About the Role
The Key Account Manager (KAM) is responsible for managing and growing strategic customer relationships within the electronics manufacturing industry. This role serves as the primary point of contact for key customers, ensuring customer satisfaction, driving revenue growth, and coordinating cross-functional teams to deliver products and services that meet customer requirements.
The KAM works closely with Sales, Program Management, Engineering, Supply Chain, Quality, Production, and Finance teams to support customers throughout the product lifecycle, from quotation and new product introduction (NPI) to mass production and after-sales support.
Responsibilities
- Serve as the primary contact for assigned key accounts.
- Build and maintain strong relationships with customer stakeholders at various organizational levels.
- Understand customer business objectives, product roadmaps, and future requirements.
- Ensure high customer satisfaction through proactive communication and issue resolution.
- Drive revenue growth and achieve sales targets for assigned accounts.
- Identify new business opportunities, projects, and product lines within existing customers.
- Prepare quotations, pricing proposals, and contract negotiations.
- Support business development activities and customer acquisition efforts.
- Coordinate with internal teams to ensure successful launch of new products and programs.
- Monitor project milestones, schedules, and deliverables.
- Facilitate communication between customers and manufacturing operations.
- Manage engineering change requests (ECR/ECO) and customer requirements.
- Manage customer contracts, pricing, and commercial agreements.
- Monitor profitability and gross margin performance of assigned accounts.
- Support annual price reviews, cost reduction initiatives, and business planning activities.
- Ensure accurate sales forecasting and demand planning.
- Work with Supply Chain, Planning, and Production teams to meet customer delivery commitments.
- Address customer concerns related to quality, delivery, and production issues.
- Coordinate corrective actions and continuous improvement initiatives.
- Support capacity planning and inventory management discussions with customers.
- Prepare account performance reports, sales forecasts, and business reviews.
- Analyze market trends, customer demands, and competitive activities.
- Present business updates and strategic plans to management and customers.
- Maintain accurate records within CRM and ERP systems.
Qualifications
- Bachelor's degree in Business Administration, Marketing, Engineering, Electronics, Industrial Engineering, or a related field.
- MBA is an advantage.
- 5-10 years of experience in Key Account Management, Sales, Business Development, or Program Management within the Electronics Manufacturing Services (EMS), semiconductor, PCB, or electronics industry.
- Experience managing global or multinational customer accounts is preferred.
- Proven track record of achieving sales growth and customer retention goals.
- Understanding of electronics manufacturing processes, PCB assembly (PCBA), semiconductor, EMS, or OEM/ODM business models.
- Knowledge of NPI, product lifecycle management, supply chain operations, and manufacturing processes.
- Familiarity with ERP and CRM systems.
