Account Manager- Sales Job in Southfield, Michigan US
Account Manager- Sales
Job Description Eaton Corporation located in Southfield, MI has an opening for an Account Manager supporting the North American Automotive (NAA) organization. Under the direct supervision of the Sales Manager and functional reporting relationship to the General Managers, this position is responsible for defining (through consensus), implementing and managing the customer strategy for assigned account(s). The customer manager effectively takes ownership of the customer strategy, is responsible for commercial management of the assigned customer(s) and assigned product(s), and delivers committed performance in revenue, profitability, product technology roadmaps and superior customer satisfaction. The customer manager professionally represents Eaton Automotive and all its products sold to the assigned customer(s) and industry groups. A. Develops (through consensus of cross-functional team and senior management) and deploys a comprehensive customer strategy which achieves strategic alignment of Eaton and the customer's key issues/initiatives. B. Functions as key focal point for all strategic customer issues within NAFTA and supports Eaton´s global and strategic account managers for the assigned customer(s) While the primary commercial focus is for the NAFTA market, the customer manager should have a global perspective and when appropriate, align with global peers associated with the assigned customer(s). C. Articulates clear understanding of current/future targets for relevant product market shares, competitive positioning, pricing strategies and standard profits which achieve Eaton's expectations. D. Relentlessly monitors market dynamics (global and regional) including customer and competitor developments, and recommends strategies to counteract these pressures to senior management. E. Utilizes the Eaton Business System´s Value Cycle process and tools to develop (in consensus with product managers) and deploy comprehensive value based pricing strategies which are market driven, based on value provided, and the competitive landscape. The pricing strategies, which will include an analytical approach, must support Eaton's long-term financial targets, and provide ?globally consistent pricing? to avoid region to region ?self-competition?. F. Takes ownership of total customer satisfaction. Establishes and executes regional customer relationship review process and corrective action plans, as appropriate. Champions Eaton?s standing on customer performance metrics (accuracy, corrective action plans). G. Manages all commercial aspects of account(s) including program bidding and negotiation, commercial warranty claims, commercial impacts to program scope changes, and all other commercial and pricing activities associated with the account(s). Develops and deploys (in consensus with Product Manager and the cross-functional team) a product technology roadmap which effectively translates customer needs into product features. Leadership responsibility of commercializing new products resulting from RD investments. H. Provides customer interface strategy (points of contacts, frequency) and builds strong rapport with key customer decision-makers. I. Develops the appropriate customer sales forecast for the annual business plans (profit plan, strategic plan). Basic Qualifications (Including Educational Requirements) Basic Qualifications: ? Bachelor degree in Engineering or Business from an accredited school ? Minimum of three years of experience in a manufacturing environment. ? Must be legally authorized to work in the United States without company sponsorship. Position Criteria: ? Excellent negotiating, interpersonal, communication, and strategic planning skills ? Practical understanding of value based selling and pricing ? Demonstrated ability to achieve results in a matrix environment ? Broad business acumen, ability to plan and manage execution of business plans ? Strong negotiation skills and solid technical experience ? Knowledge of Powertrain Engines ? Strong sales track record and experience of international complex negotiations ? Development of Pull Through Marketing activities that support installation rates growth Preferred Qualifications: ? Master degree in Engineering or MBA ? Five years of OEM or Tier One sales experience ? Experience within the commercial / Off-highway industry and understanding of market channels ? Demonstrates deep understanding of the industry and organization (customer focus) ? PL, cost estimating pricing, Internal Rate of Return, Net Present Value, etc ? Demonstrated ability to lead and develop talent ? Ability to influence outside of a direct reporting relationship ? Powertrain and drive train system knowledge