Sales Account Manager

Role Summary

This position based at our location in Portage, MI OR Raleigh, NC, OR Gastonia, NC.

The Sales Account Manager (SAM) is responsible for maintaining the regional relationship and business development of the assigned customer(s) (including responsibility for Profit & Loss) and steering the business.

Main Tasks

− Sales Account Manager is the representative of the customer voice within MANN+HUMMEL
− Act as the main interface to the customer, especially for all commercial issues and needs to maintain the relationship to the customer (on several levels, e.g.: purchasing, engineering)
− Analyze the market and competitive situation and derive conclusions and actions (incl. marketing activities) for meeting the sales targets
− Face-to-face sales to new customers and managing interactions with assigned group of existing customers to identify cross/up and repeat sales opportunities
− Preparation of sales opportunities: establish customer intimacy, identify leads and opportunities based on commercial and technical aspects
− Assessing customer needs and suggesting appropriate products, services, and/or solutions
− Developing and delivering sales bids/proposals/presentations and conducting product demonstrations
− Developing medium to long-term sales plans and preparing strategies to protect, grow, and diversify the relationship with targeted customers
− Preparing strategies for developing profitable business with assigned accounts.
− Work with the customer on all different product levels (standard products with configurations, adaptions, new customer specific development projects)
− Follow-up business opportunities even before receiving an RFQ or providing an initiative offer through the quotation and decision phase (won or lost order) until the product launch, if applicable and check the customer development afterwards
− Customer specification: check feasibility regarding technical, commercial, legal and timing dimensions also by involving other relevant internal functions
− Submit different kind of quotations (from standard parts to new developments) and negotiate individual pricing corresponding to the offer package
− Negotiate customer specific contracts in alignment with legal department
− Constantly check the fit between customers’ expectations and demands and MANN+HUMMEL’s offer (technical, commercial, ecological wise) including the documentation of deviations and negotiation with the customer
− Analyze competitive situation in the market segment(s) the customer is active and compare the situation of MANN+HUMMEL and other market players at the customer on a regular basis
− Conduct won or lost order analysis for selected projects including the lessons learned with the corresponding team
− Other duties as assigned

Your Profile

Education:
− Bachelor’s Degree in Business Administration, Engineering or a related field
Experience:
− 3-5 years of sales, or customer facing sales engineering experience within industrial manufacturing environments
Required Skills:
− Proficiency using SAP, or other ERP systems
− Excellent English communication, negotiation, conflict management skills
− Strong MS Office skills (Excel, Word, PowerPoint)
− Proven, successful presentation skills
− Technical ability and understanding
− Must be able to travel up to 60-70% (primarily domestic)
Preferred Experience & Skills:
− Customer facing technical sales experience in Tri-Mist filtration solutions
− Previous sales/sales engineering experience in add-on equipment
− Electro-static equipment and tool shop knowledge