Key Account Manager

SUMMARY:

Jenoptik’s Smart Mobility Solutions is a global leader in road safety, smart transportation, and civil security. We serve our customers by providing innovative solutions to make mobility safer and easier. For road safety, we provide state-of-the-art photo enforcement technology to positively impact driver behavior and enhance the safety on our roads. These include speed and red light cameras as well as many other enforcement applications. Our technology also helps roadway operators to manage traffic flow, emissions, congestion, and tolls. Our ALPR solutions are applied worldwide for various applications such as protecting borders, and public places, and combating crime. As cities become smarter and mobility becomes more autonomous and connected, Jenoptik contributes to make future mobility smarter, safer, greener, and more efficient.

The role of the Key Account Manager owns and drives the business development and strategy in the traffic solutions and civil security market vertical by growing business with local cities, municipalities, and law enforcement agencies. The Key Account Manager will become the traffic solutions and civil security market expert and will be a key advisor in the company’s strategic planning. The Key Account Manager can reside anywhere throughout the country.

PRIMARY RESPONSIBILITIES INCLUDE (BUT ARE NOT LIMITED TO):

• Priority 1 - Develop and nurture Key Accounts across cities, municipalities, and law enforcement agencies nationwide
• Facilitate business development through customer visits and demos, building relationships with customers and key influencers
• Research and respond to RFPs, and tenders, and develop sales in new markets
• Forecast orders, revenues, and margins
• Champion the product line through presentations at conferences and assisting with tradeshows
• Define and internally communicate a full understanding of the customer’s needs and technical requirements
• Develop an understanding of market segmentation, application, and customer needs, competition, market trends, and dynamics to support strategies to target new opportunities and threats
• Develop the requirements and business cases
• Developing ways to improve the customer experience and build brand loyalty
• Contribute to the development of division product and technology roadmap
• Create messaging and content for marketing materials specific to this market and this product line, including white papers, data sheets, tradeshows, conference sponsorships, websites, PR, product memos, and newsletters
• Travel as needed 50-60%
• Performs all other duties as assigned

REQUIREMENTS:

• Ability to build rapport with customers
• Minimum 5 years of inside or outside sales experience selling into the government/municipality arena
• Minimum 5 years of experience product marketing experience
• Education: Bachelor’s degree in Marketing, Business, or related field; M.B.A. highly desirable
• Self-motivated, self-managing, team player who works well in complex, cross-functional, global situations
• Strategic selling, communication, and negotiation skills
• Must possess “soft skills”: conflict resolution, negotiation, creative problem solving, and influencing
• Experienced at preparing and presenting the company’s products and services to customers
• Ability to work well with others in a global management matrix structure
• Excellent communication skills, both written and verbal
• Proficiency in MS Office and CRM software
• Spanish language is a plus but not required

PHYSICAL REQUIREMENTS:

The physical requirements described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

While performing the duties of this job, the employee is occasionally required to stand; walk; sit; use hands or fingers to handle or feel objects, tools, or controls and keyboarding; reach with hands and arms; climb stairs; balance; stoop, kneel, crouch or crawl; talk and hear.

The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by the job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.