Senior Account Manager

Job Purpose

The Senior Account Manager position will lead all business development and sales activities with key national retail accounts and customers in their assigned territory. 

This position will establish a nationwide strategy for sales, marketing, and customer relations. This person will support sales of existing core products, identify new products, and develop technical programs to catalyze profitable growth for Dana at customer locations across the US and Canada.

Job Duties and Responsibilities

• Primary customer contact with Key Account stakeholders. Develop a sales strategy, key 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 IAM 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

Requirements:

• Customer relationships are crucial elements in the company’s growth plans and this account leader will possess the general management capabilities, innovation, energy, and business acumen to build shareholder value and enterprise capabilities in the customer relationship.

• Bachelors Degree in Business or equivalent experience

• 10 years in commercial vehicle, aftermarket or similar industry sales and business development with proven results and success in building customer relationships and negotiation

• Willingness to travel up to 50% of the time as needed with the ability to work non-traditional business hours

• Strong understanding of complicated 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 Commercial Vehicle Distributors is essential

• Proven track record of working and building product portfolio strategy to create significant profitable growth through customer relationships

• Proven success in reinvigorating customer relationships

• Previous experience of delivering to customers while operating in a matrix environment

• Adaptability, skilled at problem solving including ability to identify and resolve issues and challenges and contribute to team success

• Demonstrated strong business acumen including knowledge of manufacturing, finance, marketing, and ability to understand the impact of supply chain decisions on the overall business success

• 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.

• Must possess the confidence, intellectual capabilities, and energy to be a promotable person within the organization