Key Account Manager

About this role

At Materion, everyone is included, respected and offered opportunity to grow. Join us!

Salary Range: $140,000-$159,400-$175,000* *The salary range listed is a guide for this position and may vary depending on experience, education, geographic location, and other qualifications. The final offer will be determined based on the candidate's individual merits and the company's compensation policies.

The Key Account Manager focuses on driving profitable sales growth in the Performance Alloys & Composites (PAC) business, being responsible for specific markets in the Northeast U.S. Region. Materion is seeking a passionate, self-starter to drive profitable sales growth for our Performance Materials business - Horizon team focusing on Defense, Space and Nuclear Energy. This role will help drive sales growth across an array of products for Defense, Space and Nuclear energy customers. The candidate must be geographically located to support the Northeastern USA and Eastern Canada.

You Will Have the Opportunity To: • Deliver sales growth across industries with a primary focus on Defense, Space & Nuclear Energy markets by prospecting for new business opportunities, while protecting current business within assigned accounts.

• Build & maintain positive business relationships with key customer contacts.

• Create and execute detailed capture plans while engaging other Materion functional resources to grow sales across PM’s (Performance Materials) product lines.  

• Discover technical and commercial needs to build compelling, quantitative value propositions that turn customer stakeholders into Materion advocates. Share knowledge of the Materion product portfolio, typical applications and commercial elements with the goal of closing high margin purchase orders and contracts. Such activities may start with an NDA (Non-Disclosure Agreement) or PIA (Proprietary Information Agreement) which is facilitated through the KAM (Key Account Manager).

• While Materion has contracting specialist to work through contract issues and negotiations, the KAM should understand contracts including the fundamentals of government contracting and support the contract negotiating process. 

• Deliver and maintain accurate sales forecasts, reports, and account records in CRM system. This includes Monthly, quarterly, current year and 2-year sales forecasts as part of the Materion IBP process.

• Develop a strong knowledge of the Performance Materials product lines, through continuous learning to support customer discussions and presentations. With emphasis on beryllium, AlBeMet, AlBeCast, BeO ceramics, MMC’s and ToughMet alloys.

• Gain consensus with internal stakeholders: Quality, Production planning, Estimating, Technology & Innovation, Legal, Government contracting, and business leadership and external stakeholders to constantly advance and win high margin business for Materion Performance Materials .

• Work with Materion finance and customers to ensure invoices are paid per contract payment terms. Support finance to resolve customers past due accounts receivables.

REQUIREMENTS: • Bachelor’s Degree (Material Sciences or Mechanical Engineering preferred) in a related technical discipline is strongly preferred, but lower technical qualifications plus years of experience in a technical role can be considered.

• Minimum 8 years’ professional work experience in technical sales, engineering, product marketing or product management

• Relevant experience in Defense, Space or Nuclear Energy will be a strong plus for this position.

• Professional training in consultative sales is a plus.

• Minimum 4 years in a sales role with a track record of meeting or exceeding sales targets.

• Ability to think strategically, able to develop and successfully execute business plans

• Exemplary interpersonal skills in dealing with customers and team members

• Highly motivated with a positive, energized approach; eager to lead and drive improvement

• Strong communicator, collaborator and negotiator

• Excellent communication skills, both written and verbal

• Knowledge of CRM (MPower) and SAP preferred

• Strong moral and ethical compass

• Critical Competencies for Success • ENGAGE: Create receptivity with current and potential customers

• DISCOVER: Drive a level of dialogue with our customers that stimulates mutual understanding

• BUILD VALUE: Bring value to customers as a trusted advisor

• ADVANCE: Drive high gain, mutual commitment with customers

• TECHNICAL KNOWLEDGE: Understands Materion’s products and applications in customer’s solutions

The selection of the person to be hired for this position is contingent on the candidate having export compliance eligibility for access to U.S. controlled technology which comes under the licensing jurisdiction of the U.S. Department of State, International Traffic in Arms Regulations (ITAR) and the U.S. Department of Commerce, Export Administration Regulations (EAR).

The candidate selected will have to qualify as either a U.S. citizen, a U.S. National, a lawful permanent resident of the U.S., a Person Admitted into the U.S. as an Asylee or Refugee., a National of a country that is not prohibited from having access to U.S. controlled technology (via a letter of assurance), or a Person to be approved for an export license by the governing agency whose technology comes under its jurisdiction. Please understand that any job offer that requires approval of an export license will be conditional on Materion’s determination that it will be able to obtain an export license in a time frame consistent with Materion’s business requirements.

  Materion Corporation and its subsidiaries (the “Company”) is an equal employment opportunity employer. It is the Company’s policy to not unlawfully discriminate against an applicant or employee on the basis of race, color, religion, creed, national origin or ancestry, sex, age, physical or mental disability, veteran or military status, genetic information, sexual

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