What are the responsibilities and job description for the Sales Account Manager - Industrial - OE Americas (Home Appliance) position at MANN+HUMMEL?
Role Summary
This is a Hybrid position to be based at one of our locations in Portage, MI, Troy, MI, Raleigh, NC, or Gastonia, NC.
The Sales Account Manager (SAM) - Industrial OE Americas is responsible for maintaining the regional relationship and business development of the assigned customer (including responsibility for Profit & Loss) and steering the business. Primary business development focus is within the Consumer Home Appliance industry.
JOB RESPONSIBILITIES
- Sales Account Manager is the representative of the customer voice within MANN HUMMEL
- Act as the main interface to the customer, especially for all commercial issues and needs to maintain the relationship to the customer (on several levels, e.g.: purchasing, engineering)
- Analyze the market and competitive situation and derive conclusions and actions (incl. marketing activities) for meeting the sales targets
- Preparation of sales opportunities: establish customer intimacy, identify leads and opportunities based on commercial and technical aspects
- Develop, support, and execute the dedicated customer strategy
- Work with the customer on all different product levels (standard products with configurations, adaptations, new customer-specific development projects)
- Initiate and lead the business acquisition process
- Follow up business opportunities even before receiving an RFQ or providing an initiative offer through the quotation and decision phase (won or lost order) until the product launch, if applicable, and check the customer development afterwards
- Customer specification: check feasibility regarding technical, commercial, legal, and timing dimensions also by involving other relevant internal functions
- Submit different kinds of quotations (from standard parts to new developments) and negotiate individual pricing corresponding to the offer package
- Negotiate customer-specific contracts in alignment with the legal department
- Constantly check the fit between customer's expectations and demands and MANN HUMMEL's offer (technical, commercial, ecological-wise) including the documentation of deviations and negotiation with the customer
- Analyze competitive situation in the market segment(s) the customer is active and compare the situation of MANN HUMMEL and other market players at the customer on a regular basis
- (International/Global) projects: involve all relevant functions and act as the interface between customer and internal functions to drive the project forward
- Conduct won or lost order analysis for selected projects including the lessons learned with the corresponding team
- Other duties as assigned
Your Profile
Education:
- Bachelor’s Degree in Business Administration, Engineering, or a related field, or a minimum of 5 years’ relative experience if no degree
Experience:
- 3 years minimum customer-facing sales/business development experience
Required Skills:
- Commercial, methodological, and analytical skills
- Communication, negotiation, conflict management skills
- Strong presentation skills
- Must be able to travel up to 30-40% (primarily domestic)
Preferred Experience:
- Customer-facing sales experience with an OE manufacturer in the Appliance industry (Consumer Home Appliance/ Industrial Appliance)
