Jobbeschreibung
Hottinger Brüel & Kjaer (HBK) is a global leader in the fields of sensors, data acquisition, analytics and collaboration for various R&D, production and in-operation applications. Until the end of July 2020, the companies were known as Hottinger Baldwin Messtechnik GmbH (HBM) and Brüel & Kjær Sound & Vibration Measurement A/S respectively. HBK is a subsidiary of Spectris plc and employs around 3000 people worldwide. Our product eco system covers all layers from sensors, electronics, to software and collaboration. Our customers range from end users of the entire tool chain focusing on analytics and results in virtual testing, physical testing, and monitoring, to our OEM and system integrator partners and customers integrating our products into their own offering and solution. The product portfolio is as versatile and varied as our customer base covering many industries. We have engineering and production facilities in Germany, Denmark, UK, Portugal, USA and China and are represented in over 80 countries worldwide. We are proud to be one of the top three suppliers worldwide in our market segments served, thanks to our high-quality products and the commitment of our employees.
The position
We are currently looking for a Strategic Sales & Relationship Manager (m/f/d) covering automotive in Germany and Austria and reporting to the Vice President of global key accounts. The position will be based remotely in Germany, ideally around the Frankfurt, Cologne, Hannover, Stuttgart or Munich areas.
The role requires the development of strategic relationships and value positioning with key customers. The role is global, functioning across all of HBK's businesses. You will be responsible for developing HBK's primary relationship with C-suite and Senior Executives customers. As the guardian for HBK's most important customers, you will be responsible for ensuring HBK continues to develop processes that improve ‘customers experience'.
The role is well suited to a highly motivated and enthusiastic sales leader, with a proven record of successful business development experience and a keen eye for identifying, seeking and engaging new contacts at the most senior levels of our customers and partners.
Your daily work includes:
Influence strategic direction
- Determining voice of customer needs across HBK's key customer base and help enable HBK to deliver value
- Determine key account needs, initiative drivers, industry and market insights
- Identify focus areas and investment programs that support Customer-HBK partnership growth
- Identify and seek gaps in HBK's offering through 3rd party technology and business partnerships including potential M&A targets
- Develop an awareness and understanding of the key accounts's perception of HBK's position
- Champion and share voice of customer data with relevant HBK stakeholders
Position HBK
- Elevate HBK's Business Units's positioning
- Engage customers at executive and senior levels sharing HBK's value and potential for enabling their organizational growth
- Adding value across the the following industry mega-trends:
- Digitalisation
- Electrification
- Automation
- Virtual test
- aligning with key account customer's key initiative drivers throughout their product and solution lifecycles:
- Design
- R&D Test
- Production test
- In-Use
Improve customer success
- Support the improvement of HBK's global key accounts customer's experience
- Seek to identify and share customer feedback within HBK supporting ‘customer experience' improvement
- Hold HBK's departments accountable to create and manage processes that allow for the receipt and assimulation of VOC, enabling them to develop alignment with the growth initiatives of key customers
- Make it easier for key customers to do business with HBK
- You hold a Bachelor's Degree or higher level qualification.
- Further you have a minimum 7 years of experience managing sales teams, strategic development teams or developing key accounts in a technology based business within the automotive industry
Personal skills
- Developed and diversified communication skills and techniques
- Prepared to identify, seek and engage new contacts whilst demonstrating value that supports long term relationships
- Attitude and capability to operate in a highly matrix hierarchical structure
- Excellent command of English and fluency in German
- Fluency in other European languages is a plu
- Knowledge of the automotive industry in Germany and Austria and the macro trends that impact the industry
- Knowledge of enterprise development and customer success management
- Commercial awareness and ability to value sell
- High standard of professional integrity
- Coaching and leadership skills
- Ability to work independently in a fast-paced, dynamic environment
- Ability to establish clear goals and focus on objectives to achieve targets
- Willingness to spend more time with customers than in the office
Ways to stand out from the crowd
- A proven record in growing business
- High aptitude in determining customer needs and demonstrating value
- Practical experience of value selling methodologies such as Miller Heiman
- Experience or a demonstrated capability of team leadership
This job will provide you with an opportunity to further your career alongside some of the best and most passionate technology experts from around the world in a leading company within the test, measurement and data analytics industry. You will be a strong contributor collaborating closely with colleagues from various business functions.
Freedom with responsibility is the framework for HBK's employees. This allows for a good balance between work and family life and for constant development of professional and personal skills in an international and enjoyable working environment.
At HBK, we live up to our three values: Be True, Own It and Aim High. We believe in absolute integrity – it's how we win for stakeholders, the environment and each other. We believe in teamwork and keeping our promises – to ourselves and others. Finally, we believe in being bold and positive. This is how we perform at our best and achieve greater success.
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