About The Opportunity
What you’ll do
Manage the customer relationship, utilising a multi-locationed team, ensuring the achievement of customer satisfaction and Driveline’s business objectives
DUTIES AND RESPONSIBILITIES:
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Develop, implement and update the customer strategy upon appropriate interpretation of: divisional strategy; market intelligence, customer intelligence; costing and pricing agreements; contracts; legal issues.
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Control the global customer pricing strategy including maintenance of an up-to-date price list and co-ordination of amendments with the selling companies.
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Devise, implement and control the policy for the disclosure of information to the customer.
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Identify and promote sales strategies based on a clear understanding of our competitive position, business needs and successful strategies for competitive differentiation.
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Maintain a proactive account planning process.
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Lead the representation of the customer within Driveline ensuring that customer information is communicated to the relevant functions and customer issues are appropriately responded to.
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Prepare submissions in accordance with business processes, eg. Demantra
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Ratify customer commercial proposals.
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Manage the preparation and delivery of quotations and new propositions to the customer.
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Lead negotiations.
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Manage customer cost down initiatives.
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Monitor account performance against budget including sales to budget, product margins and cost of sales ensuring that variances are explained.
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Maintain customer agreements, contracts and licenses ensuring that the relevant expert advice is sought when appropriate.
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Ensure adherence to internal authorization processes.
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Ensure that activities are in accordance with GKN guidelines on corporate behavior.
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In conjunction with the customer chief engineer, ensure that Driveline product selection procedures are followed.
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Establish and maintain amongst team members an in-depth and current understanding of the customer including: market position; vehicle strategy; commodity purchasing; competitor activities, organisation
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Monitor measure and manage, both informally and formally, the customer’s perception of Driveline.
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Maintain an up-to-date profile of the customer’s “spider”.
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Create and implement a customer contact plan.
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Lead Driveline’s representation at the customer.
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In conjunction with the Customer Chief Engineer, ensure that ‘best practice’ advice on driveline engineering is provided to the customer. ”.
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Promote the benefits of full service supply initiatives with the customer.
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Promote and manage the involvement in broader vehicle activities of the customer.
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Initiate and manage networking throughout the customer.
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Initiate opportunities to extend and enhance the customer relationship through visits and technical days.
About you
Required Qualifications:
- Bachelors degree in Mechanical Engineering or Business
- 5 years experience working as a commercial account manager within the Automotive industry.
Additional Qualifications:
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RFQ’s: Program launch (prior to SOP)
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Account Team AM to compile quotation data and handoff to Service AM
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All PPBD data to be supplied to Service AM, history etc.
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Program management to be engaged – part of CAPM process
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Service AM to interface with customer on all ‘new launch’ RFQ’s
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RFQ’s: Production programs (engineering changes)
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Account Team AM to compile quotation data and handoff to Service AM
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Full engagement required from both Service and Account Team AM
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Retroactive / replacement strategy must be communicated and understood through engineering and commercial.
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RFQ’s: 12 months prior to EOP
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Service analyst will lead coordination of review - PFEP
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Full engagement of Account Team AM and Service AM required
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Service AM to engage customer in forecasting / requirements
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Any necessary changes to be coordinated with Service AM (example: quantity pack change).
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RFQ’s: Past Model
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Going forward, the PFEP process being developed will reduce these issues
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Service AM to take the lead in all discussions with Account Team AM as support.
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Service AM to review all purchase orders and submit into iShare
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Service AM to communicate all necessary changes with plants and be the interface on any issues (PO status, engineering changes, etc.).
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Account Teams need to be fully engaged in PFEP process.
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Key program / part number information needs to be supported by Account Team during pre-reviews.
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Service AM to coordinate with Account Teams by program
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