Key Account Manager

Stoneridge•Novi, MI

About The Position

The Key Account Manager is responsible for managing major account activity within the Stoneridge, Inc. Control Devices Division. This position must maintain a base of key customer account awareness and will act as a key advisor and leader of activities related to the key accounts. He or she will be responsible for driving key divisional activities related to major account responsibilities in alignment with the North American sales strategy. Developing effective relationships, trust, and credibility, at multiple levels inside and outside the company are critical to the success of this role.

Requirements

Bachelor’s Degree in Engineering, Business, Finance or Marketing
5+ years of experience in leading and selling high-engineered technologies within a key domestic OEM large customer account, experience in our core commodities is desired
Manufacturing experience in operations, logistics, etc. is desired
Strong communication skills with influence, allowing the development of impactful relationships with customers, senior leaders, peers, and team members
Excellent verbal and written skills, strong Excel-based and PowerPoint skills
Ability to drive accountability and high levels of performance throughout the organization
Ability to work independently under general direction and work with the highest degree of professional and ethical standards
Strong analytical capability to support the development of a customer specific strategy and to enable effective interaction with customer and team in areas of cost development and technical selling
Organized, systematic approach to work, juggling urgent and important issues and timing commitments
Professional and high-integrity presence

Nice To Haves

Experience supporting or managing the General Motors (GM) account preferred, but not required

Responsibilities

Develop and execute a robust, customer specific strategy that aligns with the North American Sales strategy, focusing on future company product line plans and technology roadmaps.
Build powerful, genuine, intimate relationships within all areas of our customers to position the Company as the technology leader in its chosen product lines.
Communicate with our customers with integrity and immediacy, building trust and creating an obligation to do the same in return – earning confidence and trust
Communicate our desires for new programs and product lines, and gain alignment / acceptance with our customers to grow our Company in those ways, achieving a win-win balance between our Company and our customer’s expectations
Work closely with Company Engineering and Procurement to discern and drive the competitiveness of existing and new products and technologies as well as identify target contacts and programs to pursue.
Communicate the voice of the customer internally and align the Company in support of doing what is needed to develop and grow the account profitably and responsibly
Be adept at using market-based tools (IHS, CRMs, etc.), customer feedback and guidance to determine the key programs and potential vehicle / Powertrain opportunity path to target for Company growth
Lead and manage the customer account as if it were your own business, understanding the key financials, developing the sales walk, the strategy to present it, and to gain customer acceptance
Negotiate piece price, tooling, and timing - be capable of understanding internal financial cost breakdowns and converting them into external customer sales breakdowns in a way that maintains or grows customer profitability and customer account
Enter and manage customer RFQ opportunities in our internal systems(s), from pre-quote actions through eventual award and program initiation
Fluctuate from leader to supporter, etc. as needed when dealing with crisis, quality, engineering, manufacturing, or other potential business situations that require different forms of leadership and team support
Be comfortable and capable to manage within customer portals and websites or key Company and customer information
Develop strong internal relationships with senior levels and manufacturing locations to get what is needed done and done well – strong follow up of open issues to closure
Maintain and be able to manage most day to day internal and external issues that arise – be self-sufficient as much as possible, but ask for help and elevate when necessary
Experience and capabilities negotiating / managing material linking, packaging system size and pricing, vendor tooling audits, capacity studies & planning, change management, commercial launch support, obsolescence and cancellation claims, warranty analysis, long-lead funding, piece price and tooling bump charts, web-quote submissions, etc.