Senior Account Manager

JOB SCOPE


Under minimum supervision, develops and maintains assigned account for one or multiple German customer accounts in order to increase sales and profits. Designs and implements sales strategies, calls on one or multiple specific customer(s), presents new concepts and products and ensures proper sales service. Supports company-wide efforts to increase sales volume and profit margin from the assigned one or multiple customer accounts.

MAJOR RESPONSIBILITIES

• Assesses and determines customer needs and how they can be best meet relative to Dura and their customers. Participates in the development of sales projections, market potentials and trends.
• Develops and recommends programs or projects directed at maintaining and increasing sales or overcoming customer objections to current products. Recommends, develops and implements programs and projects directed at recovering, maintaining or increasing profitability as well as programs and projects that utilize corporate strengths in design and manufacturing.
• Acts as liaison between Dura and customers and maintains on-going, open communications at all times. Works in Cross Functional Teams with APQP-Process.
• Solicits, records and administers customer purchase orders, tooling orders and sample data.
• Prepares data, information, forecasts or surveys that report, justify or analyze current and future positions or plans. Prepares sales reports for current business. Prepares sales estimates for short and long range factors impacting company plans, projects, goals and projections.
• Prepares and performs price negotiations together with other Functional Areas and Sales Director.

ADDITIONAL RESPONSIBILITIES / TASKS

• Focuses on strengthening the Company's position by providing overall guidance and key account relationship building assistance.
• Primary focus is to ensure the Company's relationships are at the highest level within customer relative to Styling, Quality, Engineering, Design, Purchasing, and the aspects of Customer Service, while interfacing with and supporting the Business Unit personnel.
• Becomes a "Voice of the Customer" within the global organization and strengthen its customer focus and market-driven management approach.
• Takes responsibility for the development and direction of the specific customer related STRAP (strategic account planning which includes identification of market trends, future programs, commercial aspects, competitive intelligence, product changes, etc.)
• Supports Business Unit STRAP (strategic account planning which includes identification of market trends, future programs, commercial aspects, competitive intelligence, product changes, etc.) as required.
• Accountable for ensuring a successful growth strategy with the assigned customer locally.
• Works with Product Engineering and Program Management to ensure that Dura new product development meets or exceeds customer expectations as defined by customer executives within advanced engineering and/or styling.
• Performs any additional special projects as assigned by superior.

REQUIRED QUALIFICATIONS


(education & relevant experience)

• Master Degree or equivalent experience/qualification. MBA preferred.
• More than 5 years
• Fluent English speaker, Spanish is a plus
• Extensive experience with cost/benefit analysis, value proposition/management, financial analysis, business case development
• Experience in automotive of which at least 5 years as Key Account Manager
• Experience with local OEMs and Tier1 essential; extensive knowledge of the organization and key (senior) contacts within OEMs e.g. Stellantis, GM, Ford, etc.
• Highly developed negotiation and interpersonal skills.