Senior Manager - Key Account Management & Business Development

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June 27

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Celestica

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B2B • Manufacturing • Supply Chain

Celestica is a global B2B leader in design, manufacturing and supply chain solutions for the world's most innovative companies. We work with the world’s leading brands to imagine, design and build industry-leading products and solve complex technology challenges that move the world forward. We’re involved in every part of the product journey – from how products are designed and engineered, sourced and supplied, to how they are manufactured and serviced.

10,000+ employees

Founded 1994

🤝 B2B

💰 $660.4M Post-IPO Debt on 2021-09

📋 Description

• Provides direct and indirect supervision to 2 or more subordinate employees performing diverse roles within the Business Development organization. • Accountable for projects or programs on a multi-functional and global basis. • Work is guided by broad company objectives and corporate policy and requires developing solutions, precedents, and/or policies. • Receives assignments in the form of objectives and develops the strategies and tactics to accomplish those goals. • Establishes long-term plans/objectives and recommends changes to policies. • Manages department budgets. • Erroneous decisions or failure to achieve goals may result in loss of revenue and may have a significant financial impact on the region or corporate profitability. • Provides direct supervision to others and coordinates the activities of a portion of the global Business Development organization, with responsibility for results in terms of costs, methods, and employees. • Reviews employees’ performance and recommends employee compensation; coaches for improved performance and disciplines as necessary. • Provides final approval for subordinate managers’ salary and performance recommendations. • Builds cross-functional relationships where persuasive skills, negotiation skills, and considerable tact are required to gain support. • Maintains positive relationships with key customers who have a significant impact on the success of the organization. • Primary business interface with customer executives on issues related to business management. • Interactions normally involve controversial situations, customer negotiations, or influencing and persuading executives internally and externally. • Accountable for overall strategic business management within assigned accounts. • This role reports to the Customer Unit General Manager. • Maintains a minimum revenue accountability (a personal sales quota – not a team quota) equivalent to at least US$2M in value-add. • Acts as the strategic business interface for several accounts on a global basis. • Accountable for understanding the customer's overall strategy and direction in the 1-5 year timeframe. • Develops the strategies and tactics (including pricing strategies) which Celestica will use to win, protect and grow business with the customer. • Develops customer presentations and proposals. • Provides direction, guidance and support to the Sales and Operations teams in order to ensure alignment with the strategy and execution of the tactics developed for the account. • Conducts contract and agreement negotiations, including the development and execution of the negotiation mandate and strategy. • Ensures that all RFQ responses & proposals are complete, accurate, on-time & consistent with the overall account strategy. • Represents Celestica’s overall business interests. • Actively manages customer perceptions. • Advises on execution of contract terms and conditions. • Performs analysis, qualification and determines new opportunities. • Coordinates all strategic account activities globally. • Manages/coaches/mentors direct reports.

🎯 Requirements

• Strong business management skills. • High level of business acumen. • Strong time management skills and multi-tasking skills are a requirement. • Strong business development skills, win/win negotiation skills, contract negotiation skills, communication skills, teamwork skills, interpersonal skills are all critical. • High degree of computer literacy, with proficiency in Microsoft Office applications. • Strong skills and abilities in conflict resolution, influencing individuals over which you have no direct authority, and developing complex account strategies is critical. • HR/team management skills necessary to manage a team of direct reports.