Full Time | Regular
This is a salaried position.
Salary Not Specified
Start Date Not Specified
5+ years Experience
The primary responsibility of the Account Manager – Industrial Markets will be to lead the development and execution of the commercial strategies for current and target account assignments resulting in profitable growth within all NEI Industrial facilities; while managing a positive customer experience that ensures NEI is the preferred partner for the supply of castings, forgings and value-add services to our customers.
Assume complete responsibility for assigned accounts to achieve assigned product, facility and overall revenue and EBITDA objectives while ensuring high levels of customer satisfaction.
Understand customer’s business and competently “speak their language” through development of strong working knowledge of the customer processes, sourcing strategies, decision hierarchies, cost reduction & other initiatives, development projects, business and market issues, and the competitive landscape in which it operates.
Maintain a visible presence, ascertain & build relationships with key customer contacts responsible for the decision making process. Develop credibility, loyalty, trust and commitment in the maintenance of current business and development of new business with these contacts. Actively listen, probe and identify customer concerns & un-met needs, and translate those into opportunities for NEI to participate with support from the key customer contacts.
Demonstrate a track record with the ability to positively influence customers decisions, appropriately challenge customers, and strong negotiation skills.
Recommend product solutions, links to customer objectives, total value solutions, and competitive advantage to existing & potential customers. Differentiate and leverage NEI product & value-add service offerings from competitors based on the total benefit of doing business with NEI
Focus on customer satisfaction by demonstrated teamwork and empowerment, solving problems through creative approach, operating with honesty and integrity and providing a highly responsive and unsurpassed level of customer service.
Become proficient and our resident “expert” on the customer information/rating/supplier portals
Opportunity Development & Management:
Develop and drive the execution of commercial strategies and “best practices” that generate and capture growth opportunities through leveraging of customer relationships for participation in new product development participation, DFM support evaluations, VA/VE cost reduction activities including material conversions, Tier 1 transitions & competitive take-over business
Demonstrate through tracking and projection status reporting that active opportunities are of sufficient quantity & $ size and continue to progress through the pipeline in a manner that will ensure all annual revenue and growth objectives will be achieved or exceeded.
Business Strategic Planning & Market Awareness:
Analyze, research and share current and future program planning (intelligence), such as current and future program sales status, customer market trend, next program and customer news and vehicle or equipment end-use information.
Generate and provide quarterly updates to Account Plans for top accounts that identify customer market segmentation & approach to market(s), market trends, program participation, product development projects, key initiatives, volume projections, NEI market share by product and division, competitive landscape and your strategic goals & objectives within the account which are aligned with the overall strategic business plan.
Information Communication & Management:
Foster a collaborative and productive working relationship while maintaining effective communications with the expanded NEI organization.
Track, communicate and ensure that all commercial, engineering, technical and quality issues are addressed through resolution in an effective and timely manner. Elevate issues that are creating customer dissatisfaction for appropriate visibility while maintaining ownership as required.
Track and report on as needed, all relevant customer information including pricing history, pending price adjustments, RFQ/quote status, opportunity status, ppap approval status, open issues, cost reduction ideas and other relevant customer specific metrics.
Generate effective customer meeting minutes, weekly activity snapshots, monthly status to objectives updates & quarterly reports which demonstrate a firm grasp of customer revenue projections, high priority issues and planning.
Lead the preparation of annual Account Status Presentations to customer senior management including advance executive situation summaries as warranted for NEO Senior Management participation.
Support Credit Manager and Customer Service Representative to resolve credit/debit/past-due account collections discrepancy issues within assigned accounts as needed.
Develop a strong working knowledge of the NEI products, processes and all internal support tools including BI Tools & Salesforce.com
This is not an exhaustive list of duties or functions and may not necessarily comprise all of the "essential functions" for purposes of the ADA.
Job duties may change over time and additional job functions may become essential.
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Experience in sales/account management or course work that demonstrates required competency.
Demonstrated ability to effectively manage multiple priorities in a fast paced environment and consistently meet deadlines; excellent time management skills.
Ability to work with minimum supervision;
Strong project management and organizational skills;
Strong negotiation and influencing skills at multiple organizational levels.
Demonstrated problem solving and continuous improvement skills;
Proficient MS Office skills (Excel, Word, PowerPoint); proven ability to learn software applications.
Valid driver’s license and minimum levels of auto insurance coverage per Company policy.
This position description is intended to cover the most significant, ongoing job functions and competency areas.
Successful performance in the role will require performing satisfactorily other duties as assigned.
Edu & Exp
The ideal candidate has three to five years of professional sales experience managing multiple accounts in a technical sales, program management or engineering position within the Energy, construction equipment, agricultural equipment or related industry supporting the OEM’s or large Tier 1 Systems Suppliers. Recent graduates with part-time or internship experience that demonstrates aptitude and competency will also be considered. This individual must have excellent organization, relationship and communication skills (both verbal and written) with external customers as well as internal team members.
Experience in the metal casting, forging or machining industry highly desired
Candidates with a bachelor’s degree are preferred; equivalent industry related experience acceptable.
Sedentary work. Exerting up to 10 pounds of force occasionally and/or negligible amount of force frequently or constantly to lift, carry, push, pull or otherwise move objects, including the human body.
The worker must be able to access, analyze and otherwise work with, enter information stored in or obtained through the company’s computer system, and to communicate effectively with co-workers and third parties who have business dealings with the company’s Human Resources operations.
This is a home-based outside sales position requiring up to 40% overnight travel.
Candidates for positions with NEI, Neenah Foundry Company and its subsidiaries must be legally authorized to work in the United States. Verification of employment eligibility will be required at the time of hire. All offers of employment will be conditioned upon successful completion of a post-offer, pre-hire background check, and drug screen. Visa sponsorship is not available for this position.
Equal Opportunity Employer of Minorities, Females, Protected Veterans, and Individual with Disabilities.