Job Description
Dana is a global leader in the supply of highly engineered driveline, sealing, and thermal-management technologies that improve the efficiency and performance of vehicles with both conventional and alternative-energy powertrains. Serving three primary markets - passenger vehicle, commercial truck, and off-highway equipment - Dana provides the world's original-equipment manufacturers and the aftermarket with local product and service support through a network of nearly 100 engineering, manufacturing, and distribution facilities.
Job Purpose
The Off Highway Senior Account Manager will be the voice of the customer with responsibility for communicating Dana's value proposition, identify and solicit customer base, grow relationships, and provide strategic market planning. The target candidate will work closely with the key Dana functions to assure total customer satisfaction. $ 50+ Mils Sales revenue responsibility. Candidate will be fluent in identifying adjacent market opportunities and formulating strategic direction for future product development. The target candidate will be highly motivated with knowledge of the Off Highway market and experienced in financial analysis methods.
Job Duties and Responsibilities
Business Development: Candidate will be responsible for executing business and customer development to the product plan
Relationship Development: Candidate will be responsible for developing intimate relationships for current, potential and strategic customers
Account management: Candidate will be responsible for assuring day-to-day account operations are addressed. Including but not limited to acting as liaison between customer and Dana for new product development, warranty, production orders, accounts receivables, & other relations critical to proper customer management.
Value management: Candidate will constantly measure Dana value vs. competitive base to assure maximum profitability for Dana's products. Individual will be able to understand product financial cost build ups to ensure/question accurate margin assessments. Candidate will maintain understanding of market conditions such as commodities trends, market capacity situations, volume trends and future strategic directions.
Forecasting and planning: Candidate will be required to provide yearly and multiyear forecasts for new and existing products
Customer, Program & Product execution: Candidate will be responsible for coordinating with cross functional teams to provide clear marketing and customer strategies.
Individual will be accountable for delivering objectives
Establish sales and market objectives
Establishes strategic plan to maximize company sales and profitability
Executes according to Dana and customer expectations
Meet or exceed all customer and corporate financial, quality and schedule commitments.
Review and monitor customer activities monthly, including customer performance metrics.
Lead internal Dana teams (to include Purchasing, Engineering, and others) to achieve customers' objectives.
Oversee Accounts Receivable (AR) activity for customers ensuring recovery of funds.
Make product presentations to customer purchasing, engineering, and manufacturing departments.
Negotiate with customers on pricing and support for other important matters (quality, delivery, and timing).
Build relationships with customers at different levels, departments, and locations in order to support current and future business.
Maintain current knowledge of competitor's activity and significant changes.
Reporting: Forecasting, New Business Pipeline, Customer Visits, and Monthly Sales Reports.
Promote /support new products introduction.
Knowledge & Skills Summary:
Sales 'Hunter' with drive systems, gearing, gearboxes, transmission, drivetrain or related products
Solid sales track record for profitable growth
Developed realistic action plans and ensured achievement of goals
Understands business principles, practices, and impact of actions, pricing, and processes on P&L
Has taken initiative and advantage of existing and prospect opportunities
Comfortable in taking independent actions and calculated risks
Commercial Negotiations
Residence: Remote based upon customers and markets
Off-Highway sales and customer Interface
Managed and leveraged global resources within a highly matrixed organization
Unsolicited Resumes from Third-Party Recruiters
Please note that as per Dana policy, we do not accept unsolicited resumes from third-party recruiters unless such recruiters were engaged to provide candidates for a specified opening. Any employment agency, person or entity that submits an unsolicited resume does so with the understanding that Dana will have the right to hire that applicant at its discretion without any fee owed to the submitting employment agency, person or entity.
We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class.
