Key Account Manager
Location: Port Moody, British Columbia, CA, V3H 0H6
Req ID: 29621
Onsite or Remote: Onsite Position
Komatsu is an indispensable partner to the construction, mining, forestry, forklift, and industrial machinery markets, maximizing 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. Komatsu supports a myriad of markets, including housing, infrastructure, water, pipeline, minerals, automobile, aerospace, electronics, and medical, through its many brands and subsidiaries, including Joy, P&H, Montabert, Modular Mining Systems, Hensley Industries, NTC, and Gigaphoton.
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, and we’re a community of passionate, creative professionals striving toward a shared vision: revolutionizing 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
Our Key Account Managers are an integral part of our team, developing and maintaining long-lasting, mutually beneficial relationships with our customers. Our Key Account Managers act as “Customer Advocates” and collaborate closely with our internal departments to ensure customer needs are understood and satisfied. We believe in becoming a trusted advisor and acting as the voice of the customer, striving to find the best solutions to their needs and enhancing the “Value in Use” of our systems, guaranteeing a proper revenue stream flow from their accounts, while demonstrating with actions that Safety, Law compliance, Quality, Delivery, and Cost awareness (SLQDC) are our core values.
If you consider yourself someone who can apply technical know-how to create practical solutions in a dynamic and team-oriented environment, this is a great opportunity to work side by side with some of the biggest innovators in the Mining technology industry.
What are the benefits of being a part of Modular?
We believe strongly in a healthy work/life balance and we love to brag about all the great things are members enjoy; like comprehensive health and benefit packages, tuition reimbursement, RRSP contributions with company match, flexible scheduling options and, of course, an excellent vacation policy. We are a global organization with a reputation for having premier people building premier products, we offer competitive compensation packages and a culture that thrives off creativity, collaboration and teamwork.
The Team
Modular’s Global Operations team works closely with our clients, partners and entities in the Komatsu family as part of a unified global team. We are continually striving to create a consistent One Komatsu experience for all our customers that is second to none.
Job Duties and Responsibilities
Each day will present you with new challenges and opportunities to test and grow your skills. As a Key Account Manager with Modular, you’ll be responsible for:
• Grow and retain partnerships within your portfolio of customers by developing long-term relationships, connecting with key business stakeholders to achieve good levels of customer satisfaction ensuring they understand the value in use of our solutions.
• Solve customers’ challenges by developing tailored sales solutions, including new product penetration, and be able to articulate these solutions concisely within high-quality proposal documents.
• Create, update, and execute account plans in collaboration with other relevant business units and Komatsu distributors, as appropriate.
• Maintain effective and proactive communication and site visits with key customer contacts on a regular basis.
• Maintain good relationships and periodic meetings with Komatsu distributors’ key stakeholders present in their accounts.
• Ensure customer information is accurate and up to date, including Accounts, Opportunities, and clients’ contact information (roles, emails, and org charts).
• Collaborate and communicate respectfully and effectively across business units to achieve regional goals and objectives and, when required, escalate critical issues following proper escalation workflows.
• Negotiate and manage customer contracts, support Finance and other internal business units to ensure well-timed periodic revenue receivables and renewals.
• Advocate and promote “One Komatsu” messaging throughout all engagements and promote a 1+1=3 mindset that is mutually beneficial to Customers, Komatsu, and its technology solutions.
Required Skills
• Bachelor’s degree in business administration, engineering, or related field or three (3) years of related work experience in a Sales role.
• Two (2) or more years’ experience working in the Mining or Technology Industries.
• Ability to travel domestically and internationally up to 50% of the time.
• Demonstrable ability to effectively communicate in English, and clearly present and influence key stakeholders at all levels of an organization.
• Demonstrable ability to plan/organize and maintain sales and administrative documents with a high degree of attention to detail.
• Demonstrable ability to grow and maintain exceptional client relationships using empathy, leadership and critical thinking skills.
Desired Skills
• Proven ability to apply SPIN methodology to uncover and address customer needs.
• Demonstrated experience in optimizing the sales cycle.
• Ability to deliver impactful presentations that will address the needs of multiple influencers.
• Experience performing Root Cause Analysis.
• Bilingual proficiency in Spanish or French
• Previous knowledge about Mining Technology Solutions products and services.
• Experience working with advanced CRM tool, preferably Salesforce.
• Demonstrable ability to lead proactively and creatively to find solutions to a variety of challenges.
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.
Mine Smarter.
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