Senior Account Manager - OES
Maumee, OH, US, 43537
Dana is a global leader in the supply of highly engineered driveline, sealing, and thermal-management technologies that improve the efficiency and performance of vehicles with both conventional and alternative-energy powertrains. Serving three primary markets – passenger vehicle, commercial truck, and off-highway equipment – Dana provides the world's original-equipment manufacturers and the aftermarket with local product and service support through a network of nearly 100 engineering, manufacturing, and distribution facilities.
Job Purpose
The Sr. Account Manager position will lead all business development and sales activities with the company’s key and complex commercial vehicle customers.
This position is integral in managing the relationship between Dana Aftermarket and the assigned customers and establishing and implementing nationwide product sales strategies. This role will support sales of existing core products and identify new product and technical programs in order to catalyze profitable growth for Dana at customer locations across US and Canada.
Job Duties and Responsibilities
- Primary customer contact in North America for commercial vehicle products. Develop a sales strategy and objectives, executive briefings and prepare communication with the senior leadership of Dana and the customer.
- Represent voice-of-the-customer within Dana and responsible for customer metrics.
- Maintain accurate regional revenue forecasts and sensitivity analysis by providing analytical and thoughtful information in a data driven environment
- Review and monitor customer activities monthly, including customer performance metrics and communicate developments to Dana constituents both internally and externally.
- Develop and execute sales plans to pull business through OEM dealers working effectively with the Dana regional sales team in a matrix structure
- Understand customer products and organizational structure to effectively build relationships with teams and engage customer. Develop stronger relationships with customers at the senior level
- Design and implement an effective growth strategy across customer locations, understand the technical product and drive revenue growth
- Negotiate pricing and other important supply chain matters (quality, delivery, and timing). Build relationships with customer at different levels, in different departments, and at locations in order to support current and future business
- Oversee accounts receivable activity ensuring recovery of costs, make product presentations to customer purchasing, engineering, and manufacturing departments/representatives
- Partner with internal Dana teams (to include pricing, product planning, and marketing) to achieve growth objectives
- Research and identify additional sales and growth opportunities, developing sales packages and market development and business development initiatives
- Maintain current knowledge of competitor’s activity and significant changes
Education and/or Experience
- 5+ years in light/commercial vehicle or similar industry sales and business development with proven results and success in building customer relationships and negotiation.
- Bachelor’s degree, preferably in Business or technical discipline; MBA is a plus
- Strong understanding of complex technical products and market knowledge of the heavy duty, commercial vehicle, or truck industry would be preferred
- Previous experience in developing and executing programs with OEM dealerships leadership and OES account headquarters is essential
- Demonstrated experience working within complex OEM ecosystems, including collaboration with parts distribution centers, corporate offices, dealer networks, and logistics and supply chain teams in the commercial vehicle industry.
- Proven track record of working and building product portfolio strategy to create significant profitable growth through customer relationships.
- Proven success in starting and maintaining customer relationships
- Previous experience of delivering to customers while operating in a matrix environment.
- Willingness to travel extensively, up to 80% of the time as needed with the ability to work non-traditional business hours with the ability to work non-traditional business hours
- Strong, confident interpersonal and organizational skills and able to work with people at all levels within and outside Dana in a professional manner.
- Strong personal computer skills required, including experience with MS Office software.
We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class.
Unsolicited Resumes from Third-Party Recruiters
Please note that as per Dana policy, we do not accept unsolicited resumes from third-party recruiters unless such recruiters were engaged to provide candidates for a specified opening. Any employment agency, person or entity that submits an unsolicited resume does so with the understanding that Dana will have the right to hire that applicant at its discretion without any fee owed to the submitting employment agency, person or entity.
Nearest Major Market: Toledo