ZF Senior Account Manager in Farmington Hills, Michigan

Senior Account Manager

Division U - Global Electronics

39201BR

Job Description

Job Responsibilities:

  • 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.

Qualifications:

  • 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.

Education:

  • Bachelors degree required, in an engineering or finance discipline preferred.

Others:

Japanese language proficiency preferred to conduct business meetings and ability to translate.

Required Education and Experience

Bachelors Degree

Experience and Skill Requirements

5 + years

Position Status

Salaried Full-Time

Functional Area

Sales & Business Development

City

Farmington Hills

State

Michigan

Country

United States

Equal Employment Opportunity/Affirmative Action Employer M/F/Disability/Veteran