Strategic Account Business Development Manager

Kasa Companies•Detroit, MI

23h•Hybrid

About The Position

The Strategic Account & Business Development Manager will be responsible for maintaining and growing Kasa’s book of business with current automotive end users, protecting existing accounts and surfacing follow-on opportunities. This role involves introducing Kasa to new automotive end users, leveraging established relationships with decision-makers, engineering, and procurement leaders at other OEMs to secure new business. The position requires identifying, qualifying, and prioritizing new end-user accounts and integrator pathways to expand Kasa’s market footprint. Collaboration with internal teams for customer specifications, technical fit, feasibility, pricing strategy, and contract alignment is crucial. The role also involves direct communication with clients, developing proposals, and managing sales documentation and data.

Requirements

One-year certificate from college or technical school; or one to three years’ experience and/or training; or equivalent combination of education and experience required.
Experience with Microsoft Office, including Word, Excel, Outlook, and Teams required.
Understands and has knowledge of industrial controls systems.

Nice To Haves

Bachelor’s degree preferred.
Several years of business development, sales, and/or project management experience with Fortune 500 companies in the automotive industry (e.g., General Motors, Ford, Stellantis) strongly preferred.
Established network of relationships with decision-makers, engineering, and procurement contacts at automotive manufacturers beyond General Motors, with a demonstrated ability to open doors and create new business opportunities.
Familiarity with controls, automation, and/or electrical integration in a manufacturing environment preferred.
Resides in, or is willing to relocate to, the Detroit, Michigan metropolitan area preferred.

Responsibilities

Maintains and grows Kasa’s book of business with current automotive end users, protecting existing accounts and surfacing follow-on opportunities.
Introduces Kasa to automotive end users outside of our current account base, leveraging established relationships with decision-makers, engineering, and procurement leaders at other OEMs to get Kasa in the door.
Brings and actively cultivates a network of contacts at automotive manufacturers beyond General Motors to open doors for new business and new program awards.
Identifies, qualifies, and prioritizes new end-user accounts and integrator pathways that expand Kasa’s footprint across the automotive market.
Partners with the internal program manager, estimating, and engineering teams to review new customer specifications and assess technical fit, feasibility, and pricing strategy.
Ensures Kasa is contractually aligned with each new end user by coordinating early review of specifications, terms, and commercial requirements with internal stakeholders before commitments are made.
Communicates with vendors regarding pricing, component selection and solution development.
Communicates with clients via phone, video conferencing, face-to-face meetings, and email.
Develops and delivers customized written proposals with relevant clarifications.
Maintains confidentiality regarding projects, pricing, and client communication.
Understands and adheres to internal document control and distribution processes.
Understands and interprets project specifications.
Understands contract drawings.
Understands risk assessment process.
Understands and interprets contracts.
Analyzes project financial history including material, labor, and profits.
Develops a sales strategy for lead generation and opportunity management in line with our strategic ambitions and long-term plan.
Develops and pursues profitable sales leads to achieve planned order intake and profit level in accordance with the sales strategy.
Uses Kasa’s CRM to its full potential by tracking customer information, account activity, logging calls, and maintaining sales funnel.
Develops an effective strategy based on a thorough assessment of the customer's decision-making process and using appropriate stakeholder management tools.
Conducts initial specification review and coordinate sales material, a pricing strategy, and the proposal content.
Negotiates contracts for awarded projects to a successful closing in line with the company's legal requirements.
Provides input to weekly/monthly departmental activity reports and manage sales documentation and data for Bid/No Bid decision making.
Pursues/maintains a healthy pipeline of opportunities and applies active funnel management.
Achieves sales targets.
Maintains and builds relationships and customer satisfaction that meets Kasa's standards.
Reads a Scope of Work for a system, understands what is required, and clarifies any scope of work, timing, or budget issues at the beginning of the project and as issues arise.
Drives internal estimate reviews, internal kickoff meetings, and external critical customer meetings.
Has a general understanding of overall project financial performance.
Builds and maintains deep, long-term relationships with the end users and integrators we serve, serving as a trusted partner across multiple projects and engagements.
Complies with safety policies, ISO QMS requirements, and operational procedures.
Participates in continuous improvement efforts including kaizens and quality escape procedures.