Summary of Position:

The Sales Account Manager is responsible for leading the sales activities for a region, for global “Key” Customer or Customers with business size or potential of significance to the company.
 

Supports the Information Security Management System (ISMS), Environmental Management System (EMS), and Occupational Health and Safety Management System (OHSMS) and promotes a culture of Information Security, Environmental, and Occupational Health and Safety awareness. Participates in all Information Security, Environmental, and Occupational Health and Safety training, adheres to all ISMS, EMS, and OHSMS related policies/procedures, and promptly reports Information Security, Environmental, Health, and Safety incidents.

Primary Duties of Position:

* Leads and participates in the development and implementation of the sales and customer strategies. This includes maintaining key client relationships. 

 * While coordinating with cross-functional departments within the business unit, the Sales Account Manager owns the customer strategy and is accountable for the growth, profitability, and customer satisfaction for the assigned customer.

Leads the organization supporting a large Global or regional customer account with significant growth over our 5-to-10-year planning horizon. Nurture and uncover growth opportunities within scope of responsibility which can positively contribute to our Eyes on the Prize Strategy. This position will report to the Sr. VP, America’s.

• Owns the customer strategy, accountable for the growth, profitability, and customer satisfaction.
• Develops proactive new business opportunity pursuit plans, tracking against company and department sales objectives.
• Owns total customer satisfaction, providing global and x-BU coordination on customer issues, monitoring our performance on key supplier metrics, and pursuing corrective action plans as needed.
• Develops sales forecast for integration into Long Range Plan, monitors market trends to provide support and recommendations to periodic forecast adjustments.
• Assures compliance with contract review procedures and business unit commercial policies.
• Represents the business unit to our customers in a highly professional and ethical manner promoting product leadership in heat treatment technology.
• Monitors market dynamics, including customer and competitor developments funneling relevant information appropriately for consolidation in our market sensing process.
• Develops (with input from cross-functional teams) and deploys comprehensive customer and pricing strategies that improve the profitability and growth of the business unit and are market driven.
• Articulates a clear understanding of our market share, competitive position, and profitability at each assigned account.
• Develops and deploys the customer interface strategy (points of contact, frequency) and builds strong rapport with key decision makers, developing coaches and sponsors at our key accounts while managing and motivating a supporting team of account managers and Customer liaison personnel.
• Will assume these responsibilities for the assigned customer(s) regardless of ALD processing facility.

The account Manager is responsible for managing the entire sales department process landscape for his/her assigned customers. 

• Ensure the quote process and business feasibility from reception to submission is strictly followed. Included in this responsibility is customer follow-up to ensure questions are answered in a timely manner. 
• Be empowered to challenge the team to provide market competitive inputs to quote generation and to provide mitigation plans for any risks identified in the RFQ process.
• Ensure the trial loads process is followed and that strategic pricing is applied in support of customer strategies.
• Ensure contract management is effective, and the processes followed.  Included are the tasks to negotiate satisfactory limits of liability and bailment.
• Promote continuous improvement by actively suggesting and implementing state of the art business analytics and methodology to ensure the company is using as accurate information as possible to make decisions.

Participate in and lead where appropriate various marketing, advertising, and promotional activities.

• Expos, trade shows and other industry events can be of value for the company’s participation.  The account manager will either lead or assist in:
  • Choosing the events and/or publications which support the company/customer strategy.
  • Choosing the media, content, and level of participation, which support the company/customer strategy.
  • Explore, uncover, and make appropriate recommendations for new marketing and/or outreach opportunities which support the company’s growth strategy.

Monitor and provide appropriate conclusions regarding the changing market in which the company operates.  This may include, but is not limited to:

• Customer product development plans, new factories, new technology, closing factories, staffing changes.  As these and other factors change, the Account manager will monitor, interpret, and communicate potential impacts, both positive and negative to the leadership team.
• A similar understanding and analysis are necessary to understand the competitive landscape the company faces.  This may include companies who are also customers as well as stand-alone heat treat services organizations.
• As the understanding of our current and potential customers, the market demands, and the competitive landscape changes, the Account Manager is to monitor, report on and recommend any potential technology gaps that need to be addressed.  Perform any other tasks or duties assigned by management.

Necessary Knowledge, Skills, and Abilities:

·        Must be proficient in all responsibilities of items listed above.

·        Excellent written and verbal communication skills.

·        Strong teamwork skills.

·        Fluent in Business English.

·        Proficient in financial analysis skills & tools appropriate for a non-financial manager.

·        Intercultural understanding (US/MX/DE/CN) would be advantageous.

·        Ability to understand and communicate client requirements or concerns.

·        Problem solving and trouble shooting skills.

·        Ability to work independently with little or no supervision.

·        Effective time management skills allow the account manager to work quickly and accurately to keep up in a fast-paced environment.

·        Able to multi-task handling multiple projects at one time without sacrificing quality of work.

·        Ability to effectively interact with all members of the organization and work with cross-functional teams.

·        Proficient in MS Office suite.

·        Ability to travel domestically and internationally for business, approximately 25% is expected.

Use data, logic, and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions, or approaches to problems.

Required Education: Minimum of a bachelor’s degree in business administration, Industrial Engineering, Metallurgical training or a relevant discipline.

Years of Experience: Experience in a manufacturing setting preferred, particularly as an automotive supplier. Automotive Quality systems knowledge a plus.

Physical Requirements: Must possess mobility to work in a standard office setting and to use standard office equipment, including a computer, stamina to maintain attention to detail despite interruptions; vision to read printed materials and a computer screen; and hearing and speech to communicate in person and over the telephone.

Mental Requirements: Must be able to do simple math; (add, subtract, multiply and divide.)  Must be able to read and understand documents written in English and able to speak English as it pertains to the job. Ability to determine causes of operating errors and decide what to do about it.  Bi-lingual in Spanish would be a plus.

Equipment Used: Telephone, Computer, adding machine, scanner, fax and copier.

Supervisory Responsibilities: No direct supervisory responsibilities.

Working Conditions: Works indoors. Must be able to sit for long periods at a time, bend, stoop and reach. Travel to other locations, domestic and foreign, is expected. A valid passport is required.

ALD Thermal Treatment, Inc is an Equal Opportunity Employer