Senior Key Account Manager

Valeo•Troy, MI

18h

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 strategies and customer expectations. This role involves ensuring the competitiveness and compliance of Valeo's offers, managing customer relationships, and driving negotiations during the business acquisition process. You will also be responsible for preparing budgets, managing selling prices, and reporting on order intake targets. The position requires a strong understanding of the market and competitor positioning, as well as the ability to communicate new technologies and solutions to customers.

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 OEM’s 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 the expectations and requirements of the Customer.
Ensure that customers’ requirements are identified and understood by project teams.
Determine sales price objectives based on market knowledge and competitor position, and implement 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 and costs.
Monitor deliverables to satisfy customer requirements.
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, tailoring and delivering commercial insights.
Guide the customer towards recommended actions by discussing alternatives and reinforcing the value of change.
Keep the PG organization informed of negotiation and competition status.
Review and negotiate new contracts, nominations, or any other contracts with customers 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 in case of claims and logistic/quality crises.
Monitor and take necessary actions to reduce overdue.
Coach KAMs and ensure the team has adequate training on Products and commercial skills.
Ensure business acquisition deployment methodology is maintained.