Komatsu Mining's support people and through its services located close to the mines. Komatsu Mining's products and related services are used extensively for the mining of coal, copper, iron, gold, and other mineral resources, and the company employs people worldwide.

**Komatsu Mining Corp. offers rewarding experiences and unique growth opportunities**:

- Competitive wages
- Comprehensive benefits package (health & dental, vision coverage, healthcare spending account, and life insurance)
- Personal wellness spending account
- Company-sponsored registered pension plan (RPP) and matching program.
- Safety boot voucher
- Paid vacation
- Company-supplied tools
- 4/5 Rating on Glassdoor
- Sustainable employment
- Ability to be a part of an exciting, innovative company developing new state-of-the-art technology and equipment
- Discussion regarding full compensation package conducted upon initial pre-screen

**Job Overview**:
**Reports to**: Commercial Director
**Shift**: 5x2 Monday - Friday, Hybrid
**Location**: Calgary, AB
**Travel Requirement**:Up to 30%
**Relocation**: This position does not offer relocation

**Key Job Responsibilities**:

- Coordinate the account team: align the people who will be responsible for the success of a specific account sales plan. Ensure the team members understand sales plan objectives and ensure local alignment with regular communication, optimized information sharing, and issue resolution.
- Develop and manage account relationships: develop corporate relationships with appropriate procurement and management personnel to remove obstacles for site-level personnel. Work with the account team to establish regular reviews with the customer at the site and operating company levels. This includes orchestrating meetings between key Komatsu personnel and customers and developing action plans to improve relationships.
- Develop and manage relationships within Komatsu: operate in a matrix environment and collaborate effectively with Komatsu distributors and OEMs. Collaborate with the general managers to establish ground rules regarding what customer activities will be owned by the region vs the Strategic Manager. Engaging with Komatsu colleagues to build trust and long-term commitment to the account management process.
- Develop and manage the execution of the account sales plan: work with the account team and the customer to understand the core needs that the account management process should address. Support the creation of a framework for meeting those needs while maximizing Komatsu’s operating profit.
- Measure results/ scorecards: develop metrics by which the success of the relationship and the account management process are measured to drive Komatsu’s performance. Metrics should be linked to the Komatsu strategy and, therefore, should be consistent across customer sites and Komatsu’s service centers. These metrics will drive account-specific goals and targets as well as divisional/ regional and/or functional targets and goals.
- Value creation and risk management: understanding of the true value and risk drivers of both Komatsu and the customer. Assume a senior role in managing the customer; demonstrating the ability to maintain a continuous stream of insights about the market, competition and customer’s business to be able to showcase how Komatsu’s products and services could change the economics of the customer’s business model.

**Qualifications/Requirements**:

- Bachelor’s degree in applicable field or equivalent work experience, MBA preferred
- 10-15 years’ experience in Account Management, Sales, Project or Product Management in an OEM and distributor environment with extensive customer interaction
- Prior experience in establishing alliances or partnerships, building a client base, achieving sales goals, working in a team environment, fostering internal & cross-functional relationships, contract negotiation, exec

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