Sales Account Manager

Primary Function

Drive the development and implementation of a sales strategy for innovative products within commercial vehicle, Military or off-road OEM customers that enables the growth of the eMobility product line through aggressive customer engagement and planning.

Essential Functions

• Formulate a sales strategy for the related products and customers and drive its implementation throughout the organization including cross functional responsibility
• Manage and prioritize the opportunity and pursuit pipeline for the dedicated products, projects and customers within the Product Line
• Manage all commercial aspects of account(s) including program bidding and negotiation, commercial warranty claims, commercial impacts to program scope changes, and all other commercial and pricing activities associated with the account(s)
• Responsible for leading the pursuit and quotation process to maximum pursuit conversion rate to wins including development and control of the customer related pricing strategy
• Develop accurate business cases with support of all relevant functions such as Engineering, Operations, Supply Chain and Finance from RFQ receipt to management approval
• Ensure contract terms for new projects are negotiated to maximize the benefit of Eaton (prices, costs, volumes, warranties, raw material price clause, intellectual property, design ownership, etc.)
• Sales related interface to the global account management team. Represent the company at senior levels within the customer base and internally to ensure the image of Eaton is maintained and enhanced as an aid to achieving sales targets
• Identify and focus on new market opportunities to grow the business. This includes selling existing products into new customers and identification of new product opportunities

Qualifications

• Required (Basic): Bachelor degree in Engineering or Business from an accredited school
• Minimum 3 years of power electronics or commercial experience within the OEM/Vehicle market
• No relocation benefit is being offered for this position. Candidates outside of the Southfield MI area will be expected to travel onsite on an ongoing basis

Preferred Qualifications

• Masters in Business Administration
• 5 years of OEM sales experience within automotive or commercial truck segments
• Knowledge of Power Electronics components & technology and electric vehicle architectures
• Demonstrates deep understanding of the industry and organization (customer focus)
• Working knowledge of finance (P&L, cost estimating pricing, Internal Rate of Return, Net Present Value, etc.)
• Ability to influence outside of a direct reporting relationship
• Understanding specific market channels

Skills

• Excellent negotiating, interpersonal, communication, and strategic planning skills
• Practical understanding of value-based selling and pricing
• Demonstrated ability to achieve results in a matrix environment
• Broad business acumen, ability to plan and manage execution of business plans
• Strong negotiation skills and solid technical experience
• Strong sales track record and experience of complex negotiations

Pay

The compensation range for this full-time position includes base pay and target sales performance incentive. This position has a compensation range of $110000-$162000 annually plus a sales incentive plan. Base salaries are based upon candidate skills, experience, and qualifications, as well as market and business considerations.