Key Account Manager

  • Stoneridge Inc.
  • Sep 08, 2022
Full time Automotive Sales

Job Description

Position location: Novi, Michigan

Since 1965, Stoneridge has designed and manufactured advanced, award-winning technologies including driveline and transmission actuation systems, vision systems, emissions control systems, safety systems, and security and monitoring systems for vehicle OEMs in the commercial vehicle, automotive, off-highway and agricultural vehicle markets.

We’re focused on the areas of greatest market need – both today and tomorrow. Our core products and technologies are aligned with industry megatrends including safety and security, vehicle intelligence, fuel efficiency and emissions.

Join the Stoneridge Team as we continue to build upon our strong history and reputation for quality products to deliver innovative products and systems that address a need, exceed our customers’ expectations, and motivate our team.

About the Role:

The Key Account Manager is responsible for managing major account activity within the Stoneridge, Inc. Control Devices Division.  This position must maintain a base of key customer account awareness and will act as a key advisor and leader of activities related to the key accounts. He or she will be responsible for driving key divisional activities related to major account responsibilities in alignment with the North American sales strategy.  Developing effective relationships, trust, and credibility, at multiple levels inside and outside the company are critical to the success of this role. 

Role Responsibilities:

  • Develop and execute a robust, customer specific strategy that aligns with the North American Sales strategy, focusing on future company product line plans and technology roadmaps.
  • Build powerful, genuine, intimate relationships within all areas of our customers to position the Company as the technology leader in its chosen product lines.
  • Communicate with our customers with integrity and immediacy, building trust and creating an obligation to do the same in return – earning confidence and trust
  • Communicate our desires for new programs and product lines, and gain alignment / acceptance with our customers to grow our Company in those ways, achieving a win-win balance between our Company and our customer’s expectations
  • Work closely with Company Engineering and Procurement to discern and drive the competitiveness of existing and new products and technologies as well as identify target contacts and programs to pursue.
  • Communicate the voice of the customer internally and align the Company in support of doing what is needed to develop and grow the account profitably and responsibly
  • Be adept at using market-based tools (IHS, CRMs, etc.), customer feedback and guidance to determine the key programs and potential vehicle / Powertrain opportunity path to target for Company growth
  • Lead and manage the customer account as if it were your own business, understanding the key financials, developing the sales walk, the strategy to present it, and to gain customer acceptance
  • Negotiate piece price, tooling, and timing - be capable of understanding internal financial cost breakdowns and converting them into external customer sales breakdowns in a way that maintains or grows customer profitability and customer account
  • Enter and manage customer RFQ opportunities in our internal systems(s), from pre-quote actions through eventual award and program initiation
  • Fluctuate from leader to supporter, etc. as needed when dealing with crisis, quality, engineering, manufacturing, or other potential business situations that require different forms of leadership and team support
  • Be comfortable and capable to manage within customer portals and websites or key Company and customer information
  • Develop strong internal relationships with senior levels and manufacturing locations to get what is needed done and done well – strong follow up of open issues to closure
  • Maintain and be able to manage most day to day internal and external issues that arise – be self-sufficient as much as possible, but ask for help and elevate when necessary
  • Experience and capabilities negotiating / managing material linking, packaging system size and pricing, vendor tooling audits, capacity studies & planning, change management, commercial launch support, obsolescence and cancellation claims, warranty analysis, long-lead funding, piece price and tooling bump charts, web-quote submissions, etc.

Qualifications:

  • Bachelor’s Degree in Engineering, Business, Finance or Marketing
  • 5+ years of experience in leading and selling high-engineered technologies within a key domestic OEM large customer account, experience in our core commodities is desired
  • Manufacturing experience in operations, logistics, etc. is desired
  • Experience playing and competing on athletic teams, being in a team atmosphere is a plus
  • Strong communication skills with influence, allowing the development of impactful relationships with customers, senior leaders, peers, and team members
  • Excellent verbal and written skills, strong Excel-based and PowerPoint skills
  • Ability to drive accountability and high levels of performance throughout the organization
  • Ability to work independently under general direction and work with the highest degree of professional and ethical standards
  • Strong analytical capability to support the development of a customer specific strategy and to enable effective interaction with customer and team in areas of cost development and technical selling
  • Organized, systematic approach to work, juggling urgent and important issues and timing commitments
  • Professional and high-integrity presence

 

Stoneridge is an Equal Employment Opportunity Employer. We do not discriminate against any applicant or employee based on race, color, religion, national origin, gender, age, sexual orientation, marital status, mental or physical disability, genetic information, veteran status or any other characteristic protected by the applicable laws in the countries we operate. Stoneridge also prohibits harassment of applicants or employees based on any of these protected categories.