Commercial Manager

3 weeks ago

Waterford Township, United States PennEngineering® Full time

POSITION SUMMARY:

At PennEngineering, we innovate and collaborate to make the world a better place. You can contribute to work that matters with a company where diversity, equity and belonging are shared values. We’re committed to fostering an environment for every employee that’s welcoming, respectful and inclusive, with great opportunity for professional growth. Find your future with us.


PennEngineering is seeking a motivated, excited, individual to be a part of the Penn Automotive Team. As the Commercial Manager at PennEngineering, you’ll collaborate with teams that do truly amazing things.


Join us as we build the future in Manufacturing and Engineering


Perks and Benefits:

  • Medical & Employer Paid: Dental and Vision
  • Parental Leave
  • 401k and Employer Match
  • Paid time off and holidays
  • Tuition reimbursement
  • Paid On the Job Training
  • Performance incentive bonuses
  • Community Volunteering
  • Talent Referral Bonus Program
  • Employee Centric Culture
  • Company Provided Technology

WHAT YOU WILL DO:

The primary purpose of a Commercial Manager in the automotive manufacturing industry is to act as the main liaison between the company and its key clients including OEMs, and Tier 1’s, ensuring sustained business relationships, achieving business growth, and maximizing client satisfaction. This role is crucial in navigating complex client needs, managing long-term relationships, and delivering superior value to both the client and the company. Additionally, this role has responsibility over operational warehousing activities in support of the PennAuto NA business unit.


  • Client Retention and Satisfaction: Maintain and enhance long-term relationships with key clients to ensure customer loyalty and satisfaction.
  • Business Growth: Identify opportunities for upselling and cross-selling to increase revenue from key accounts.
  • Client Advocacy: Represent and advocate for client needs within the company, ensuring that their requirements and feedback are communicated and addressed.
  • Market Intelligence: Gather and analyze market data relevant to key accounts to stay ahead of industry trends and anticipate client needs.
  • Collaborative Strategy Development: Work closely with internal teams to develop strategies and solutions tailored to key clients’ needs.
  • Relationship Management: Develop and maintain strong, long-lasting client relationships. Act as the primary point of contact for key accounts. Understand the client's business, goals, and challenges to effectively address their needs. Manage multiple and different customer accounts simultaneously. Regionally focused while working with the global teams to support global customer requirements.
  • Sales and Revenue Growth: Develop and implement account plans to achieve or exceed sales targets. Identify and pursue new business opportunities within existing accounts. Negotiate contracts and agreements to maximize profit margins and ensure mutual satisfaction.
  • Client Needs Assessment: Conduct regular meetings with clients to discuss their current and future needs. Provide solutions and product recommendations based on a thorough understanding of the client’s requirements. Prepare presentation materials for customers per their request.
  • Cross-Functional Collaboration: Coordinate with internal departments (e.g., engineering, production, quality assurance, logistics) to ensure timely and satisfactory delivery of products and services. Work with marketing and product development teams to align strategies with client needs and market demands.
  • Performance Monitoring and Reporting: Track and analyze key account metrics to measure account performance. Provide regular reports on account status, sales forecasts, and initiatives taken to senior management. Use CRM tools to maintain detailed records of client interactions and transactions.
  • Market and Industry Analysis: Stay informed about the latest developments in the automotive industry. Conduct competitive analysis to identify market trends and opportunities. Share insights with relevant teams to help shape product development and marketing strategies.
  • Client Education and Support: Provide training and support to clients on new products and technologies. Ensure clients are informed about updates, product changes, and company news that may affect their operations.
  • Problem Resolution: Address client issues promptly and effectively, coordinating with relevant departments to resolve problems. Employ problem-solving skills to handle any disputes or complications that may arise.
  • Contract and Financial Management: Oversee the financial aspects of the client relationship including budgeting, forecasting, and invoicing. Ensure contract compliance and manage renewals or amendments as necessary. Prepare detailed quotes, negotiate pricing, and secure PO’s. Manage customers open issues relating to PO’s, pricing, product availability, product quality, and past dues
  • Operational Management: Oversee the NA customer support team (customer service, Warehouse coordinator, and EDI specialist) including annual budgeting and associated performance to the budget (P&L leadership). Work in conjunction with the manufacturing team in China to ensure all deliveries and quality performance support local customer needs.


WHAT WE ARE LOOKING FOR:

  • Bachelor’s degree in business or engineering or equivalent experience required
  • 5-10 years of automotive sales, application engineering and program management experience required
  • 3+ years of team leadership experience
  • Technical Knowledge including understanding of automotive manufacturing processes, products, and industry standards.
  • Strong analytical skills for data interpretation, problem-solving, and strategy development.
  • Proficiency in negotiation to reach mutually beneficial agreements with clients.
  • Excellent communication, interpersonal and leadership skills for effective interaction with clients and internal teams.
  • Effective with networking skills
  • Strong presentation skills
  • Top level selling capability
  • Proficient in MS Office Suite
  • Detail oriented and excellent organizational skills
  • MRP experience (JDE) a plus


ADDITIONAL SKILLS THAT WILL HELP YOU BE SUCCESSFUL IN THIS ROLE:

  • Follow all safety requirements to avoid injury to self and fellow employees
  • Create and maintain a safe work environment; repair and/or report non-conformances to company safety policies and guidelines
  • Perform the necessary safety requirements to avoid injury to self and fellow employees
  • Wearing proper PPE attire on the plant floor
  • Housekeeping/6S


Our commitment to Diversity, Equity and Belonging (DEB) endeavors to create a safe space for all employees and customers, regardless of age, race, sex, gender identity, national origin, or religion. We lift up voices and opinions by creating a respectful work environment where difference is valued, and we are doing our part to build towards a greater society where diverse points of view are celebrated.

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