Key Account Manager

Frencken ETLA is seeking a Key Account Manager to own and grow assigned strategic customer accounts in a manufacturing environment. The successful candidate will build lasting customer relationships, deliver profitable sales growth and coordinate internal teams to meet agreed commercial, quality, delivery commitments and inventory control.

Key Responsibilities

Strategic account ownership:

• Develop and execute account plans covering customer priorities, stakeholder relationships, revenue opportunities, competitive positioning and account risks. Retain existing business and expand share of wallet.

Customer relationships:

• Act as the primary commercial contact for assigned accounts. Maintain internal and external communication matrices and build relationships across customer procurement, engineering, operations and management teams.

Profitable growth:

• Achieve agreed account sales and margin targets. Identify new products, project and business opportunities with existing customers, and work with the sales director to pursue aligned opportunities with new customers.

RFQs and proposals:

• Manage requests for quotation (RFQs) end to end, from clarifying requirements and coordinating costing to submitting proposals and following up. Work with Engineering, Operations, Supply Chain and Finance to confirm feasibility, lead times and commercial assumptions.

Pricing and contracts:

• Negotiate prices, payment terms and commercial agreements within delegated authority. Communicate contractual commitments and commercial risks internally and obtain the required approvals before making commitments on behalf of the company.

Forecasts and pipeline:

• Maintain accurate account forecasts, opportunity pipelines and customer information. Analyze demand changes and communicate their implications for capacity, materials and delivery planning.

Cross-functional execution:

• Partner with the Program Lead, Program Support, Engineering, Operations, Quality, Supply Chain, Logistics and Finance to align customer requirements and resolve account issues. Escalate risks promptly with clear owners and recovery actions.

Customer escalations:

• Own commercial communication during complaints, delivery disruptions and other escalations. Coordinate corrective-action follow-up with the responsible teams and confirm closure with the customer.

Business reviews:

• Prepare and lead customer business review meetings (BRMs), covering sales, margins, forecasts, quality, delivery performance, open issues and growth actions. Track commitments through completion.

Cost and market insight:

• Lead customer cost-reduction initiatives while safeguarding sustainable profitability. Track customer strategy, market developments and competitor strengths and weaknesses to inform account plan.

Commercial discipline:

• Monitor assigned account performance and commercial exposure and support Finance on overdue payment escalations. Maintain current account records and undertake related duties assigned by the reporting manager.

Execution and behaviors:

• Analytical, organized, proactive and results-oriented; able to prioritize competing account needs, solve problems and follow through on commitments. A customer-focused team player with sound business judgement.

Customer leadership

• Strong relationship management, presentation and written communication skills; able to handle difficult customer conversations and influence internal teams without direct authority.

Relevant Experience

• Ability to read mechanical drawings
• Experience in precision engineering/ related manufacturing environment.
• Familiarity with SAP/ CRM/ ERP tools and Excel for forecasting and account analysis.
• Min. 5–8 years of relevant B2B sales, account management or commercial experience with demonstrated ownership of manufacturing or engineering customer accounts.