Sales Account Manager

Sales Account Manager

About this position

An Account Manager is responsible for new business growth as well as growth and value creation for existing customers. Responsible for contributing to commercial aspects in identifying, quoting, and winning new business, while increasing the size of the opportunity space with customer portfolio. S/he 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.

Responsibilities and duties

Customer Strategy

• Customer Strategy: understanding and influencing what drives economic value for the customer

• Aptiv Strategy: understanding what drives economic value -profitability for Aptiv, Enterprise & Divisional

• Develop customer power maps and identify decision makers

• Ability to analyze customer relationships; proactively identify recommendations on how to increase customer engagement and opportunities

• Ability to understand and qualify our value advantage versus our competitors; understand and articulate the strength of our offerings / solutions
  

Price Management, profitability and delivery booking

• Understanding price point for Aptiv products; develop & maintain pricing and cost models

• Provide accurate volume forecasts that takes into consideration customer data and market/economic cycle data

• Ability to lead and establish firm quote offers to customers; provide cost breakdown

• Ability to follow a cadence in account pricing reviews; negotiate price; bringing sales to closure

• Design, create or contribute to the creation and maintenance of crisp value selling material to support Aptiv’s sales pitch

• Deliver booking plan for product line and segment

• Seeking opportunities for MCIP and profit improvement
  

Collaboration with Key Stakeholders – Internally & Externally

• Ability to gain comprehensive knowledge & experience with Aptiv’s Product Development Process and Operations (EOS)

• Ability to be an effective business partner within a matrix, global organization; establishing credibility and trusted partnership within the Divisions & Functions

• Drive internal customer pipeline review – balance customer requests with current business conditions and investment priorities to meet annual sales plans

• Identify potential / future new business opportunities including advanced development studies, communicate the potential opportunities with sales manager(s) and Aptiv team.
  

Sales Life-Cycle

• Develop plan for customer sales meetings. Define goals for each stage within the sales cycle, including the possible concessions
  

Required competencies

• Bachelor's degree in Sales, Finance, Engineering or related field

• 3+ years’ of experience and knowledge of sales in manufacturing or technology industry

• Experience in automotive area is preferred

• Proficient English

• Self-motivated and dependable individual who knows how to prioritize work and delivery quality and timely deliverables with limited management oversight

• Decision making ability with sound business acumen and clear understanding of the market and financial impact.

• Strong presentation and communication skills (oral and written) and ability to present to both internally and externally.

• Structured thinker with ability to analyze data and draw recommendations / conclusions; confident in presenting a point of view both internally and externally.

• Ability to influence others without direct authority over them.

• Respond quickly to opportunities with a can do attitude towards the organization. Not afraid to take on bold challenges.

• Build trust and adaptive to change.

Why join us?

• You can grow at Aptiv. Aptiv provides an inclusive work environment where all individuals can grow and develop, regardless of gender, ethnicity or beliefs.
• 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.
• You have support. We ensure you have the resources and support you need to take care of your family and your physical and mental health with a competitive health insurance package.

Your Benefits at Aptiv:

• Compensation package, including Major Medical Insurance & Life Insurance
• Flexible Retirement Plan
• Learning, professional growth and development in a world recognized international environment
• Access to internal & external training, coaching & certifications
• Scholarships
• Recognition for innovation and excellence
• Opportunities to give back to the community
• Meaningful work that makes a difference in the world
• Recognition for innovation and excellence
• Tuition Reimbursement