Key Account Manager

Location: Santiago, CL
Req ID: 26116
Onsite or Remote: Onsite Position

Job Purpose  
Manage commercial relationship with aftermarket accounts increasing organizational effectiveness in achieving company sales goals. Identify commercial opportunities by ensuring legal compliance and company standards, minimizing business risk. Strengthen commercial agreements and protect company assets while supporting alignment with Modular values. 


Required Skills  
• Engineer with at least 5 years of experience in Sales and Mining business. Strong knowledge of MMS core products and services. Multinational experience and advanced English communication skills. Experience using Sales Force or integrated business systems. Experience in software or technology solutions for mining.


Job Duties and Responsibilities 
Prospect and Manage new business opportunities from existing customers
• Business opportunities identified and managed
• Develop and advance opportunities stages (SPIN)
• Management of sales process
• Salesforce compliance – Monthly
• Client profitability – Quarterly / yearly 
• Busines planning and budgeting – Quarterly basis 

Negotiation of Business Contracts
• Main point of contact with customer
• Active role in Business tenders. Data gathering, analysis and proposal preparation
• Leading role in negotiating renewals, extension and termination of existing contracts
• Follow up and management of contract life cycle. Proactive approach to contract renewal process.

Effective Account Development and Administration
• Account plans prepared and discussed with clients – at least twice a year
• Execute sales strategy on existing customers
• Prompt response to customer inquiries
• Develop trust relationships with a portfolio of major clients to ensure they do not turn to competition
• Acquire a thorough understanding of key customer needs and requirements
• Expand the relationships with existing customers by continuously proposing solutions that meet their objectives
• Ensure the correct products and services are delivered to customers in a timely manner
• Serve as the link of communication between key customers and internal teams
• Resolve any issues and problems faced by customers and deal with complaints to maintain trust
• Play an integral part in generating new sales that will turn into long-lasting relationships
• Prepare regular reports of progress and forecasts to internal and external stakeholders using key account metrics
• Establishing and overseeing internal budgets with the company and external budgets with the client
• Meeting all client needs and deliverables according to proposed timelines
• Working with design, sales team, creative, advertising, logistics, managers, marketing, and team members from other departments dedicated to the same client account to ensure the highest quality of materials are being produced and all client needs met
• Managing communications between key clients and internal teams

Effective coordination with Customer Success team
• Effective management of communication plan with Customer Success and SDS team
• Weekly meetings to coordinate status of accounts portfolio
• Promptly response to Customer Success and SDS lead information 
• Comply with process to achieve smooth transfer to project stage

Learning and growth
• Obtain success stories – On a regular basis
• Identifying enhancement opportunities
• Update product managers with possible new features
• Intelligence gathering – Ongoing
• Networking and users forum as required

The Company

Modular Mining Systems is the global leader in mine management technology and a wholly owned subsidiary of Komatsu Ltd. Our innovative technology powers mine operations in every corner of the globe. The products we cultivate, the solutions we engineer, and the service we deliver set us apart in the Mining Technology industry. We're more than a company, we're a community of passionate, creative professionals striving toward a shared vision: to revolutionize the way the mining industry operates.
With a presence stretching from Johannesburg to Vancouver, Sydney to Lima, you are part of a global brand that supports creativity, fosters innovation and encourages you to think big, share ideas and be yourself.

Job Purpose

Responsible to develop and maintain a mutually beneficial relationship with designated customers, with the aim of becoming a trusted advisor. To adhere to corporate account compliance, managing support contracts, contract adherence and reporting. To engage and lead the customers to enhance the value of our systems to their operations.

Travel Requirements

Domestic: Less than 50%

International: Less than 5%

Job Duties and Responsibilities

Duties include but are not limited to –
For designated customers –

  • Grow and retain corporate partnerships by developing long-term relationships with your portfolio of assigned corporate customers, connecting with key business executives and stakeholders.
  • Continuously demonstrate/perform activities aimed at improving customer satisfaction and interaction.
  • Manage customer relations to achieve value in use from our products in conjunction with other business units.
  • Solve problems for clients and customers by developing innovative and tailored sales solutions.
  • Manage all sales/compliance related activities including management of the sales process, Salesforce compliance, CCA management, services and software business opportunities identified and managed, account plans prepared and discussed with clients, client contacts and emails maintained for internal use, provide superior customer service, single point of contact for business development activities and when required escalation of critical issues, communication/visits with key customer contacts on a regular basis, develop call plans prior to customer interactions, opportunity management, dealing with vendors, business planning and budgeting, intelligence gathering and networking.  
  • Support Business Development Executives as required, but not limited to, assistance with preparing and producing quality sales documents and responses, to manage current and future complex sales opportunities.
  • Support Global Business Development Executives as required.
  • Collaborates and communicates across business units within Mining Technology Solutions to achieve goals and objectives.
  • Complies with corporate Business Development processes.
  • To maintain compliance to all legislative, Mining Technology Solutions and customer site policies, rules and requirements.
  • Be a brand ambassador and reflect company values at all times.
  • Reinforce awareness and demonstrate commitment that safety is our top priority and “zero accidents” is achievable.
  • Any other tasks deemed to be within the context of this role

Required Skills

Previous account management experience, preferably relating to the mining industry.
Extensive administrative skillset with attention to detail and accuracy to ensure contracts, SLA (Service Level Agreements) and CCA (Customer Care Agreements) represent the requirements of both parties to the agreement.
Experience with CRM tools and their use.

Desired Skills

Komatsu is an Equal Opportunity Workplace and an Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.