Manager (Director - External Facing), Strategic and Key Account Management (SKAM)

Company Description

Simply stated, at Bosch Building Technologies (Security Systems), we envision “Intelligent building technologies that create a fascinating experience in public and commercial spaces”. Our mission is to create “building solutions for a better life”. Along this journey, we want our customers to perceive us as a company that offers building solutions that are anticipating and sustainable, as well as being a company that provides inspiring opportunities for its partners.

In North America, Bosch works closely with an extensive network of dealers and integrators to design dependable solutions for the market. Bosch products are designed to work together to maximize facility control, better mitigate risks and make systems easy to use and manage. The company’s broad portfolio of products and systems are used by retail stores, government agencies, hospitals, critical infrastructure facilities, and in many other residential, commercial and industrial environments throughout the region.

This is a remote position based from your home office.  This position requires up to 75% travel and supports the US.  Preferred locations are near major metropolitan airports. 

Job Description

As the Director of Strategic Key Account Management (SKAM) for Access and Intrusion products of Bosch, you will be at the forefront of our efforts to define and implement the right strategy to “win” and drive sales with our existing portfolio. Moreover, you will ensure that our products meet key customer needs while aligning with corporate objectives. This role requires a high level of strategic thinking, relationship building, and sales expertise. You will develop and implement strategic plans, manage a high-performing team, and foster strong relationships with key stakeholders. The ideal candidate will have a proven track record of success in managing large, complex accounts and driving revenue growth through innovative sales strategies. This position requires a strategic thinker with a deep understanding of the market, exceptional leadership skills, and the ability to drive results in a fast-paced environment.

• Define and adjust the overarching key account management strategy that aligns with higher-level corporate objectives and sales strategy, supporting the overall growth of TNS.
• Identification of potential new focus key accounts by detecting strategic growth opportunities for the future.
• Ensure all key account channels (corporate, NAM) are performing well and growing, and collaborate closely with Regional Directors to ensure third key account channel (local branches) are aligned.
• Define and maintain the overall program for key accounts to safeguard direct sales (as preferred sales channel) from key accounts (vs. indirect channels).
• Continuously evaluate and refine key account strategy based on market trends, competitive landscape, and key account feedback and collaborate closely with the VP of Sales to align key account strategies and define department’s quarterly targets.
• Accountable for the achievement of the department’s assigned targets for profitable sales volume and the achievement of the business’ overall objectives (e.g., “go-to-market” strategy defined by Marketing).
• Lead, mentor, and manage a team of Key Account Managers (SKAMs), Enterprise Architects (EAMs), and Field Sales Engineers (FSE), fostering professional growth and high-performance levels.
• Ensure collaboration of SKAMs and EAMs with Customer Enablement Manager from Marketing, with Regional SDMs in their sales territories, and with the SBV (BusDev) team for specific vertical growth.
• Prioritize and allocate FSE effectively to support strategic initiatives and key account needs.
• Support SKAMs by setting performance objectives, financial targets, and critical milestones for growth, and support in sales activities (if required).
• Track key performance indicators (KPIs) and metrics of direct reports on a (bi)weekly basis, including TNS (Total Net Sales), pipeline, order intake, and activities, as well as rotating KPIs from “go-to-market” strategy.
• Conduct regular performance reviews with direct reports to discuss goal achievement, performance, and career development.
• Provide comprehensive sales activity reports to VP Sales including pipeline updates, and customer information through effective utilization of the CRM tool.
• Ensure the implementation of tactical strategies, such as key account programs and the deployment of demo cases.
• May engage in key account events, seminars, and other relevant activities to foster relationships and stay informed about industry trends.
• Build and maintain long-lasting relationships with key account stakeholders, ensuring alignment with their strategic objectives and delivering exceptional customer value.
• May take over the responsibilities of key account manager for some of the key accounts in personal union for periods of time (i.e., including all communication, contractual, and sales activities related to SKAM role).

Qualifications

• Bachelor's degree with focus on Sales, Customer Relationship Management, other business-related field or with focus on technical area (preferably Electronic Security and Life Safety) required.
• Master’s degree with focus on Sales, Customer Relationship Management, other business-related field or with focus on technical area (preferably Electronic Security and Life Safety) preferred. 
• 10+ years’ experience in the Electronic Security and Life Safety industry required. 
• Entrepreneurial mindset and results orientation.
• Diverse knowledge in areas of personnel management, project management, business operations, and development.
• Proven ability to mentor, motivate and manage performance effectively.
• Strong presentation skills, as well as verbal and written communication skills.
• Excellent strategic planning and organizing skills.
• Analytical skills with ability to interpret market data and trends, and ability to anticipate and adjust strategies accordingly.
• Commercial savvy and resourcefulness in identifying and capitalizing on new and existing market opportunities.
• Demonstrates strong work and business ethics.
• Proficiency in Microsoft Office (Word, Excel, Power Point).
• Willingness to travel up to 75% of the time.

Additional Information

The U.S. base salary range for this full-time position is $165,000 to $175,000, plus commission.  Within the range, individual pay is determined based on several factors, including, but not limited to, work experience and job knowledge, complexity of the role, job location, etc.  In addition to your base salary, Bosch offers a comprehensive benefits package that includes health, dental, and vision plans; health savings accounts (HSA); flexible spending accounts; 401(K) retirement plan with an employer match; wellness programs; life insurance; short and long term disability insurance; paid time off; parental leave, adoption assistance; and reimbursement of education expenses. Learn more about our full benefits offerings by visiting: https://www.myboschbenefits.com/public/welcome. Pay ranges included in the postings generally reflect base salary; certain positions may include bonus, commission, or additional benefits.

• All your information will be kept confidential according to EEO guidelines.
• By choice, we are committed to a diverse workforce - EOE/Protected Veteran/Disabled.
• BOSCH is a proud supporter of STEM (Science, Technology, Engineering & Mathematics) Initiatives: FIRST Robotics (For Inspiration and Recognition of Science and Technology) and AWIM (A World In Motion)
• Indefinite U.S. work authorized individuals only. Future sponsorship for work authorization is not available.
• Bosch Building Technologies intends to transform our business and thrive under new ownership! We are committed to expand our business and looking for talented individuals to join us on this exciting journey!  
• Learn more here: https://www.bosch-presse.de/pressportal/de/en/realignment-bosch-building-technologies-to-focus-on-systems-integration-business-259403.html