Account Manager

at  Komatsu

REQUIRED SKILLS

Education

• Bachelor’s Degree (Mining, Engineering, Computer Science, or other related discipline)
• Post Graduate Degree (MBA, MSc. MEng.) (beneficial)
• SPIN Selling – Huthwaite International (beneficial)

Experience

• Customer Relationship Management – 5 years
• Solution and Value Selling – 5 years
• Open Pit Mining – 2-3 years (beneficial)
• Mining Technology – 2-3 years (beneficial)
• ESG Experience – 2-3 years (beneficial)

Business System Experience

• Microsoft Office Suite
• SalesForce CRM (beneficial)
• Open Source & Cloud Solutions

TRAVEL REQUIREMENTS

Approximately 50%

DESIRED SKILLS

The Company ascribes to a Meritocratic workplace culture, with specific Values and Behaviors that are expected from all employees including:

• Failing Forward Fast – we make decisions based on information at hand, and we learn from incorrect choices
• Coaching Culture – we set mutual goals and priorities, and grow through regular honest feedback
• Pioneering Culture – we see potential and innovate, trying new things and pushing boundaries to overcome challenges
• Proactive Urgency – we are self-motivated seeking out opportunities, jumping in front of issues, while respecting time and deadline

JOB PURPOSE

To establish customer relationships based on trust, create roadmaps that deliver value from deployed solutions, and develop a sales pipeline that generates revenue for the business.

JOB DUTIES AND RESPONSIBILITIES

1. Safety Leadership

• Prioritise safety above all other responsibilities, upholding the Komatsu Cardinal Safety Rules.
• Commence all internal and external meetings with a Safety Share to create awareness and share information that could benefit others.
• Conduct Hazard and Risk Observations for all on site engagements, captured in the Velocity EHS Management system.
• Report all Hazards, Risks, Near Misses, and Safety incidents in a timely manner, in accordance with Customer requirements, as well as on the Velocity EHS.
• Apply a “Stop Work Order” if an unsafe situation arises that may potentially lead to a safety incident.

1. Customer Relationship Management

• Uncover strategic and operational goals and objectives, understand the operating environment, constraints, and key stakeholders for each Customer.
• Establish regular cadence with key Stakeholders at Corporate and the Mine Site, to clearly understand mining challenges, level of influence, decision-making ability, current satisfaction, and future expectations.
• Implement Stakeholder management plans to ensure that formal engagements focus on relationship building, communicating value in use from deployed solutions, and identifying new sales opportunities.

1. Business Plan Execution

• Achieve the assigned revenue targets, while maintaining agreed margins.
• Generate new sales leads and grow the sales pipeline to deliver the targets for the current fiscal year, as well as the next fiscal year.
• Achieve the strategic sales objectives designed for the year, per the regional business plan.

1. Account Management

• Assume complete Ownership and Responsibility for assigned Customer Accounts, as the key contact within the organisation.
• Maintain accurate, regularly updated Account information including Ownership, Key Contacts, Life of Mine, Mining Fleet and Solutions deployed.
• Develop and maintain detailed Account Plans including Corporate and Mine Site strategy (3-5 years), Strategic Objectives for a rolling 12 months, and targeted Sales gaps.
• Joint development and execution of Customer Roadmaps with clearly defined value initiatives and aftermarket sales for the fiscal period.
• Roadmaps must include Komatsu Distributors and Technology Partners plans for joint Customers.
• Manage Service and Support contracts, implement timely renewals and ensure annual price escalations are executed.

1. Aftermarket Sales

• Deliver the assigned Revenue, Margins, Sales Pipeline and Backlog results for the fiscal period.