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.

Qualifications

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.