Sales Account Manager

Trans-Matic

Sales Account Manager

Holland MI 

PURPOSE/SCOPE:

Leadership, business development and commercial management of existing Trans-Matic customers, along with prospecting of new products, customers, and markets that align with Trans-Matic strategic vision and meet both individual and Trans-Matic annual new business objectives.

Job Specifications/Qualifications: (Min. knowledge, skills, and abilities required)

GENERAL RESPONSIBILITIES: 

• Develop, establish, and maintain relationships at multiple levels (engineers, purchasing, & leadership) with current and prospective customers.
• Responsibility for commercial leadership, management, and business development activities with assigned customer accounts.  This may include:
  • Technical skills required to provide customer technical product/print direction focused on characteristics of deep draw process (datum schemes, GD&T, gaging, metrology) and/or redesign parts produced from other processes (APD opportunities);
  • Contract management/negotiation skills required for review of legal documents submitted from customers (NDA, T&Cs, LTA, etc.) in accordance with Trans-Matic requirements, and work with VP of Sales & CFO to execute said agreements.
  • Quoting (cost/price) skills required to:
    • Obtain marketplace “price feedback” and react accordingly on new or existing jobs.
    • Work with finance team on any DCF or ROI analysis.
    • Research quotes, collaborate with teammates and interface with customers.
    • Negotiate known print issues with customer prior to receipt of new job P.O. receipt and at launch meeting.
  • Communication skills required for:
    • Informative, timely, and well written sales call reports.
    • Communication of changes at the customers that could impact Trans-Matic.
    • Professional, concise, and factual customer correspondence.
    • Supporting and protecting Trans-Matic from unreasonable quality requests/rejections.
    • Leading difficult or proactive customer issues properly positioning Trans-Matic and customer.
  • Finance and cost control measures required to:
    • Assessment of customer financial situation/health.
    • Identify, recommend, and support cost reduction ideas including process streamlining, raw material, OSP, or logistics (internal or customer related).
    • Manage account profitability including improvement of low margin accounts by raising internal awareness and/or negotiating price improvements with customer.
• Coordinate global activities for assigned accounts with Trans-Matic team members at all global locations.
• Identify new products and markets that fulfill the strategic initiatives of Trans-Matic thru active prospecting, business development, and trade show participation.
• Identify VAVE opportunities with both existing and prospective business.
• Global travel as necessary to support both assigned customers and prospecting requirements.
• Provide account specific direction and technical mentoring to sales engineers.

REQUIRED EXPERIENCE & EDUCATION:

• Engineering degree or equivalent experience.
• Minimum of 5 years prior technical sales experience.
• Knowledge of a variety of manufacturing processes such as stampings, screw machines, fasteners, powder metals, die castings or plastics.
• Working knowledge of GD & T.
• Working knowledge of SPC.
• Quality measurement layout techniques.
• Proficient in Word, Excel, Microsoft Project, Microsoft Outlook.

PREFERRED EXPERIENCE:

• Academic and/or practical computer aided design (CAD) training and/or experience.
• Automotive technical experience.
• Experience with IATF16949, PPAP submissions, ES testing and Advanced Quality Planning.
• Experience with Kaizen principles or other Continuous Improvement Methodology.
• Tool design experience.
• Quoting experience.
• Knowledge of material production control.

PHYSICAL REQUIREMENTS AND WORKING CONDITIONS:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations that do not cause an undue hardship on the company may be made to enable individuals with disabilities to perform the essential functions, as long as that would not hinder or prevent performance of duties or be of a safety concern.

Physical Job Tasks:

• Walking, stepping up or down, and standing.
• Extended periods of manual typing and writing.
• Transportation to and from facilities on company time.