Key Account Manager
Hodkovice, Czech Republic
před 40 dny

The Key Account Manager manages a portfolio of customers in the CTOH market segment (Commercial Trucks and Off Highway).

She / He is responsible for the business growth and the profitability of his accounts. She / He ensures customer satisfaction and alignment between the customer and our company.

Required Skills

Define strategy for its accounts

  • Establish, present and ensures cross-functional alignment of a strategic business plan. Establish and drives execution of the Annual Operating Plan.
  • Ensure Customer satisfaction

  • Monitors and reports customer score cards. Ensures that appropriate measures are put in place in order to improve customer satisfaction.
  • Is the primary commercial liaison with the customer, both inside or outside programs.
  • Acts as an escalation point for his customer and ensure that appropriate connections and contacts are put in place between the various functional areas at the customer and Tenneco.
  • Drive account profitability

  • Drives and monitors account profitability (Gross Margin / EBIT).
  • Identifies profitability gaps and opportunities. Work with a cross functional team to implement targeted improvement (design, supply base, process).
  • Drives all negotiations with customer (commercial and contractual).
  • Is responsible for warranty commercial management
  • Drives and controls customer saving programs
  • Checks received orders and monitors translation within Tenneco systems
  • Drive revenue growth

  • Is alert of all customer needs and identifies related business opportunities.
  • Promotes Tenneco product portfolio with the assistance of product management. Sells new advanced projects / technologies.
  • Drives pre-RFQ (Request For Quotation) activities
  • Prepares screening of not started programs and supports the program manager in final screening.
  • Is key member of the TEN+ program team. Analyze RFQ’s received from customers and provide guidelines for the CER (Cost Estimate Request)
  • Defines pricing strategy, both for serial parts and prototypes, based on a quote model..
  • Drives customer recharges (samples, ride work, development cost, ).
  • Monitor and maintain Account

  • Works within and outside the CBU structure to align the interests and needs of the company and the customer.
  • Supports audits (TS or VDA audit, development audits, engineering audits, logistics audits, process audits, financial audits, warranty, ).
  • Supports accounting in overdues follow-up.
  • Analyzes and reviews with legal team all contractual documentation. Ensures contractual agreement with all customer requirements (technical, logistic, commercial,quality, )
  • Drives & maintains Original Equipment / Original Equipment Service contract review.
  • Monitors execution of quality agreements (e.g. yearly verification tests).
  • Is responsible for access on customer intranet sites and provides latest version of customer data internally.
  • Transfers new customer requirements when notified by customer.
  • Guards reporting towards the customer.
  • Required Experience

    Education / Certification :

  • Master degree (preferable in mechanical or electromechanical engineering) with strong capabilities to absorb technical information
  • Specialized Skills / Knowledge :

  • Has a passion for Automotive with a good market knowledge as evidence.
  • Fluent in English, and customer language(s), or prepared to learn it
  • Strong communication and negotiations skills
  • Analytical mindset and has good calculation skills.
  • Very strong customer focus
  • Good knowledge MS-office package
  • Stress-resistant
  • Extravert and open to different cultures
  • Willingness to travel frequently
  • Organized
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