Key Account Manager Europe

This is a senior level position designed to establish a European presence for Elbit Systems to work close with its subsidiary KMC Systems. The Key Account Manager for European Accounts is responsible for the management of the company’s new and existing relationships with an accounts and current customers based in Europe to maximize revenue and customer satisfaction levels driving long-term relationships. Acts as the primary interface to the customer serving to understand the customer’s demands and plans how to meet them in support of development and manufacturing programs within Elbit/KMC. Effectively communicates program status, resolves issues and maintains customer issues file ensuring each issue is resolved.
Primary Responsibilities: Account Management
• Responsible for supporting all functional groups within Elbit/KMC who have requirements or deliverables from the customer. Primary liaison between the customer and functional groups. Working with assigned program team members reports on and coordinates the resolution of requirements from the customer and deliverables to the customer.
• Working closely with the Program Manager, Sustaining Engineering he/she acts as the principal point of contact with the customer, responsible for assuring customer satisfaction in terms of communication; program schedule; program budget; product performance, product cost, and other related information and deliverables.
• Working closely with the Program Manager, Sustaining Engineering communicates to senior management to assure managements understanding of the state of the programs, resources, reports and program status.
• Partners with the Program Manager’s – of development programs to ensure smooth transition to production and effective customer support.
• Responsible to ensure that individual program Contract Values are aligning with the scope of activities. This would include obtaining from the customer production purchase orders and generating / gaining approval of work requests.
• Responsible for timely resolution of any accounts receivable issues beyond contracted payment terms.
• Monitor performance of turnaround time on RMA materials in accordance with contract requirements and assist manufacturing when required to meet customer expectations.
• Assist Program Manager’s in presenting program status, risks and recovery plans to the management team during monthly Program Reviews.
• Responsible for obtaining and monitoring customer feedback via direct contact, surveys/ scorecards etc.
• Periodically update revenue forecasts to ensure that they accurately reflect customer requirements and delivery schedules.
• Respond to any customer requirements for pricing or delivery updates negotiating terms between customer and manufacturing, as needed.
• Consults with the Business Development organization to identify new business opportunities within assigned accounts.
• Responsible to understand terms and conditions within assigned customer’s contracts and assist Company Management in overall compliance.
• Assist manufacturing personnel, where required, in the support of continuous improvement projects.
• Maintain effective communication with Elbit/KMC Management on overall customer account status.
Primary Responsibilities: Business Development
• Identify and develop both new and follow-on business opportunities to generate profitable growth opportunities for the Elbit/KMC Business.
• Develop new customer accounts by determining customer needs, specifications, and buying habits and pursue opportunities to fill these needs by making presentations and recommendations to assure company and product capabilities.
• Develop and maintain a close professional relationship with key customer personnel in assigned area to obtain advance information on specific programs prior to their release and be knowledgeable of their general requirements.
• Identify programs which represent good potential business opportunities for the company and provide recommendations and pertinent information as required to meet customer requirements.
• Investigate and provide inputs on new product or service areas of interest to customers. Contribute to planning process for determination of suitable Internal Research and Development (IR&D) projects which enhance company’s competitive position.
• Understand competitor’s activities on specific programs or market segments of interest to the company and report information pertinent to the company’s strategy.
• Develop and implement Marketing Plans for assigned areas.
• Plan, review and take responsibility achieving our sales plan in assigned territories or customer categories
• Establish relationships with key functional managers and executives in operations, R&D, marketing and business development within assigned customer community
• Attend trade shows, conferences and customer meetings, as needed.
• Prepare presentations and white papers to support our marketing and sales collateral needs.
• Participate in the customer proposal writing and presentation process.
• Actively participate in the budget cycle.
• Create awareness of Elbit/KMC’s capabilities with key customer functional mgmt. via presentations and use of ELbit/KMC sales collateral

Education / Experience
• Bachelor’s degree in Business, Marketing or related field.
• 5-10 years of related work experience in sales, sales support and/or customer service
• Requires strong communication and listening skills.
• Demonstrated ability to work effectively with cross functional team members; influencing without direct authority.
• Experience preparing and conducting effective presentations and negotiating, cost-effective, win/win solutions.
• Ability to effectively interact with individuals at all levels in an organization.
• Proficient in Microsoft Project, Excel, Word, PowerPoint, Outlook and database software.