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Sales Account Manager

Sales Account Manager

AptivTroy, MI, United States
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About this position

Sales account manager, Japanese & Korean OEMs is responsible for new business growth and value creation for Japanese & Korean OEM customers in North America. Responsible for contributing to commercial aspects in identifying, quoting, and winning new business, while increasing the size of the opportunity space with customer portfolio. S / he will contribute to the critical sales elements - including but not limited to customer strategy, price management, stakeholder relationship management internally and externally and sales cycle.

Responsibilities and duties

Customer Strategy

  • Customer Strategy : understanding and influencing what drives economic value for the customer
  • Aptiv Strategy : understanding what drives economic value -profitability for Aptiv
  • Customer intimacy and proactively identify recommendations on how to increase customer engagement and opportunities
  • Understand and qualify our value advantage versus our competitors; understand and articulate the strength of our offerings / solutions

Price Management, profitability, and delivery booking

  • Prospect new opportunity and drive pursuit to closure achieving booking target.
  • Lead and establish firm quote offers to customers in a timely and competitive manner.
  • Develop pricing strategy for quote offers including cost break-down.
  • Develop long term sales plan incorporating customer & product strategy.
  • Provide accurate volume forecasts for sales forecast.
  • Manage commercial negotiations including annual price reduction, dispute, claims, etc.
  • Manage commercial agreement for product changes and seek opportunity for profit improvement.
  • Manage account receivable past due, rebilled ED&D and tooling collection.

    • Collaboration with Key Stakeholders - Internally & Externally

  • Comprehensive knowledge & experience with Aptiv's Product Development Process and Operations.
  • Ability to be an effective business partner within a matrix, global organization; establishing credibility and trusted partnership with cross-regional and cross-functional team.
  • Drive internal customer review on commercial topics.

    • Sales Life-Cycle

  • Develop plan for customer sales meetings. Define goals for each stage within the sales cycle, including the possible concessions

    • Required competencies

  • 5+ years of experience in sales in automotive or technology industry
  • Nissan, Honda, and Hyundai / Kia account management experience preferred
  • Experience in ADAS, ECUs, Connectivity, Infotainment, User Experience preferred
  • Experience working with cross-cultural and cross-regional team (Japan and Korea team) preferred
  • Self-motivated and dependable individual who knows how to prioritize work and delivery quality and timely deliverables with limited management oversight
  • Strong PC skills (Excel, Word, PowerPoint, Outlook, Teams)
  • Decision making ability with sound business acumen and clear understanding of the market and financial impact.
  • Strong presentation and communication skills (oral and written) and ability to present to both internally and externally.
  • Structured thinker with ability to analyze data and draw recommendations / conclusions; confident in presenting a point of view both internally and externally.
  • Ability to influence others without direct authority over them.
  • Respond quickly to opportunities with a can do attitude towards the organization. Not afraid to take on bold challenges.
  • Ability to multitask, define and balance priorities.
  • Build trust and adaptive to change.
  • Excellent command of English.

    • #LI-PG

    Privacy Notice - Active Candidates : https : / / www.aptiv.com / privacy-notice-active-candidates

    Aptiv is an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, gender identity, sexual orientation, disability status, protected veteran status or any other characteristic protected by law.

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