ZF Senior Account Manager in Farmington Hills, Michigan
Senior Account Manager
Division U - Global Electronics
Commercial management of the JOEM Electronics account to JOEM North America including handling RFQ, quotation submission, managing business case, profitability, costing, and customer change requests.
Lead business plan preparation for new program acquisition targets and retention of existing business. Drive tactical execution to win.
Lead sales promotion activities of new and future products including presentations to customer.
Lead commercial discussion on annual price reduction, price negotiation, terms and conditions maintenance, warranty or any other activities relates to customer commercial.
Support ZF Global Electronics strategic planning process and execution
Lead ZF Electronics sales planning process (Battle Plans, Long Term Sales Plans).
Commercial Responsibilities / Skills
Develop account strategic plan. Earn support to execute within company and at Sr. levels of customer.
Track record of business wins and resolution of difficult business issue
Lead sales promotions aligned with engineering and product portfolio management
Change and Pricing management including engineering development cost recovery and margin improvement.
Annual negotiation process
Demonstrated ability to sort out complex financial data – speak with clarity
Terms & Conditions exposure; warranty management, price breakdowns, prototype recovery, tooling justifications, etc.
Leadership Capability/Business Skills
Command trust and respect at the customer and within ZF.
Influence ZF management team and customer decisions
Desire to proactively build customer relationships
Proactive self-starter with demonstrated ability to effectively lead professional team to produce results.
Effectively interface at all levels within ZF with engineering, finance, program management and manufacturing.
Resist certain directives without saying no; handle ambiguity.
Minimum of 10 years of experience, preferably with JOEM, involving a steady progression of responsibilities in strong-performing companies.
Proven track record of developing sales strategies, converting those strategies into annual plans, executing those plans and monitoring progress against those plans.
Automotive industry experience is essential, preferably at a Tier 1 or Tier 2 company supplying electronics related components or systems. Toyota/Honda/JOEM business experience preferred.
Demonstrated experience in developing and managing a major customer relationship
Excellent customer interface skills required with proven negotiation skills.
Strong team player with ability to complete tasks on time and results oriented.
Strong program management experience including significant new product launch activity.
Solid understanding of engineering concepts across a wide spectrum and the ability to effectively match customer need with ZF capability. Technical competence in Electronics Systems preferred.
- Bachelors degree required, in an engineering or finance discipline preferred.
Japanese language proficiency preferred to conduct business meetings and ability to translate.
Required Education and Experience
Experience and Skill Requirements
5 + years
Sales & Business Development
Equal Employment Opportunity/Affirmative Action Employer M/F/Disability/Veteran