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Account Manager - Komatsu - Full Time

The Timken Company - North Canton, OH

Posted on 01/23/23 (Ref: OHIJiycDUm)

Account Manager - Komatsu - North Canton, OH - The Timken Company

Your Career Begins at Timken
If you're ready for a challenging career that provides you with the ability to advance personally and professionally, look to Timken. Our associates make the world more productive by improving the efficiency and reliability of the machinery that keeps industry in motion.

Purpose and Scope

This position manages and directs coordinated sales and customer interface activities for our global account Komatsu of >$35M in annual sales, with minimal supervision. Additionally, this position is responsible for another >$16M in annual sales for various customers in the Off Highway, Rail, Aircraft Landing Wheel, and Heavy Truck markets.

The Scope of the Account Manager is to:

  • Develop and maintain excellent relationships at all levels between Timken and the assigned customers.
  • Develop, lead, and coordinate implementation of a customer business plan consistent with the objectives of our businesses. Develop and execute the strategies and tactics that support achievement of reportable Key Sales Objectives involving a complex portfolio of products.
  • Perform at a consistently high level in working with customers, Timken marketing, pricing, customer service, engineering, as well as other sales people across regional and geographical boundaries who also interface with the assigned customers in multiple locations.
  • Coordinate and execute customer-level tactics involving initiatives, projects, product and service introductions, etc. that are developed by market and product managers and other functional areas within Timken.
  • Create a functioning and effective relationship matrix interface between Timken and customers to facilitate achieving our ongoing business objectives.
  • Coordinate and lead complex commercial and technical negotiations, establish and ensure customer understanding, acceptance, adherence to rules of engagement, T&Cs, etc.
  • Work in cooperation with and provide feedback to Timken Supply Chain, production scheduling, manufacturing, product engineering, customer/application engineering, service engineering and marketing to ensure business plan achievement.
  • Coordinate and implement growth strategies by effectively leading a team of Timken associates who do not report to this position but are responsible for specific customer locations.
  • Be the recognized expert on the customers' specific markets, business, company, strategic direction, etc.


  1. Develop and implement strategies in alignment with our businesses while providing strategic direction of global/regional account representing >$51M of annual sales.
  2. Develop and drive a five-year business plan for the account. Maximizing ROI by implementing business portfolio management strategies, including expert use of price maximization and value selling approaches.
  3. Develop, manage, and grow, intimate customer-centric relationships ranging from purchasing to senior executive management at the customer organization, to make Timken the customer's supplier of choice for our products, services, and markets.
  4. Lead, coordinate, and drive the global Timken sales team to implement specific tactics by mentoring, facilitating regular communication, follow up, and joint call execution.
  5. Influence key internal functional areas such as Engineering, Supply chain, R&D, and New Business Development to optimize profitability at the account.
  6. Improve profitability of the account by impacting Accounts Receivable, reducing inventory, and establishing metrics at all customer locations in alignment with Supply chain.
  7. Adopt lean methodology and seek out continuous improvement ideas to optimize/maintain account profitability.
  8. Optimize pricing by delivering the Timken value. Negotiate and Coordinate contract agreements, price implementation at Global/Regional Customer locations.

Technical/Functional Skills

  • Experience as OE sales engineer
  • Masters in Business Administration (not required, but can be a plus)
  • BS Mechanical Engineering or similar
  • Bachelors- 5 years minimum experience, 7 preferred.
  • Masters- 7 years minimum experience, 10 years preferred.

All qualified applicants shall be treated equally according to their individual qualifications, abilities, experiences and other employment standards. There will be no discrimination due to gender or gender identity, race, religion, color, national origin, ancestry, age, disability, sexual orientation, veteran/military status or any other basis protected by applicable law.

Account Manager - Komatsu - North Canton, OH - The Timken Company

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