Sr. Key Account Manager - General Motors

Job Description

Summary

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Under the direction of the Director of Automotive Sales, the Senior Key Account Manager - General Motors will serve as KUKA's primary commercial representative and strategic advisor to General Motors within the Americas.

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The successful candidate will already possess a well-established professional network throughout General Motors, including executive leadership, purchasing, manufacturing engineering, body shop engineering, automation, plant leadership, production operations, and program management organizations.

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This individual will be responsible for developing and executing long-term account growth strategies, identifying future vehicle and manufacturing opportunities, influencing customer specifications and sourcing decisions, and expanding KUKA's position across all GM business units and manufacturing facilities.

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The ideal candidate combines strong automotive industry expertise, technical credibility, executive-level relationship skills, and a demonstrated history of successfully selling complex automation, capital equipment, manufacturing systems, or engineering solutions to General Motors.

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Essential Duties and Responsibilities include the following. Other duties may be assigned.

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Strategic Account Leadership

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• Develop, maintain and execute the KPLAN, KUKA's long-term account strategy/attack plan for General Motors, identifying and prioritizing all major vehicle programs and manufacturing initiatives focusing on new BiW (Body in White) investments.
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• Maintain complete and accurate account intelligence, customer contacts, opportunity pipelines, program roadmaps, investment forecasts, and strategic account plans within Salesforce.
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• Establish KUKA not only as an approved supplier but also as a trusted strategic automation advisor and partner at the operational, engineering, and executive levels.
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• Develop, maintain, and regularly communicate account and market intelligence regarding GM investment plans, sourcing strategies, manufacturing initiatives, technology trends, organizational changes, competitive activity, and emerging opportunities affecting KUKA’s position within General Motors.
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Opportunity Development

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• Identify and maintain within Salesforce a comprehensive, forward-looking three-year pipeline of current and anticipated General Motors opportunities throughout the Americas, beginning with the earliest planning phases of vehicle programs and manufacturing investments.
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• Identify and pursue opportunities to influence manufacturing, automation, and sourcing specifications during the earliest planning phases of vehicle and facility programs. Position KUKA’s business divisions, products, technologies, and solutions to create measurable customer value and establish a sustainable competitive advantage.
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• Coordinate KUKA resources to maximize account penetration and business growth.
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Executive Engagement

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• Build and maintain trusted relationships with key GM decision-makers while ensuring that relevant contacts, organizational intelligence, and engagement activities are accurately documented in Salesforce.
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• Participate in EBR’s (Executive Business Reviews) and strategic planning discussions.
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• Represent KUKA professionally throughout GM's organization and at industry events within the Americas.
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Commercial Leadership

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• Lead commercial strategy development for major opportunities.
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• Serve as the cross-functional leader and internal voice of the customer by aligning KUKA sales, engineering, service, operations, and executive management teams around General Motors strategic objectives and opportunities.
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• Coordinate, lead and manage all facets of commercial proposal development, pricing, margin, strategy, and executive board approvals.
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• Lead all negotiations for commercial agreements in alignment with company objectives.
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• Drive profitable growth across all KUKA business divisions and solution portfolios, including robotics, software, mobility, engineering services, automation integration, aftermarket sales, training, and customer support.
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Qualifications

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To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

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Required

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• Candidates must possess an established network of business relationships within General Motors, including manufacturing engineering, purchasing, operations, and program leadership organizations. Existing access and credibility within GM will be weighted more heavily than direct robotics industry experience.
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• Demonstrated ability to engage and influence executive-level stakeholders while simultaneously developing relationships throughout engineering, manufacturing, purchasing, and plant operations organizations.
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• Demonstrated history of successfully managing and growing business with GM.
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• Deep understanding of GM organizational structure, decision-making processes, vehicle programs, manufacturing operations, and capital investment planning.
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• Minimum of 10 years of relevant experience supporting General Motors in sales, engineering, program management, manufacturing engineering, automation, robotics, or related technical fields.
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• Proven track record of winning and expanding strategic business opportunities within large automotive OEM accounts.
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• Ability and willingness to travel regulary throughout Michigan and the Americas, with periodic international travel to Europe, China, India and other locations as business needs require.
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Strongly Preferred

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• Bachelor's Degree in Engineering, Engineering Technology, Manufacturing, Industrial Engineering, Mechanical Engineering, Electrical Engineering, or related technical discipline.
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• MBA or advanced business degree.
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• Previous experience with robotics, industrial automation, manufacturing systems, controls, assembly systems, or capital equipment sales.
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• Prior experience supporting GM vehicle launches, manufacturing programs, or plant expansions
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KUKA is an Equal Opportunity Employer committed to building an inclusive and diverse workforce. All qualified applicants will receive consideration for employment without regard to race, religion, color, age, sex, national origin, sexual orientation, gender identity, disability status, protected veteran status, or any other factor protected by applicable federal, state or local laws.