The Role
Manage automotive OEM customer accounts from RFQ through end of production, including relationship development, contract and pricing negotiations, quotations, project coordination, customer site visits, forecasting, sales strategy, accounts receivable, and inventory control. Collaborate with engineering, logistics, and program management teams while pursuing new business and meeting sales targets. Travel to customer sites at least 20%.
Summary Generated by Built In
Sanhua Automotive is looking for an Account Manager to join our team in our Auburn Hills office.
The ideal candidate comes with 2-3 years of experience in account management and sales for an automotive component supplier. They posses a strong understanding of the fundamentals of the automotive industry sales process experience is a critical factor in this role.
Responsibilities:
The Account Manager is responsible for:
- Relationship and Account Management: Manage the overall relationship with customers, cultivating key stakeholder relationships across sales and application engineering functions to ensure successful account management and support for all projects from RFQ to EOP.
- Contract and Pricing Negotiation: Negotiate long-term contracts, new production pricing, warranty terms, and prototype prices to secure new business and achieve yearly sales targets. Provide input for Automotive Forecast Preparation and obsolescence claims negotiations.
- Project and Quotation Management: Oversee project management for assigned customers, drive internal cost analysis for new project quotations, anticipate customer RFQ and RFI activities, and quote Engineering Change Requests (ECR).
- Customer Support and Site Visits: Attend regular site visits to customers, coordinate with engineering on assigned tasks, and ensure customer demand fulfillment in collaboration with the logistics team.
- Leadership and Strategy Implementation: Implement business sales strategies established by the Key Account Manager. With the account without a Key Account Manager, take the lead in driving sales efforts, facilitating commercial discussions and negotiations, and lead sales efforts to gain internal acceptance of customer strategies.
- Market Trend Monitoring and Reporting: Follow market trends, keep management informed on important issues concerning assigned accounts, and coordinate with the Program Manager to ensure program milestones and production capacity are on track.
- Sales and Accounts Receivable Control: Review weekly sales and AR amounts, follow up with customers to maintain company sales and AR targets, and provide input for the preparation of obsolescence claims.
- Major KPIs: Sales Plan setup and execution, On top of Account Receivable and Inventory control, New business pursuing.
Requirements:
Skills:- Negotiation and Persuasion: Essential for closing deals and maintaining profitable relationships.
- Communication: Key for client interactions, presentations, and internal coordination.
- Analytical and Strategic Planning: Important for market analysis, forecasting, and developing sales strategies
- Leadership and Team Management: Useful if the role involves leading a sales team or coordinating with other departments
- Bachelor’s degree in business, marketing, engineering or a related field is required, along with significant experience in sales, particularly in the automotive industry.
- Networking: Strong networking skills to build and maintain relationships with key stakeholders in the automotive industry. Ability to communicate effectively and engage with people at different levels within customer and corporate organizations.
- Willingness to Travel a minimum of 20%
Skills Required
- 2-3 years of account management and sales experience
- Experience with an automotive component supplier
- Understanding of automotive industry sales processes
- Bachelor's degree in business, marketing, engineering, or a related field
- Negotiation and persuasion skills
- Strong communication and presentation skills
- Analytical and strategic planning skills
- Networking and stakeholder relationship-building skills
- Willingness to travel a minimum of 20%
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The Company
What We Do
As the largest producer of Service Valves, Reversing Valves, Electronic Expansion Valves and Microchannel (HVACR) in the world, Sanhua has earned the trust of major HVACR brands globally. Quality is the foundation for every product manufactured resulting in world class parts per million numbers.
