Senior Account Manager
As Senior Account Manager, you will be working on a mature global account, with responsibility for it European platform, responsible for new business growth as well as maintaining existing portfolio products. Responsible for contributing to commercial aspects in identifying, quoting, and winning new business, while increasing the size of the opportunity space with customer portfolio. You 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.
Your Role
Customer Strategy
1. Customer Strategy: understanding and influencing what drives economic value for the customer
2. Aptiv Strategy: understanding what drives economic value -profitability for Aptiv, Enterprise & Divisional
3. Develop customer power maps and identify decision makers
4. Ability to analyze customer relationships; proactively identify recommendations on how to increase customer engagement and opportunities
5. Ability to understand and qualify our value advantage versus our competitors; understand and articulate the strength of our offerings / solutions
6. Gather customer intelligence and proliferate internally
Price Management, profitability and delivery booking
7. Understanding price point for Aptiv products; develop & maintain pricing and cost models
8. Achieve revenue and profit to business plan and budget
9. Manage price strategy and engineering change quotations
10. Support accounts receivables, invoicing process, and price updates
11. Provide accurate volume forecasts that takes into consideration customer data and market/economic cycle data
12. Ability to lead and establish firm quote offers to customers; provide cost breakdown
13. Ability to follow a cadence in account pricing reviews; negotiate price; bringing sales to closure
14. Design, create or contribute to the creation and maintenance of crisp value selling material to support Aptiv’s sales pitch
15. Deliver booking plan for product line and segment
16. Seeking opportunities for MCIP and profit improvement
Collaboration with Key Stakeholders – Internally & Externally
17. Ability to gain comprehensive knowledge & experience with Aptiv’s Product Development Process and Operations (EOS)
18. Ability to be an effective business partner within a matrix, global organization; establishing credibility and trusted partnership within the Divisions & Functions
19. Drive internal customer pipeline review – balance customer requests with current business conditions and investment priorities to meet annual sales plans
20. Identify potential / future new business opportunities including advanced development studies, communicate the potential opportunities with sales manager(s) and Aptiv team.
21. Establish effective working relationship with customer
22. Be proactive in managing customer interfaces to ensure Aptiv responsiveness to customer requests
Sales Life-Cycle
23. Develop plan for customer sales meetings. Define goals for each stage within the sales cycle, including the possible concessions
Your Background:
24. 2+ years of experience in sales in manufacturing or technology industry
25. Self-motivated and dependable individual who knows how to prioritize work and delivery quality and timely deliverables with limited management oversight
26. Strong PC skills (Excel, Word, PowerPoint, Outlook,Teams)
27. Decision making ability with sound business acumen and clear understanding of the market and financial impact.
28. Strong presentation and communication skills (oral and written) and ability to present to both internally and externally.
29. Structured thinker with ability to analyze data and draw recommendations / conclusions; confident in presenting a point of view both internally and externally.
30. Ability to influence others without direct authority over them.
31. Respond quickly to opportunities with a can do attitude towards the organization. Not afraid to take on bold challenges.
32. Ability to multitask, define and balance priorities
33. Build trust and adaptive to change.
34. Excellent command of English
Aptiv Benefits:
35. In addition to an attractive compensation package, Aptiv offers 30 days of vacation and overtime compensation
36. A secure, permanent employment relationship awaits you with the opportunity to continually develop internally; also in an international environment
37. Access to internal and external training, coaching and certifications allows you to continue your education
38. We particularly recognize innovation and excellence
39. A very international, collegial environment and collaboration with technical experts at eye level awaits you
40. You have the opportunity to get involved in CSR activities
41. At Aptiv you have the opportunity to actively shape the future of mobility in partnership with almost all global OEMs using state-of-the-art technology (e.g. e-mobility and autonomous driving).
Why join us?
42. You can grow at Aptiv. Aptiv provides an inclusive work environment where all individuals can grow and develop, regardless of gender, ethnicity or beliefs
43. You can have an impact. Safety is a core Aptiv value; we want a safer world for us and our children, one with: Zero fatalities, Zero injuries, Zero accidents