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.
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.
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
Extravert and open to different cultures
Willingness to travel frequently