Director of Commercial Accounts

Shape Corp • Grand Haven, MI, United States • $200k - $250k / year • 2m ago

Position Summary:

Develop and implement global customer strategies focused on existing and new markets. Manage a global sales team in the execution of business development, account management, and program management activities that optimize growth, program health, profitability, customer relationship, and people development for a given key account.

Essential Job Functions include, but not limited to, the following:

Create customer vision and strategy in coordination with engineering and divisional partners and manage execution.
Highlight gaps to vision, strategy, and voice of customer and coordinate internal action plans to address.
Identify and develop new global and regional business opportunities. Responsible for the acquisition of new business.
Develop and maintain solid relationships with customer key stakeholders in purchasing, engineering, and advanced product development, particularly at the executive level.
Set global pricing strategy and lead customer LTA negotiations and commercial pricing strategy discussions.
Lead all activities associated with customer strategic planning, sales budgeting, forecasting, and pursuit management.
Oversee business cases for new business opportunities. Review and scrutinize quote inputs and outputs.
Provide support for customer presentations and the completion of price breakdown forms.
Coordinate and prepare presentations for leadership events and meetings.
Ensure that technical support is provided to customer, as necessary.
Oversee program execution and health to ensure internal and customer targets are achieved.
Manage account information for customers, including cadence charts, organization charts, customer debits/credits, customer scorecard awareness, disputes, and escalations.
Manage internal and customer KPIs and lead organization to develop necessary actions to meet targets.
Ensure resolution of discrepancies with costs related to raw materials, purchase parts, and purchased operations.
Settle warranty claims.
Oversee the management of tool invoicing activities.
Lead competitor and market trend analysis and provide sound input into cost benchmarking.
Ensure that engineering change is leveraged to continuously improve IRR/margins.
Ensure that the sales team is effectively challenging design assumptions from the engineering team and escalating as appropriate.
Guide the execution of VAVE strategy and the win/loss database.
Guide the team in identifying new applications of existing NetShape product/process technology.
Negotiate framework agreements and terms and conditions of business. Communicate updates to customer specific requirements to the organization.
Collaborate with Shape, Pliant Plastics, NetShape SAP and JV partners.
Conduct timely and complete performance evaluations of direct reports and ensure timely and complete performance evaluations of team members reporting under indirect supervision.
Assess the skill sets and development needs of direct reports and take steps to coach and develop them appropriately.
Manage the interview and selection process for new candidates.
Identify and train a back-up(s) to manage key tasks when absent.
Additional functions not specifically outlined in this position description as directed by the leader.

Requirements:

Position Skills and Experience Requirements:

To perform this job successfully, an individual must be able to perform each essential duty effectively. The requirements listed below are representative of the knowledge, skill and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform essential job functions.

A minimum of ten years of technical sales experience in the automotive industry.
Bachelor's Degree of Science in Engineering or Business, Engineering preferred.
Master's Degree preferred.
Prior experience effectively managing global accounts and a global sales team.
Advanced knowledge of NetShape's manufacturing processes and materials (injection molding).
Proven ability to build trusted relationships at all levels of the organization across regions/cultures, internally and externally.
Proven experience developing and driving sales strategy.
Ability to coach others in BPP, MPR, DFM and VSM analysis.
Solid foundation in business processes, financials, and cost accounting. Strong business acumen.
Exceptional verbal and written communication skills.
Expert negotiation and stakeholder management skills.
Expert problem-solving and continuous improvement skills.
Advanced proficiency in Microsoft applications and a company ERP.
Prior experience managing a global team.
Ability to travel domestically and internationally up to 50 percent of the time.

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