Key Account Manager - Consumer

Summary/Objective

The Key Account Manager is responsible for driving growth across existing customers, target accounts, and selected strategic accounts within the assigned region.

This role serves as the primary commercial representative and trusted advisor to customers, ensuring alignment between customer needs and Optima's capabilities. The Key Account Manager owns customer relationships, identifies growth opportunities, qualifies potential projects, and drives profitable order intake while maintaining strong collaboration with Technical Sales and Engineering teams.

Success is measured not only by revenue generation but also by the quality of customer relationships, strategic account development, margin achievement, and adherence to Optima's sales process.

Essential Functions

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Customer Ownership & Relationship Management

• Act as primary point of contact and commercial owner of assigned accounts
• Build, maintain, and expand relationships at operational, management, and executive levels
• Develop deep understanding of customer business strategies, investment plans, decision-making processes, and organizational structures
• Present Optima's capabilities, technologies, and value proposition
• Establish trusted advisor status among key stakeholders

Strategic Account Development

• Develop account growth strategies aligned with Optima's long-term business objectives
• Identify and pursue new business opportunities within existing and target customers
• Evaluate market potential and align opportunities with Optima's product portfolio and strategic priorities
• Facilitate executive-level engagement between customer leadership and Optima management
• Contribute market intelligence, customer trends, competitive insights, and innovation opportunities

Sales Execution

• Capture and pre-qualify opportunities, including: Business requirements, Technical requirements, Budget expectations, and Timing and delivery requirements
• Develop initial business cases and budgetary information
• Coordinate opportunity handover to Technical Sales
• Present commercial proposals and negotiate pricing, terms, and conditions
• Lead contract negotiations toward successful order acquisition

Cross-Functional Collaboration

• Work closely with GAM, Technical Sales, Engineering, Project Management, Legal, and Finance
• Ensure complete and accurate project requirements are captured
• Minimize commercial and project risks through clear customer communication and documentation
• Support seamless transition from sales to project execution

Competencies

Commercial Excellence

• Consistent application of Miller Heiman methodologies (Blue Sheet and Gold Sheet principles)
• Effective utilization of strategic sales planning tools
• Application of structured negotiation techniques
• Strong opportunity management discipline

Business Acumen

• Understanding of commercial contracts and legal implications
• Assessment of technical, contractual, and financial risks
• Strong competitive intelligence capabilities
• Understanding of market trends and customer investment drivers

Leadership Competencies

• Relationship-driven influence
• Strategic thinking
• Results orientation
• Collaborative leadership
• High personal accountability
• Entrepreneurial mindset
• Customer-first approach

Performance Metrics (KPIs)

Revenue & Growth

• Order intake achievement versus annual target
• New customer acquisition
• Revenue growth within assigned accounts
• Expansion of Optima's share of customer spending

Profitability

• Achievement of planned gross margin targets
• Price realization and negotiation effectiveness
• Reduction of margin erosion through clear project definition

Customer Management

• Strength and depth of customer relationships
• Access to strategic customer information
• Customer satisfaction and retention
• Executive-level engagement frequency

Process Excellence

• Adherence to Optima sales processes
• Quality of opportunity qualification
• Forecast accuracy
• Collaboration effectiveness with Technical Sales and Engineering

Supervisory Responsibility

This position has no supervisory responsibilities.

Work Environment

This job can operate in a hybrid model, with a combination of professional office and home office settings. Customer on-site visits are expected as are visits to headquarters in Germany.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this job, the employee is regularly required to talk and hear. The employee frequently is required to stand; walk; use hands to finger, handle or feel; and reach with hands and arms. This position requires the ability to occasionally lift office products and supplies up to 20lbs.

Position Type/Expected Hours of Work

This is a full-time position. Core hours are between 8:00am and 3:45pm Monday through Friday, but expectations are to be reasonably available as needed outside of core hours.

Travel

Travel is expected for this position (20-30%), including international travel to Germany.

Required Education and Experience

Education

• Bachelor's degree in Business, Engineering, Industrial Technology, or related field
• MBA preferred

Experience

• 7+ years of successful B2B capital equipment sales experience
• Experience managing complex sales cycles
• Demonstrated success with key account development
• Experience working in matrix organizations and cross-functional teams

Skills

• Executive presence
• Strong presentation and communication skills
• Advanced negotiation abilities
• Contractual and commercial knowledge
• CRM proficiency
• Fluent English required; additional languages preferred

Other Duties

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.

Benefits:

• 401(k)
• 401(k) matching
• Dental insurance
• Employee assistance program
• Health insurance
• Health savings account
• Life insurance
• Paid time off
• Referral program
• Vision insurance

Work Location: Hybrid remote in Green Bay, WI 54304