Position Summary:
This position is responsible for the achievement of profitable growth targets and day-to-day commercial management of assigned programs. Contributes to developing, maintaining and establishing customer relationships. Responsible for achieving established priorities and departmental goals.
Primary Responsibilities as the lead for major customer sales group:
Identify and manage upcoming quotes list and focused programs list for their customer sales group.
Identify and coordinate for customer sales group via BLCP the target programs (TBL A & B) and for all other addressable market programs (TBL C).
Manage and coordinate performance to customer business plan or productivity programs internally and externally across commodities within their customer sales group.
Review status and propose roadmap to reach commercial targets through Sales Task / R-O Tracker for their customer group based on Volume and Profitability.
Lead overall accuracy and fidelity of Campfire data for Budget process for their customer group.
Leads in the development of and execute strategic plan for the customer and/or product to achieve profitable growth targets within the region and globally
Coordinate and track VAVE quotation / implementation across customer sales group.
Within their customer groups, responsible for:
Maintaining Targeted Business List (TBL) and accuracy of data for Internal Sales Matrix (ISM)
Manage customer relationship (buyer/engineer up to senior buyers/engineers/purchasing supervisor)
Achieve VCM improvement target during the phase called Revenue In Development (after award and before JOB#1) in partnership with Operations, Purchasing, and Program Management.
Maintaining part pricing matrix, closure of all open financial/economic issues and coordinating part transfers
Support and mentor Account Managers and Sales Analysts
Account Management Responsibilities:
Responsible for overall BLCP of assigned customer(s) as a contributor and a leader
Market share, competitor programs, overall value of addressable market
Competitor market information and important changes in their business efforts
Responsible for overall accuracy and fidelity of Campfire data
Responsible for overall day to day front line relationship (buyer/engineer up to senior buyers/engineers)
Responsible for achieving the assigned growth targets for assigned customer(s)
Responsible for achieving sales task target for assigned customer(s)
Responsible with advance engineering partner for identifying via BLCP the target programs (TBL A & B) and for all other addressable market programs (TBL C & D) and ensuring data fidelity in campfire
Responsible in partnership with operations, Purchasing, and program manager to achieve VCM 3% during the phase called Revenue In Development (after award and before JOB#1)
Participate in the development of and execute strategic plan for the customer and/or product to achieve profitable growth targets within the region and globally
Prepare and lead the new business strategy and drive cross functional team to complete critical success factors to achieve assigned net new business goals
Contribute to management of customer business plan or productivity programs internally and externally
Work with Engineering, Operations, Purchasing and Cost Estimating to ensure quotes are competitive, accurate and submitted on time for customer and/or product
Maintains part pricing matrix, closure of all open financial/economic issues and coordinating part transfers
Support Finance in tracking of formal amortization schedules with customers
Lead and develop cross-functional customer relationships with all disciplines
Develop cross-functional internal relationships (Sales, Engineering, Operations, Purchasing, Cost Estimating, etc.)
Develop and lead price negotiations with the customer ensuring consistency at the customer level
Support and mentor Account Managers and Sales Analysts
Understands and properly utilizes internal systems and procedures such as Windchill, enterProj, ISM, PDMLink, AutoQuote, Vanguard, Sales Release (ST1), WERS, TeamCenter and SharePoint
May, on occasion, be required to perform duties other than those specified in this description
Education and Qualifications:
Bachelor's Degree in business admin. or engineering required
Ten years or more of experience working with automotive OEM customers preferred
Understanding of OEM manufacturing and assembly environments
Wide knowledge of customers, competitors, products and trends
Ability to make decisions on customer requests varying from program support to profit margin, which affects long term profitability
Strong verbal and written communication skills with exceptional negotiating abilities
Project management skills are desired with excellent ability to prioritize, multitask and organize
Must be an effective leader of people
Ability to articulate complex business case proposals to internal and external management
Strong, polished presentation and negotiation skills
Proficient in Microsoft Office
Strong in issue resolution
Work Environment/Work Conditions:
Professional Office Environment
Must wear proper personal protection equipment while on manufacturing floor
Travel to manufacturing facilities or customer locations when required
Equipment used requires proper training on the potential for and avoidance of injury
Cooper Standard is proud of its diverse workforce and committed to providing equal employment opportunities to applicants and employees without regard to race, color, religion, sex, national origin, genetic information, physical or mental disability, age, veteran or military status, or any other characteristic protected by applicable law. We...
Equal Opportunity Employer
Please see job description for required skills.
