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Senior Commercial Account Manager


Auburn Hills, United States of America

Role Purpose
Manage the customer relationship, utilising a multi-locationed team, ensuring the achievement of customer satisfaction and Driveline’s business objectives.

Key Responsibilities
Develop, implement and update the customer strategy upon appropriate interpretation of: divisional strategy; market intelligence, customer intelligence; costing and pricing agreements; contracts; legal issues.

Control the global customer pricing strategy including maintenance of an up-to-date price list and co-ordination of amendments with the selling companies.

Devise, implement and control the policy for the disclosure of information to the customer.

Identify and promote sales strategies based on a clear understanding of our competitive position, business needs and successful strategies for competitive differentiation.

Maintain a proactive account planning process.

Lead the representation of the customer within Driveline ensuring that customer information is communicated to the relevant functions and customer issues are appropriately responded to.

Prepare submissions in accordance with business processes, eg. PQD and APC.

Ratify customer commercial proposals.

Manage the preparation and delivery of quotations and new propositions to the customer.

Lead negotiations.

Manage customer cost down initiatives.

Monitor account performance against budget including sales to budget, product margins and cost of sales ensuring that variances are explained.

Maintain customer agreements, contracts and licences ensuring that the relevant expert advice is sought when appropriate.

Ensure adherence to internal authorisation processes.

Ensure that activities are in accordance with GKN guidelines on corporate behaviour.

In conjunction with the customer chief engineer, ensure that Driveline product selection procedures are followed.

Establish and maintain amongst team members an in-depth and current understanding of the customer including: market position; vehicle strategy; commodity purchasing; competitor activities, organisation.

Monitor, measure and manage, both informally and formally, the customer’s perception of Driveline.

Maintain an up-to-date profile of the customer’s “spider”.

Create and implement a customer contact plan.

Lead Driveline’s representation at the customer.

In conjunction with the Customer Chief Engineer, ensure that ‘best practice’ advice on driveline engineering is provided to the customer.

Promote the benefits of full service supply initiatives with the customer.

Promote and manage the involvement in broader vehicle activities of the customer.

Initiate and manage networking throughout the customer.

Initiate opportunities to extend and enhance the customer relationship through visits and technical days.

In conjunction with the Customer Chief Engineer, identify the requirement for resident engineers and support their integration in the customer’s organisation.

Qualifications / Experience / Skills

Bachelor's Degree: Engineering preferred
Fluent in English
Experience with OEM Customer in an Account Management or Sale Engineer type role
Automotive manufacturing exposure
Experience working with a technical product
Strong communication skills, verbal and written
Proven negotiation ability
Experience working cross functionally in an organization with functions such as program management, engineering, manufacturing, finance, purchasing, etc.
Strong interpersonal and team skills
Ability to manage multiple priorities in a fast paced, high stress environment

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