Sales Account Manager - Off-Highway

MANN+HUMMEL•Raleigh, NC

4h•Hybrid

About The Position

This is a hybrid position based at our location in Raleigh, NC, Gastonia, NC, or Portage, MI. No Visa sponsporships are available for this position. The Sales Account Manager - Off-Highway is responsible for maintaining the regional relationship and business development of the assigned customer (including responsibility for Profit & Loss) and steering the business. JOB RESPONSIBILITIES Sales Account Manager is the representative of the customer voice within MANN+HUMMEL\ Act as the main interface to the customer, especially for all commercial issues and needs to maintain the relationship to the customer (on several levels, e.g., purchasing, engineering) Analyze the market and competitive situation and derive conclusions and actions (incl. marketing activities) for meeting the sales targets Preparation of sales opportunities: establish customer intimacy, identify leads and opportunities based on commercial and technical aspects Develop, support and execute the dedicated customer strategy and align with the industry strategy (via industry champions) Work with the customer on all different product levels (standard products with configurations, adaptions, new customer specific developments, projects) Initiate and lead the business acquisition process Follow-up business opportunities even before receiving an RFQ or providing an initiative offer through the quotation and decision phase (won or lost order) until the product launch, if applicable and check the customer development afterwards Customer specification: check feasibility regarding technical, commercial, legal and timing dimensions also by involving other relevant internal functions Submit different kind of quotations (from standard parts to new developments) and negotiate individual pricing corresponding to the offer package Negotiate customer specific contracts in alignment with legal department Constantly check the fit between customers’ expectations and demands and MANN+HUMMEL’s offer (technical, commercial, ecological wise) including the documentation of deviations and negotiation with the customer Analyze competitive situation in the market segment(s) the customer is active and compare the situation of MANN+HUMMEL and other market players at the customer on a regular basis (International/Global) projects: involve all relevant functions and act as the interface between customer and internal functions to drive the project forward Conduct won or lost order analysis for selected projects including the lessons learned with the corresponding team Sales Account Manager will be part of a Global Key Account Management Team Other duties as assigned

Requirements

Bachelor’s Degree in Engineering, Business Administration or a related field
3 years’ minimum sales or customer facing engineering experience in heavy-duty /off-highway industry
Commercial, methodological and analytical skills
Pricing and contract negotiation, conflict management skills
Strong verbal, written and presentation communication skills
Must be able to travel up 60-70%, primarily domestic

Nice To Haves

Filtration industry experience

Responsibilities

Act as the main interface to the customer, especially for all commercial issues and needs to maintain the relationship to the customer (on several levels, e.g., purchasing, engineering)
Analyze the market and competitive situation and derive conclusions and actions (incl. marketing activities) for meeting the sales targets
Preparation of sales opportunities: establish customer intimacy, identify leads and opportunities based on commercial and technical aspects
Develop, support and execute the dedicated customer strategy and align with the industry strategy (via industry champions)
Work with the customer on all different product levels (standard products with configurations, adaptions, new customer specific developments, projects)
Initiate and lead the business acquisition process
Follow-up business opportunities even before receiving an RFQ or providing an initiative offer through the quotation and decision phase (won or lost order) until the product launch, if applicable and check the customer development afterwards
Customer specification: check feasibility regarding technical, commercial, legal and timing dimensions also by involving other relevant internal functions
Submit different kind of quotations (from standard parts to new developments) and negotiate individual pricing corresponding to the offer package
Negotiate customer specific contracts in alignment with legal department
Constantly check the fit between customers’ expectations and demands and MANN+HUMMEL’s offer (technical, commercial, ecological wise) including the documentation of deviations and negotiation with the customer
Analyze competitive situation in the market segment(s) the customer is active and compare the situation of MANN+HUMMEL and other market players at the customer on a regular basis
(International/Global) projects: involve all relevant functions and act as the interface between customer and internal functions to drive the project forward
Conduct won or lost order analysis for selected projects including the lessons learned with the corresponding team
Sales Account Manager will be part of a Global Key Account Management Team
Other duties as assigned