Senior Key Account Manager

Valeo•Troy, MI

About The Position

Valeo is a global tech company focused on developing innovative mobility solutions. As a Senior Key Account Manager, you will be responsible for defining sales strategies, achieving sales targets, and adapting the organization to meet business objectives and customer expectations. This role involves ensuring the competitiveness and compliance of Valeo's offers, understanding customer requirements, determining pricing strategies, and collaborating with international teams for global consistency. You will also play a key role in the business acquisition process, driving negotiations, and managing customer relationships.

Requirements

Bachelor's Degree in Business or related field required.
7+ years of automotive sales experience.
Demonstrated track record of building strong internal and external networks.
Strong negotiation experience.

Nice To Haves

Experience with Japanese OEMs is strongly preferred.
Experience within electronic sales is a plus.

Responsibilities

Define the sales strategy and ensure achievement of sales performance in line with agreed targets.
Build and adapt the organization according to business strategy and customer expectations.
Ensure the competitiveness and full-compliance of Valeo offers with customer expectations and requirements.
Ensure customers’ requirements are identified and understood by project teams.
Determine sales price objectives based on market knowledge and competitor positioning.
Implement the pricing strategy.
Collaborate with KAMs in other regions to ensure global pricing and strategy consistency.
Initiate and conduct actions to submit competitive quotations within time limits.
Participate in project teams to explain and defend the customer’s viewpoint regarding quality, costs, and deliverables.
Communicate new technologies, products, views, approaches, and solutions to the customer.
Align and tailor the customer message with the Project Management team.
Drive negotiations during the business acquisition process.
Deliver commercial insights and guide customers towards recommended actions.
Keep the PG organization informed of negotiation and competition status.
Review and negotiate new contracts, nominations, or any other contracts in line with group policies and business cases.
Prepare the budget, manage, and report selling prices and the order intake target list.
Be responsible for the turnover and its evolution for the customer(s).
Prepare business cases and mid-term planning for the customer.
Negotiate prices in case of modifications (technical, volumes, raw material, inflation) and market effects.
Build and negotiate productivity plans.
Liaise with Sales Administration to ensure price updates.
Manage customer relationships during claims and logistic/quality crises.
Monitor and take necessary actions to reduce overdue accounts.
Coach Key Account Managers (KAMs).
Ensure the team has adequate training on Products and commercial skills.
Ensure business acquisition deployment methodology is maintained.