POSITION SUMMARY
Performs a variety of duties to develop new & support existing customer base. Ideal candidate will be have five years Off Highway OE Account Management experience and demonstrate skills with regard to new product introductions, long term business planning, contract negotiations, project planning, management, market analysis, customer relations, strong team building skills.
Proven ability to overcome objections and communicate value add benefits for Webasto solutions. Maintain relationships with multiple departments within OEM (Engineering, Purchasing, Marketing, Manufacturing, Sales). Position based at North American Headquarters- Fenton Michigan. Valid passport for International Travel required.
The ability to interact professionally with customers and staff members in a fast paced environment, sometimes under pressure, remaining flexible, proactive, resourceful and efficient, with a high level of professionalism and confidentiality is crucial to this role. Written and verbal communication skills coupled with a strong sense for creative application design aptitude, prioritizing work and attention to detail are equally important.
ESSENTIAL FUNCTIONS
Essential duties and responsibilities may, but are not limited to, the following:
1) Contact new and existing customers to discuss their needs, and to explain how these needs could be met by specific Webasto product portfolio and services. Assist customer in making product selections, based on customers' needs, product specifications, and applicable regulations.
2) Identify prospective mega fleet customers by using business directories, following leads from existing clients, participating in associations and organizations, and attending trade shows and conferences.
3) Works with customers to assess their application design requirements and defines the “specs”, products and accessories to fulfill the agreed upon requirements.
4) Based on agreed upon customer requirements, develop the scope of application delivery and quantify customer specifics through creating customer BOM (Bill of Materials) using WTNA systems.
5) Answer customers’ questions about products, prices, availability, or credit terms.
6) Emphasize product features based on analyses of customers’ needs and on technical knowledge of product capabilities and limitations.
7) Quote prices, credit terms, application specifics and bid specifications.
8) Negotiate prices or terms of sales or service agreements.
9) Prepare sales contracts for orders obtain, and submit orders for processing.
10) Maintain customer and sales records, using Webasto automated computer systems.
11) Collaborate with colleagues to exchange information, such as selling strategies or marketing information.
12) Acts as company interface to Engineering Team if application requirements requires additional customer expertise.
13) Manage schedules of customer appointments, demands and schedules.
14) Additional duties as assigned.
MINIMUM QUALIFICATIONS
Equivalent to the completion of high school is required; Bachelor’s Degree Preferred with 7-10 years prior experience working with or for construction equipment dealers and OEM construction machinery producers. Prior work experience in construction equipment industry, end user fleet knowledge and demonstrated construction equipment machine mechanical knowledge and terminology preferred; or an equivalent combination of education and/or training and/or experience that provides the following knowledge, skills and abilities.
Knowledge and proficiency of:
1) Sales protocol: Customer sourcing, managing, negotiation, closing
2) 12 / 24 volt electrical systems
3) Vehicle based heating and air conditioning systems
4) Machining and Fabrication experience desired
5) Strong customer servicing and problem diagnostic skills
6) Microsoft Office applications including Word, Excel, PowerPoint and Outlook
7) Current office practices, equipment and calendar/work scheduling
Ability to:
1) Interact and display interpersonal skills and professional demeanor
2) Be detail oriented
3) Be orderly, adaptable, professional, courteous, motivated and work well on their own or as a member of a team
4) Perform many tasks at once, and handle responsibilities that can change on a daily basis, prioritize and meet deadlines
5) Take responsibility and perform work utilizing independent judgment and initiative, making sound decisions and in developing application and design solutions to problems
6) Convey important info to customers, co-workers, superiors using strong verbal and written communication skills
7) Communicate clearly and concisely, both orally and in writing. Use independent judgment and initiative to interpret and follow oral and written instructions with attentiveness to detail
8) Tactfully and courteously respond to customer requests and inquiries
9) Maintain effective working relationships with those contacted in the course of work
