Key Account Director

Position Overview: Strategic Account Leadership - Lead globally operating OEM accounts, ensuring alignment across regions, platforms, and commercial frameworks; Manage complexity arising from multi-region programs and diverse stakeholder structures; Define and execute a multi-year account strategy aligned with OEM roadmap and company priorities; Identify and unlock growth opportunities across platforms, technologies, and regions; Shape and influence customer roadmap, integrations, and future programs; Executive Relationship Ownership - Build C-level and senior stakeholder relationships across the OEM; Act as the single face to the customer at executive level; Lead strategic business reviews and long-term alignment; Commercial Ownership & Value Creation - Own revenue, margin, and long-term value creation; Lead complex negotiations, contracts, and partnerships; Drive share of wallet expansion across Business Units and solutions; Cross-Business Unit & Enterprise Orchestration - Lead end-to-end account coordination across all Business Units; Ensure alignment and coordination with stakeholders to deliver a consistent and integrated customer approach; Provide one aligned company interface toward the customer; Drive integrated solutions across hardware, software, connectivity, and services; Business Development & Innovation Interface - Act as bridge between customer and Business Unit/product teams; Drive co-development, integrations, and innovation initiatives; Translate customer needs into actionable product and solution inputs; Governance & Escalation Leadership - Own account governance model and decision-making structure; Lead critical escalations and complex issue resolution; Ensure clarity of ownership internally and externally; Matrix lead of a cross-functional account team, including: Sales Engineer / Project Manager; Technical Lead / Lifecycle Lead; Operations Lead; Service Lead; Define clear roles, responsibilities, and alignment within the account team

Responsibilities

Lead globally operating OEM accounts, ensuring alignment across regions, platforms, and commercial frameworks; Manage complexity arising from multi-region programs and diverse stakeholder structures; Define and execute a multi-year account strategy aligned with OEM roadmap and company priorities; Identify and unlock growth opportunities across platforms, technologies, and regions; Shape and influence customer roadmap, integrations, and future programs; Build C-level and senior stakeholder relationships across the OEM; Act as the single face to the customer at executive level; Lead strategic business reviews and long-term alignment; Own revenue, margin, and long-term value creation; Lead complex negotiations, contracts, and partnerships; Drive share of wallet expansion across Business Units and solutions; Lead end-to-end account coordination across all Business Units; Ensure alignment and coordination with stakeholders to deliver a consistent and integrated customer approach; Provide one aligned company interface toward the customer; Drive integrated solutions across hardware, software, connectivity, and services; Act as bridge between customer and Business Unit/product teams; Drive co-development, integrations, and innovation initiatives; Translate customer needs into actionable product and solution inputs; Own account governance model and decision-making structure; Lead critical escalations and complex issue resolution; Ensure clarity of ownership internally and externally; Matrix lead of a cross-functional account team; Define clear roles, responsibilities, and alignment within the account team

Requirements

Senior commercial leader (10–15+ years experience); Strong executive presence and stakeholder management; Proven experience in complex OEM environments; Cross-functional leadership; Solution / system selling; Ability to operate across Commercial, Technical & Strategic domains; University applied sciences (HBO) degree; Excellent written and spoken English; Proficiency in Microsoft Excel, PowerPoint, and Word; Strong analytical skills with the ability to interpret data and drive customer insights; Proven territory-management experience, including call planning and pipeline development; Excellent communication, interpersonal, and presentation skills; Solid understanding of basic financial statements; Strong strategic and day-to-day problem-solving abilities; Proven track record of driving sales growth with customers; Strong creative problem-solving and critical-thinking abilities; Flexibility to adapt to rapidly changing markets; Persuasiveness; Planning and organization & management control; Entrepreneurship; Market orientation, customer orientation and networking; Independence

Nice to have

Business/economics discipline; Power BI

Benefits

Growth opportunities within and across brands