Job Summary

Under limited direction, builds and maintains effective long-term relationships with a defined customer base to ensure a high level of satisfaction and increase revenues. Identifies, develops and typically closes new sales opportunities. Serves as the primary interface for all products and services. Creates demand for the organization's products and services by raising their profile with customers. Helps to define and communicate customer requirements. Possesses knowledge of organization's policies, products and/or services, including the engineering principles and specifications of assigned products.

The ideal candidate for this position is a high performing individual contributor with the ability to manage multiple European and Tier 1 customers while performing multiple functions (e.g. Sales, Marketing, Supply Chain Management, Program Management) while collaborating with cross-functional teams to ensure all deliverables and KPIs are met.

Responsibilities

• Acts as a liaison between customers, plants and affiliate personnel in managing, implementing and negotiating complex and non-standard commercial and business-related issues. Coordinates and provides support in all program activities from initial product concept to product phase out.
• Assists in developing and implementing customer and product-based strategies for specific products/commodities. Supports business expansion activities. Cultivates, expands and maintains relationships with customers in order to identify potential and/or future business opportunities. Utilizes and presents competitor pricing analysis and may make strategic recommendations on how to improve and implement approved strategies. Keeps abreast of current products. Partners with engineering personnel to learn of emerging technology and coordinate new and existing programs.
• Interacts with and acts as a liaison between DENSO plants and headquarters regarding customer requirements in negotiations related to products designed in Japan.
• With the help of management, develops and executes accurate and complete sales plans. Ensures maintenance and expansion activities support sales plan. Develops and reviews sales plans with management and recommends and explains ranking, pricing and/or volume strategy for products. Reviews variance analysis and other related information to ensure accuracy and provides detailed reports for management.
• Negotiates, and guides lower-level colleagues in negotiating, product and related sales and marketing issues with customers, affiliates and DENSO Japan.
• Reviews request for quotation (RFQ) materials and related information. Works with internal departments including engineering and marketing management to proceed with quote process. Reviews information related to competitors, markets and customer; reviews engineering and purchasing opinions; helps develop and implement a pricing strategy or approach and presents and negotiates approved pricing to the customer including “total cost” (e.g. ED&D, tooling, logistics and packaging).
• Coordinates cost-related commercial and business activities, as required. May help develop strategies and tactics for improving profitability. Tracks profitability. Analyzes and follows-up with customers and/or plants to negotiate value-added opportunities. May analyze and review annual percentage rate (APR) lists and make appropriate recommendations to top management based on product pricing strategies, customer road maps and/or internal targets.
• Ensures accounts receivable (A/R) information is accurate and inclusive. Works with accounts receivable department to resolve purchase order (PO) discrepancies and assist with resolving accounts receivable issues. May be involved with complex negotiations related to the resolution of pricing discrepancies with customers or DENSO plants or other situations requiring more decisions.
• Leads materials management, production control and plant personnel in product phase-out activities. Supports negotiating product phase-outs with customer to ensure no obsolescence. Reviews customer-specific service agreements related to post-production and take appropriate action.
• May support lower-level sales staff and manage the issues related to prototype parts including ordering, negotiating the delivery timing, price and payment. Follows up and ensures the adherence to internal related processes and procedures.
• Completes, maintains and ensures adherence to policy, contract and related information as outlined in DIAM standards processes (e.g., DIAM Operating System). Follows up with customer to gather information and/or assist with the resolution of discrepancies.
• Provides guidance, coaches and oversees the work of lower-level colleagues. May provide input into performance evaluations. Provides training on DENSO processes and customer-specific requirements and processes. Provides guidance to and coaches expatriate associates, as appropriate.
• Analyzes current processes and systems. Identifies and implements activities to improve efficiency and effectiveness of sales and marketing activities.
• Performs other duties as assigned.

Qualifications

• Bachelor's degree in Business, Engineering or related field.
• 5-8 years of relevant experience.
• Preferred previous experience in the automotive industry.
• Demonstrated knowledge of program management principles, request for quotation (RFQ) and contract review processes.
• Project management skills, including identifying and scheduling process steps, determining resources and staff required to successfully complete assigned projects or project steps and reporting on project.
• Analytical skills with an ability to independently evaluate and develop innovative solutions to complex situations.
• Excellent written and verbal communication skills and presentation skills. Ability to communicate with internal and external customers on issues of moderate to considerable importance, up to and including senior management.
• Customer service skills. Ability to promote and support a service-oriented environment.
• Negotiation skills. Ability to defend position strongly while keenly aware of the need to maximize benefits for all sides.
• Demonstrated ability to foster and maintain relationships with an ability to work as part of a cross functional team.
• Proficiency in Microsoft Office products such as Word, Excel, PowerPoint, Outlook, and OneNote.
• Ability to apply process improvement planning and checking to own work output and to assist others with identifying gaps in work results.
• Ability to train and/or mentor less experienced associates.

Salary $82,000-$102,000.

Benefits Summary

• Health, Dental, Vision, Prescription Drug plans
• Life and Accidental Death & Dismemberment Insurance
• Flexible Spending Account
• Employee Assistance Program
• 401K with 4% company match
• Bonus Program
• Wellness Program
• Onsite Fitness Center (vary by location)
• Tuition Reimbursement
• Career Development and Ongoing Training
• Paid holidays and vacation
• Cafeteria and food markets (vary by location)
• Volunteer opportunities
• Employee recognition (employee and milestone events)