Global Key Account Manager

Job Description

Position: Global Key Account Manager

Location: Turin, Italy

Reports to: Head of Sales

Department: Sales & Commercial

Our Client is one Global Leading European Automotive Techonology company with more than 20,000 employees globally.

Position Overview

The Global Key Account Manager is responsible for leading the global commercial relationship, strategy, and business development activities for a major global automotive customer. This role drives new business growth, manages OEM relationships, and secures long-term commercial partnerships across all regions. The position involves global coordination, strategic steering, and senior-level relationship management.

Geographical Scope

• Global responsibility for the assigned OEM Key Account

Key Responsibilities

1. Global Relationship Management

• Ensure a consistent global approach across all regions, including commercial terms, quote templates, NDAs, cost breakdowns, and contract documentation.
• Conduct regular meetings with customer leadership to align joint targets, initiatives, and long-term objectives.
• Maintain updated account playbooks, vehicle roadmaps, organizational charts, and stakeholder maps.
• Serve as the primary escalation point for all account-related topics, including commercial matters, quality issues, and project execution challenges.

2. Internal Strategy & Steering

• Develop internal “how-to” guides and training materials to support teams in effectively managing the global account.
• Maintain an up-to-date database of all relevant contracts, agreements, and commercial frameworks.
• Present the annual Global Account Strategy to the company’s executive management team.
• Act as the internal subject-matter expert on the customer’s strategy, priorities, and long-term needs.
• Ensure accuracy of the global sales plan for the account, maintaining all data required for budgeting and mid-term planning.
• Lead the internal process to assess which customer programs should be included in budget, resource allocation, and production capacity planning.

Key Internal Collaborations

• Chief Sales & Business Leadership: Align on global account strategy and ensure a balanced approach relative to other major customers.
• Executive Management Team: Provide updates on account performance, opportunities, and risks.
• Strategy & Partnerships: Support M&A or partnership activities affecting the account; ensure coordinated negotiation strategy and clear role definitions.
• Product Management & Engineering: Co-develop customer offers, technical solutions, and value propositions.
• Finance & Operations: Coordinate forecasting, pricing, cost modeling, and capacity planning.
• Marketing & Communications: Align customer messaging and brand positioning across markets.

Decision-Making Authority

• Lead commercial negotiations and approve customer-facing commercial terms within delegated authority.
• Influence pricing strategy, revenue pipeline development, and commercial forecasting.
• Manage the global budget for the assigned key account.

Required Competencies

Knowledge

• Bachelor’s degree in Business, Engineering, or equivalent (MBA preferred).
• Strong understanding of OEM sales cycles, commercial contract structures, and automotive industry dynamics.

Experience

• 10+ years of progressive sales or commercial leadership experience in the automotive or Tier-1 supplier environment.
• Proven ability to secure, develop, and manage large global OEM accounts.
• Strongly preferred: experience working with major global OEMs (e.g., Stellantis, Volkswagen, or similar).
• Experience implementing and governing global commercial processes.
• Demonstrated leadership experience, ideally in a matrixed or multinational setting.
• Prior involvement in global account strategy, cross-regional coordination, and long-cycle commercial negotiations.

Skills

• Excellent negotiation and communication abilities.
• Strategic thinker with a hands-on execution mindset.
• Strong analytical, financial, and data-driven decision-making skills.
• Excellent stakeholder management and intercultural communication capabilities.
• Ability to thrive in a fast-paced, evolving, and entrepreneurial environment.