Account Manager

Dover Corporation • Livonia, MI

14d • Onsite

About The Position

This position will function as the primary Commercial Contact/Liaison for Warn Automotive within the assigned customers, projects, markets, and/or technologies. This position applies engineering discipline to a sales/liaison function to provide consultative selling in highly engineered environments. To properly interface with our customer base, extensive and diversified knowledge of engineering and manufacturing principles and practices will need to be employed to help create value through engineering integration, as well as, managing the revenue and margin targets. Account management is critical, including customer systems/portal usage and data entry knowledge. Acts as the primary liaison between Warn Automotive and the customer on system and product-related issues. This role functions as a “utility player” within the Sales group to help support market needs across all of the OEM landscape and provide coverage for other Sales team members in accordance with company needs. This position may be requested to support Business Development in appropriate activities.

Requirements

• Bachelor’s Degree from an accredited college, Engineering degree preferred, MBA beneficial.
• Five or more years of professional experience (or less with Engineering degree) with business development, account management, application engineering, and/or project management responsibilities are required.
• Working with OEMs in automotive market is preferred
• Experience in a highly engineered product/industry role with consultative selling environment is preferred.
• Successful experience with customer negotiations and leading cross-functional groups.
• High skill level in negotiation to achieve margin returns while effectively interacting with customers achieving a win-win result with high customer satisfaction.
• Excellent oral and written communication skills commensurate with the job tasks and position necessary to communicate clearly and effectively with internal and external customers while providing exceptional quality of work and outstanding customer service.
• Ability to effectively, independently and professionally create and present highly technical sales and marketing presentations to customers and management team in a manner designed to educate, inform and influence.
• Ability to maintain responsiveness through travel and other internal/customer obligations.
• Expert level knowledge and utilization of Microsoft Office software, particularly Excel, PowerPoint and Outlook and all other software and hardware necessary to perform the essential functions of the position.
• Ability to create, review, comprehend, interpret, process and evaluate effectively documents written at the highest levels in English, in conjunction with the performance of the essential functions and other assigned job duties.
• Must have mathematical skills equivalent to those required under education and/or experience.
• Must be capable of comprehending basic finance calculations required for establishing a business case and analyzing projects such as revenue, margin, burden, labor and other calculations.
• Excellent interpersonal and conflict resolution skills including ability to work efficiently in, and sometimes lead, a fast-paced work environment while maintaining a calm, rational and respectful demeanor and communication style in times of stress occasioned by work demands, tight timelines, high expectations, unexpected issues, and other work-related issues or concerns that may cause a heightened level of anxiety, frustration, anger, disappointment, confusion, etc.
• Proven skill in taking firm stances on issues within the framework of a team-based culture.
• Demonstrated negotiation skills that benefit the selling organization.
• Strong technical, trouble-shooting, problem solving, research, organizational and analytical skills, both as an individual contributor and as a leader, combined with the ability to prioritize tasks and establish and meet deadlines.
• Ability to multitask is also essential while remaining flexible with changing priorities and deadlines.
• Well-reasoned decision making with a high attention to detail regarding organization, planning, work flow, and project prioritization to ensure tasks are completed efficiently and accurately.
• Highly ethical, self-motivated individual with ability to work independently and/or with limited direction, as well as ability to lead and motivate a project team, while consistently demonstrating collaborative, respectful and productive work habits.

Nice To Haves

• Passion for the Automotive industry a plus.
• Career history characterized by strong employers operating in growth environments, stability in employment and success in assignments.

Responsibilities

• Lead or co-lead multiple large projects simultaneously and direct the efforts of the organization to meet/exceed customer expectations in order to ensure successful project completion. This includes but is not limited to margin accountability for projects involving annual revenue potential above $30,000,000.
• Participate as a support role for projects led by other team members. Specific leadership and support of customer/market projects will vary based on the strategic growth pipeline. Collaboration and the leveraging of the organizational structure will be necessary in order to accomplish this properly for all functional areas.
• Must be comfortable working with constantly changing project priorities to optimize Warn Automotive growth opportunities.
• Facilitate and participate in communication that is professional, respectful, courteous and effective manner with all employees, customers, vendors, visitors and others with whom we may work or interact.
• Managing to high Customer Satisfaction driving cross functional team results to highly competitive Customer Score Card ratings.
• Consistently work with customer contacts, including but not limited to; project engineers, buyer/planners, quality, executive management, and shop floor personnel to build, maintain, and grow Warn Automotive’s relationship with the customer.
• Develop business case analysis with support from finance, program management, engineering, manufacturing, and other areas of the organization to fit Warn Automotive objectives.
• Facilitate commercial, technical, and sometimes quality-related communication between Warn Automotive, customer and other supplier partners. Attend meetings at customer and other supplier facilities.
• Facilitate customer and Warn-Automotive led design review meetings, as well as, continuous improvement, value analysis / value engineering, etc. Take a leadership role in the meetings and assignments, aggressively pursue Warn-Automotive related issues at meetings, and quickly communicate information internally
• Develop new markets, applications, customers and technology outlets for Warn Automotive products, core competencies, and intellectual properties consistent with the business strategy.
• Support tradeshow activity where necessary.
• Achieve annual revenue and earnings objectives within assigned customers.
• Plan, direct and coordinate the activities of the Warn Automotive team to obtain financial goals and constantly improve our competitive position in the market.
• Develop monthly sales forecast to drive consistent, accurate data for assigned accounts; provide market intelligence on market, customers, competitors, and leading industry trends; evaluate and drive the continuing appraisal of pricing and other policies; and procedures with respect to assigned projects/customers/markets.

Benefits

• Medical, Dental, and Vision start on day one of hire
• Fertility Treatment Coverage
• 10 Paid Holidays, Vacation, and Sick Time
• 401(k) with Employer Matching, Profit Sharing, and Annual Contributions Bonus Plans
• Paid Parental Leave
• Employee Assistance Programs
• Employee Discount Programs
• Career Growth, including Onsite Training and Tuition Reimbursement
• a 401(k) savings plan with employer contributions
• medical, dental and vision insurance
• wellness programs
• health savings account
• health care and dependent care flexible spending accounts
• company paid short-term disability and long-term disability
• company paid employee basic life and AD&D insurance
• supplemental employee and dependent life insurance
• optional accident, hospital indemnity and critical illness insurance
• adoption, surrogacy, and fertility benefits and assistance
• commuter benefits
• parental, military, jury duty, and bereavement leaves of absence
• paid time off, including 10 paid holidays per calendar year, paid vacation days beginning at 80 hours annually, 72 paid sick leave hours annually or as provided under state and local paid sick leave laws
• tuition reimbursement assistance
• business travel services
• employee discounts
• an employee assistance program that includes company paid counseling sessions and legal services.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level