Account Manager - Mahle
Troy, MI
About the Job
This position will be part of a smaller team responsible for the success of the HVAC product marketed for the Residential and Commercial Division. Opportunities exist to make a direct impact and affect high-volume growth of this team. Highly visible role at an exciting time for this team and MAHLE.
SUMMARY
Cultivate relationships with key customer individuals across a variety of Functions. Ensure that other key employees have relationships with their counterparts at the customer. Develop a customer strategy that identifies new opportunities, positions the company to win new business, and exercises leadership in the execution of the strategy. Act as focal point for all commercial discussions/negotiations. Coordinate activities with Program Managers in the event of a pending milestone might be missed to establish "get well" plan and notify customer.
ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.
Understand macro industry trends, how they affect our customers, how the customers' reaction affects our company, and recommend course of action for our company to best leverage said changes/trends to our company's benefit. Attend trade shows to collect market/competitor intelligence.
Manage the overall relationship between our company and assigned Accounts/Customers (up/down and across key functional groups).
Establish matrix identifying key customer individual, who at our company should interact with them, and the frequency.
Determine which customer individuals are pro, con or neutral toward our company and develop plan to maximize the number that at pro-our company.
Serve as the main customer contact, educate them about the value proposition that our company provides to them, as well as entertain them.
Timely quotation of new business by internally driving the quote process, including PAC reviews and initiation of SOF and subsequent updates to information.
Prepare pricing proposals, review them with customers and address any concerns.
Account Manager must plan, prepare, and conduct customer presentations, coordinate customer visits to the plant and attend and lead commercial customer meetings. Travel as required (domestically and internationally).
Develop a customer strategy that identifies new opportunities, positions our company to win new business, and exercises leadership in the execution of the strategy.
Lead the sales effort to achieve internal acceptance of the customer strategy from other functional areas before implementation.
Negotiate long term contracts, new production pricing (annual productivity, design and/or process change related, new product, etc.), warranty terms & conditions, prototype prices.
Keep the rest of the assigned company team members up-to-date regarding quotes submitted and requests-for-quotes.
Address customer concerns or issues as they arise by determining who at our company is best suited to resolve it and marshalling company resources to address the concern to the customer's satisfaction.
Provide customer market intelligence to MAHLE and act as focal point to determine how best to respond to the information.
Monitor customer activities in new procedural policies and notify affected company functional groups so that appropriate action can be taken.
Proactively obtain program updates from Program Managers to ensure that program timing is not in jeopardy.
With the Program Manager, determine what, when and how to notify customer in the event of a milestone that is going to be missed, or a test failure occurred, etc. and then be part of the communication loop.
Provide input as necessary to the Forecast Preparation
Assist Accounting in resolving invoice discrepancies, delinquent payments, etc. by contacting the appropriate customer individuals. Provide input to the preparation of obsolescence claims and negotiate the claims with the customer.
Be able to achieve a working knowledge of company's core competencies.
Complies with Company policies, procedures, guidelines and standards
EDUCATION and/or EXPERIENCE
Bachelor's Degree in Engineering or Business from a four year college or university and one or two years related experience or training, or an equivalent combination of education and experience. Commercial account management experience. Automotive or HVAC industry experience. MBA preferred for Senior Account Manager.
Requires ability to manage an account/customer, or more than one, which entails in-depth knowledge of contract negotiations and product development.
External Job Desc Footer Required.
Closin
SUMMARY
Cultivate relationships with key customer individuals across a variety of Functions. Ensure that other key employees have relationships with their counterparts at the customer. Develop a customer strategy that identifies new opportunities, positions the company to win new business, and exercises leadership in the execution of the strategy. Act as focal point for all commercial discussions/negotiations. Coordinate activities with Program Managers in the event of a pending milestone might be missed to establish "get well" plan and notify customer.
ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.
Understand macro industry trends, how they affect our customers, how the customers' reaction affects our company, and recommend course of action for our company to best leverage said changes/trends to our company's benefit. Attend trade shows to collect market/competitor intelligence.
Manage the overall relationship between our company and assigned Accounts/Customers (up/down and across key functional groups).
Establish matrix identifying key customer individual, who at our company should interact with them, and the frequency.
Determine which customer individuals are pro, con or neutral toward our company and develop plan to maximize the number that at pro-our company.
Serve as the main customer contact, educate them about the value proposition that our company provides to them, as well as entertain them.
Timely quotation of new business by internally driving the quote process, including PAC reviews and initiation of SOF and subsequent updates to information.
Prepare pricing proposals, review them with customers and address any concerns.
Account Manager must plan, prepare, and conduct customer presentations, coordinate customer visits to the plant and attend and lead commercial customer meetings. Travel as required (domestically and internationally).
Develop a customer strategy that identifies new opportunities, positions our company to win new business, and exercises leadership in the execution of the strategy.
Lead the sales effort to achieve internal acceptance of the customer strategy from other functional areas before implementation.
Negotiate long term contracts, new production pricing (annual productivity, design and/or process change related, new product, etc.), warranty terms & conditions, prototype prices.
Keep the rest of the assigned company team members up-to-date regarding quotes submitted and requests-for-quotes.
Address customer concerns or issues as they arise by determining who at our company is best suited to resolve it and marshalling company resources to address the concern to the customer's satisfaction.
Provide customer market intelligence to MAHLE and act as focal point to determine how best to respond to the information.
Monitor customer activities in new procedural policies and notify affected company functional groups so that appropriate action can be taken.
Proactively obtain program updates from Program Managers to ensure that program timing is not in jeopardy.
With the Program Manager, determine what, when and how to notify customer in the event of a milestone that is going to be missed, or a test failure occurred, etc. and then be part of the communication loop.
Provide input as necessary to the Forecast Preparation
Assist Accounting in resolving invoice discrepancies, delinquent payments, etc. by contacting the appropriate customer individuals. Provide input to the preparation of obsolescence claims and negotiate the claims with the customer.
Be able to achieve a working knowledge of company's core competencies.
Complies with Company policies, procedures, guidelines and standards
EDUCATION and/or EXPERIENCE
Bachelor's Degree in Engineering or Business from a four year college or university and one or two years related experience or training, or an equivalent combination of education and experience. Commercial account management experience. Automotive or HVAC industry experience. MBA preferred for Senior Account Manager.
Requires ability to manage an account/customer, or more than one, which entails in-depth knowledge of contract negotiations and product development.
External Job Desc Footer Required.
Closin
Source : Mahle
