Sales Account Manager
3 weeks ago
PURPOSE/SCOPE:
Leadership, business development and commercial management of existing Trans-Matic customers, along with prospecting of new products, customers, and markets that align with Trans-Matic strategic vision and meet both individual and Trans-Matic annual new business objectives.
GENERAL RESPONSIBILITIES:
- Develop, establish, and maintain relationships at multiple levels (engineers, purchasing, & leadership) with current and prospective customers.
- Responsibility for commercial leadership, management, and business development activities with assigned customer accounts. This may include:
- Technical skills required to provide customer technical product/print direction focused on characteristics of deep draw process (datum schemes, GD&T, gaging, metrology) and/or redesign parts produced from other processes (APD opportunities);
- Contract management/negotiation skills required for review of legal documents submitted from customers (NDA, T&Cs, LTA, etc.) in accordance with Trans-Matic requirements, and work with VP of Sales & CFO to execute said agreements.
- Quoting (cost/price) skills required to:
- Obtain marketplace “price feedback” and react accordingly on new or existing jobs.
- Work with finance team on any DCF or ROI analysis.
- Research quotes, collaborate with teammates and interface with customers.
- Negotiate known print issues with customer prior to receipt of new job P.O. receipt and at launch meeting.
- Communication skills required for:
- Informative, timely, and well written sales call reports.
- Communication of changes at the customers that could impact Trans-Matic.
- Professional, concise, and factual customer correspondence.
- Supporting and protecting Trans-Matic from unreasonable quality requests/rejections.
- Leading difficult or proactive customer issues properly positioning Trans-Matic and customer.
- Finance and cost control measures required to:
- Assessment of customer financial situation/health.
- Identify, recommend, and support cost reduction ideas including process streamlining, raw material, OSP, or logistics (internal or customer related).
- Manage account profitability including improvement of low margin accounts by raising internal awareness and/or negotiating price improvements with customer.
- Coordinate global activities for assigned accounts with Trans-Matic team members at all global locations.
- Identify new products and markets that fulfill the strategic initiatives of Trans-Matic thru active prospecting, business development, and trade show participation.
- Identify VAVE opportunities with both existing and prospective business.
- Global travel as necessary to support both assigned customers and prospecting requirements.
- Provide account specific direction and technical mentoring to sales engineers.
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