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Sales Account Manager

3 months ago

Indianapolis, United States Nelson Global Full time

Job Description

Company Overview:

Nelson Global engineers, manufactures, and distributes clean and efficient Air & Fluid Transfer, NVH, Complex Structural, Acoustic, and Thermal Management Solutions. Nelson Global partners with the world's leading OEMs. With 21 global manufacturing and distribution facilities and unparalleled engineering and innovation capabilities, Nelson Global provides mission critical solutions with the highest degree of reliability at the lowest cost. Our dedication to serving our employees, partners, and the planet responsibly is realized across three pillars of sustainability: environmental, social, and governance. By empowering our people, reducing waste, and developing innovative and efficient systems, we support the communities and resources that spur the industries and technologies of the future.

Position Overview:

With direction from the Global Director of Sales, the Sales Account Manager will build and maintain customer relationships and communications with assigned OEM customers and be the face of the company to customers. This position is responsible for all commercial aspects of the product portfolio. These responsibilities include customer relationship management, new business development (acquisition), forward model commercial management up to product launch and current model commercial management throughout the product lifecycle. The Sales Account Manager works with a cross-functional program team and is the main interface with the customer purchasing organization.

Primary Responsibilities & Duties:

  • Responsible for executing sales strategy
  • Responsible for generating sales growth and new business opportunities with multiple commercial vehicle OEM's
  • Works closely with key OEM customers, Purchasing, Engineering, Operations, and other functions as necessary as well as NGP internal management, engineering, operations, to ensure a sales success
  • Prospect, forecast, present and close new business
  • Negotiate contracts and pricing with customers
  • Build and foster an excellent business relationship the customer organization including lead the purchasing relationship and be a key stakeholder in engineering and operational relationships with the customer to ensure the right match of technology and commercial aspects is provided to the customer
  • Lead quotation of new business, present and negotiate with key customer contacts in order to win new business (host Request for Quote (RFQ) kick off, set up RFQ folder, manage quote team activities, build the business plan, challenge quote team inputs to ensure competitiveness, prepare offer)
  • Lead commercial aspects of all business from time of award until product launch - analyze product cost (purchasing and manufacturing cost models, direct and indirect labor, business plan updates, ECR management)
  • Lead all commercial aspects of launched business throughout the product lifecycle (design and process change quotation/negotiation) and on-going price management
  • Manage profitability and cash flow (this includes strategic pricing and negotiation as well as cash collections for tooling, claims, and past due receivables)
  • Analyze customer purchase orders to ensure they match with proposals and requirements
  • Prepare departmental forecasts, budgets, and strategic account plans
  • All other projects and tasks as assigned
Required Education & Experience:
  • Bachelor's degree in a technical or business field preferred
  • 0-5 years of experience in Automotive, Commercial Vehicle or Industrial field
  • Customer facing experience required
  • Automotive Tier-1 parts experience a strong plus (Engineering, Sales, Program Management)
Skills & Abilities:
  • Proven relationship building skills and experience and multiple levels in the organization
  • Negotiation skills and experience in a highly detailed environment
  • Can differentiate costing and pricing strategies and develop value proposition.
  • Strong writing and oral communication skills
  • Strong analytical, financial and problem-solving skills
  • Commitment to the highest ethical standards and willingness to adhere to Nelson Global's Code of Ethics
  • Microsoft Office - Excel, Word and PowerPoint and Internet proficiency required
  • Strong interpersonal and communication skills (both verbal and written)
  • Excellent attention to detail and accuracy
  • Superior organizational skills and time management
  • Knowledge of principals and practices of personnel administration
  • Strong sales skills including prospecting, forecasting, presenting, and closing new business, and comfortable working remotely
  • Proven track record at business planning and achieving measurable goals
  • Self-motivated with a strong ability to support and motivate others
  • Ability to work well under pressure and proven ability to meet deadlines
  • Adept at managing multiple tasks simultaneously, and excellent self-management skills


Nelson Global is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability or protected Veteran status.